EXECUTIVE AGENT MAGAZINE-LOS ANGELES/SAN GABRIEL VALLEY-AUGUST, 2020

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EXECUTIVEAGENT Felipe Acuña

E x e c u t i v e Ag e n t M a g a z i n e

MAGAZINE

LA/ S a n

Executive Agent of the Month

G a b r i e l

V a l l e y

E d i t i o n

A u g u s t,

2 0 2 0

Gabriel Gabriel Garza Garza

Branch BranchManager Manager||Mortgage Mortgage Advisor Advisor NMLS-208008 NMLS-208008 c: c:(323) (323) 819-3660 819-3660 ggarza@financeofamerica.com ggarza@financeofamerica.com Edward EdwardAguirre Aguirre Sales Manager Sales Manager Mortgage Advisor Mortgage Advisor NMLS- 485364 NMLS- 485364

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

Phillip PhillipJohnson Johnson Sales Manager Sales Manager Mortgage Advisor Mortgage Advisor NMLS255343 NMLS255343

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RufinaGuinto Guinto Rufina Mortgage Advisor Mortgage Advisor NMLS294533 NMLS294533

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Maria MariaRosa Rosa

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Diane DianeAvina Avina Mortgage MortgageAdvisor Advisor NMLSNMLS-382664 382664

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Melody Melody Gomez Gomez Sales Sales Manager Manager Mortgage Mortgage Advisor Advisor NMLS- 259837 NMLS- 259837

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Patty Patty Fonseca Mortgage Mortgage Advisor NMLSNMLS- 255279 255279

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Dan DanVillarreal Villarreal

Marie Marie Bawe

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Giveour ourexperienced experienced lenders lenders a a call call today!

Give Š2019 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 Š2019 Finance of America Mortgage LLC isBuilding licensed5,nationwide | Equal Housing NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Horsham, PA 19044 | (800)Opportunity 355-5626 | |AZ Mortgage Banker License (www.nmlsconsumeraccess.org) | 300 Welsh Road, Oversight Building 5, Horsham, PA 19044 | (800) 355-5626 AZ Mortgage Banker Residential License #0910184 | Licensed by the Department of Business under the California Residential Mortgage |Lending Act | Georgia #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance Residential | Licensed Mortgage LicenseeBanker #15499 | Kansas Licensed Mortgage Company | Licensed the N.J. Department Lender/Broker of Banking andLicense Insurance | Licensed Mortgage -- NYS Banking Department | Rhode Island Licensed by Lender | Massachusetts MC1071.

Banker -- NYS | Rhode Island Licensedwere Lender Massachusetts MC1071.

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by HUDLender/Broker or FHA. It hasLicense not been approved by This document is provided by Finance of America Mortgage. wereAgency. not provided by HUD or FHA. It has not been approved by FHA orAny anymaterials Government FHA or any Government Agency.

Content

August, 2020

E XECUTIVE AGENT

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

MAGAZINE

TM

PRESIDENT & CEO EXECUTIVE PUBLISHER

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Fred Arrias

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

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

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

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

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

Can You Afford to Take a Break?

-Dirk ZellerNegotiating Like a Pro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

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EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

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

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PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography

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

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© Copyright 2020 Executive Agent Magazine. All rights reserved.

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

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Cover Story

Felipe Acuña CENTURY 21 Realty Masters A first-generation American born and raised in East Los Angeles, award-winning Realtor® Felipe Acuña remembers well how his parents struggled to provide for him and his siblings, as their family of seven lived in a rented home of only 800 square feet.

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Edward Aguirre Finance of America Mortgage Edward Aguirre, Sales Manager at Finance of America Mortgage in the City of Industry, brings more than 20 years of experience to helping his neighbors achieve the American Dream.

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ExecutiveAgent Magazine

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

15 Diego Diaz HKG Real Estate Services It is with this affirmative spirit that Realtor® Diego Diaz approaches every real estate transaction. With a bachelor’s degree in Kinesiology and Health Promotion, Diego has spent the last 12 years of his professional journey in education.

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

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How to Stand Out From the Competition

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ExecutiveAgent Magazine

H

ow do you stand out from the competition?

There are 7.6 billion people on the planet, and there’s one thing that brings us all together: the fact that we’re all totally and utterly unique. We just have to embrace our uniqueness.

No matter what you do, if you want to stand out from the competition, the key is to look back on your past, because your past is the key to your differentiator. Look at what has happened in your past and your story, so that you can get to your soul and you can get to your own journey, because no one else has ever walked in your shoes. Once you can get clarity on that, a little light bulb will go off where you can see how that links to what you do.

Once you see how that links to what you do, you can start introducing that to your career. You may initially look at it and say, “But I love family and yet I’m in real estate”—so start talking about family

within real estate. Or you might say, “I’m a dentist and I love jazz”—so start talking about jazz within your dentistry, because there are people who will connect with that.

We don’t connect with brands, we connect with other people: their heart, their soul, what makes them unique, and their life story. So get clarity on your life story. Embrace it; successes, failures, the hurts and all, because all of this is what makes you human.

If you want to stand out from the crowd, if you want to differentiate yourself from the competition, then get clarity on what makes you unique, no matter what that is, and start putting that out there. Once you do this, I bet you’ll start seeing some results.

-Written by Richard Janes

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E XECUTIVE AGENT

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MAGAZINE

Written by H. K. Wilson

Edward Aguirre A Friend in the Mortgage Business

obtained his license and began his journey as a Mortgage Advisor. “He brought me in and mentored me, and I’m still working with him to this day.”

Always eager to help, Edward is known for his responsiveness and for the priority he places on keeping his clients well informed.

“I don’t even look at this as work. When my phone rings, it’s my friend calling, and I want to help. I make myself available 24/7 — if I’m awake, I’ll answer. A couple of weeks ago, somebody texted me at 1:30 a.m., and he was surprised that I responded. I find that I generally come across two types of clients, those who operate out of the know but have so much information from the internet that they don’t know what’s the right advice for them; and others that operate out of oblivion and are paralyzed with fear. My job is to communicate and prescribe the right advice.

I give people their options, and then they can tell me what they want to do. I want them to have peace of mind at all times.”

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dward Aguirre, Sales Manager at Finance of America Mortgage in the City of Industry, brings more than 20 years of experience to helping his neighbors achieve the American Dream.

After graduating from Chino High School, Edward began working in the mortgage industry as an errand and document runner for his uncle, Gabriel Garza. Inspired by his uncle’s success, Edward soon

With customer service always at the forefront, Finance of America Mortgage is going above and beyond to ensure that its customers are able to purchase and sell homes without interruption during the pandemic.

“There is a lot of demand for refis,” Edward says, “and still a lot of folks looking to purchase because rates are so low. With very little inventory out there for Realtors®, we’re seeing multiple offers on properties for over asking price. If people are choosing to stay in their homes, many are refinancing and improving cash flow to pay off debt or do home improvements. The good thing is that values are still going up so people are not losing equity. We haven’t been seeing REOs here. Southern California is a unique market, and this is actually a favorable time for a lot of buyers and sellers.”

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San Gabriel Valley According to Edward, Finance of America Mortgage and its services are still making diverse lending programs available to borrowers. “The majority of our portfolio is available, including our bank statement program. There are some small overlays on things, and required reserves are usually only three months.

If you have a 401k, we will count it as reserve.”

customer, all you want is answers, and they went above and beyond for me.”

Through it all, Finance of America Mortgage is continuing to deliver seamless service amid volume transactions because of the dedication of its team members, many of whom are working long hours behind the scenes. Technology makes it possible to do everything from submitting applications to signing loan docs remotely. But Edward emphasizes that while social distancing measures may be limiting physical contact with borrowers, the lines of communication remain unbroken. “We’re like a family here.

It takes the whole team to deliver a great customer experience and consistently quick turn times.”

Edward says he would like for his clients to think of him as not just a business parter, but as a friend they can trust. “I really do care about their situation and getting their financial goals satisfied. Whether they are buying or refinancing, I’m here to assist them all the way through.”

He describes his production assistant, Iliana Aguilar, as the “best assistant in the world. She helps make things go really smooth. Even when it’s a bumpy ride, the clients think wow, this was really easy.”

At home, Edward remains active with the help of his boys and his two Belgian Malinois dogs. Jogging on the beach is a favorite activity, along with weight training and jiujitsu.

Edward Aguirre NMLS 485364 Finance of America Mortgage 13200 Crossroads Pkwy. N., Ste. 325 City Of Industry, CA 91746 Tel: 323-422-7752 Email: EAguirre@FinanceofAmerica.com Web: wwww.FOAmortgage.com/eaguirre

A recent borrower who gave Edward and his team a five-star review on SocialSurvey said this: “The team was just outstanding, very informative, and answered all my questions without hesitation. As a

ExecutiveAgent Magazine

Can You Afford to Take a Break?

S

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

You might think that one more day won’t hurt, but that’s exactly why you are where you are currently.

The most important moment is now; the moment to change the outcome is now.

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

You can’t afford to add to the problem so, sorry, you can’t afford the day off. Accept that a day off to recharge is sometimes needed. We all need time off, and we all deserve time off. As real estate pros, we tend to make ourselves available to our clients and prospects 24-7. But we can burn out quickly if we don’t take time off regularly. Sometimes we need to let ourselves take that day off. But make it count.

When was the last time you took a whole day off where you shut off your cell phone and didn’t answer it? When were you not “on call” or interrupted when you were with your family?

But when you feel the pull of the beach or the golf course on a day you know you should work, here are a few ways to get back on track.

Review your goals for the year.

If you’ve noticed that you’ve been making days off too much of a habit lately, you might need to evaluate how in step you’ve been with your sales goals lately.

Can you really afford to take the day off today? In other words, have you earned the right by your previous actions up until today through disciplined effort to take the day off?

Have you reached your goal for the year? Are you tracking toward your goal? Have you taken the number of listings you need for the year? Do you have the number of transactions pending and closed that you need?

When I am coaching a client, I’m most concerned about the number of listings compared to the goal, as well as the quality of the listing in terms of pricing and the pipeline of pendings the client has currently. If the client is a little behind in production but the pending pipeline is strong, as well as the pipeline of inventory, I’m confident they will catch up to their goal.

So ask yourself: Where are you at right now?

Consider how consistent you’ve been in your prospecting, lead followup, and lead generation calls in the last 30 days.

If you’ve been consistent in hitting the phones and making face-to-face appointments in the last 30 days, you won’t be slowed in your momentum or break your established habit with one day away. However, if you’ve been erratic in these efforts, you might want to rethink that day off. One day off may only add to the problem that already exists: inconsistent effort and results.

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Maybe today needs to be that day.

For most real estate professionals, we have too many of what I call “half days.” These are days where we are half in and half out of the game. We are half at work and half at home. I think we kid ourselves when we do this, and actually spend most of the time in the land of neither.

The secret to success is to be all in at all times. If you decide to be at work, be all there. If you decide to take the day off, be all there as well. So if the beach is calling and you’ve earned it, go enjoy what you earned without guilt!

Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system thattakes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2000-2001, Dirk Zeller. All rights reserved. To contact Dirk about his availability to speak to your group, please call the Frog Pond Group at 800-704-FROG (3764) or email susie

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

YOUR PARTNER IN A SEAMLESS CLOSING

I

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

Loan originators look to ServiceLink for seamless valuation, title and closing, and flood services applications that streamline the closing process and help them deliver a superior client experience.

Lyndi DeLisio Young is a ServiceLink national sales executive based in Irvine. A native of Pennsylvania where ServiceLink is headquartered, Lyndi was no stranger to the real estate sector when she began working for the company in 2014.

Equipped with an MBA in marketing, Lyndi was previously the director of marketing for both a construction management firm and a mortgage company, as well as a loan originator. With these multiple perspectives, she understood the complexities of the closing process and the foremost

concerns of industry professionals and their clients.

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

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

ServiceLink is truly a one-stop shop, with technology that grants lenders the ease of digitally managing many key transactional processes — from pulling title, to ordering appraisal, all the way through

to the signing table. Lyndi explains, “We get about 75% of our loans through the expedited digital title path. The rest may have to go the standard path if they are more complicated. Our system gives loan officers an upfront look at title before it’s even completed. When loan officers place an order, it shoots back a decision in seconds and alerts them whether title will be expedited or standard. You’ll know if it will take less than eight or three to five days for the title to clear. Then your loan underwriter can swim lane those loans and for expedited processing in the pipeline.”

Online closings have long been available through the ServiceLink platform, and the recent pandemic has greatly increased the feature’s popularity. “We offer all sorts of hybrid options. I don’t think this will fade away once we’re back to normal. People are taking a look at preparing for the future and moving toward what future generations want.”

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SERVICE. SAVVY. STABILITY. Loan officers and borrowers can instantly click and schedule closings through ServiceLink’s digital scheduling app, which works much like ride-sharing or restaurant reservation apps.

While ServiceLink takes pride in leading the digitization of the mortgage settlement process, it leaves no loan officer or borrower behind. “If somebody doesn’t feel comfortable using the technology, that’s fine. They can always do the standard title path.

That’s not ever going away. But they now have a digital option. The benefit of working with ServiceLink is that the technology is an enhancement that is included as part of our product offering. As a result of these processes, we have the ability to offer centralized rate structures and pricing that can’t typically be offered by local market providers.”

And you don’t have to be an industry giant to get the benefits. “Smaller companies may not have the

same direct integration, but we have many customized options for them, and they can still use our technology and benefit from our pricing structure.”

In her free time, Lyndi says that yoga helps her to balance mind, body and spirt with the demands of work and travel. She and her husband, Ryan, love the SoCal lifestyle and enjoy cycling and boating. A lifelong animal lover and activist, Lyndi is pet mom to her “dog child, Malibu,” a miniature, red-haired poodle.

ServiceLink’s technology is unrivaled in the industry, and Lyndi makes it even more accessible by working as a persistent and knowledgeable client advocate. “I am there as a partner in any state or county nationwide. I will be your biggest voice and always a direct point of contact for any who wants to partner with us.”

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

Lyndi DeLisio Young The Value of Intuitive Insights

I

t was not too long ago that all we knew of successful business persons was that they worked hard, were very bright and efficient. Hardly did anyone use the words “intuition” and “business” in the same conversation. Gut feelings and marketing seemed to be worlds apart with the divine injunction that “never the twain shall meet.” Yet, most recent studies are showing that perhaps we’ve been missing something.

Some of the most successful persons of all times have relied extensively on the intuitive nature of their being.

Conrad Hilton, the founder of the Hilton chain of hotels claimed that he used his intuition to decide where and when to buy or build a hotel. Thomas Alva Edison, one of the greatest inventors of all times, would listen to his inner voice and produce more and better inventions.

Today, there is an explosion of interest in the “mystical” area where everyone seems to be looking for ways and means to sharpen his or her intuition. Even with our economy booming, many are seeking to gain more control over their financial future. And yet, within all of us is the ability to stand aside from the mundane, everyday grind and to look at things in a different light.

It is important to realize that your job or business is a true reflection of your internal condition— an indication of where your mind is. To change things in your workplace, you must first start by changing things within yourself. Simple as this may appear, however, it is still a very difficult thing to do.

It is not easy to break away from the hypnotic trance of everyday things and to make yourself stand aside for a short while. But if you were to practice this art of standing aside and “standing still” for a short time each day, you would find new insights into the way the world works.

This will then make it easy for you to adjust and influence the outcome of business situations.

Many years ago, I knew a young, insurance salesman.

He worked hard but was always enthusiastic. Few things seemed to depress him, yet, I was sure that he had his share of rejections in his business. One day, I asked him what kept him going when things seemed bleak. He looked at me and with a twinkling in his eyes replied, “John, I use my failures as learning experiences. I have

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a vision– a goal, if you will. I will one day be a wealthy man. There is a spirit within me that shows me the way to my goal. To hear its voice, all I have to do is spend some time with myself. In quietness I find my strength and my answers.”

Today, that insurance man is a multi-millionaire and the owner of several extremely successful businesses. He credits his success to the art of listening to his inner voice.

This inner voice is within all of us and it whispers ever so gently. When we are surrounded by the noise of everyday problems, we tend not to hear the voice.

Within us are all the answers to our problems. The questions are what we have not yet figured. Business success increases dramatically when we still the inner nature of our being. It is then that we hear more clearly the directions being given us. Our intuition becomes sharpened and our feeling nature, if we trust it, would lead us in the paths of peace and gain.

Intuition is a “gift of the gods,” so to say. We all were born with it. It is a means of receiving information and guidance through other than the physical senses.

Logic and the intellect should work hand in hand and not against each other. To develop and use this faculty successfully, one should practice and trust the inner feelings. “Intuition in business,” is the wave of the future.

Many businesses, both large and small, have started using intuitive consultants to assist them in achieving success.

Combine your intuitive nature with your logical thinking. Like everything else, it will take practice. Keep practicing and trust yourself and soon you will notice a whole new world of success opening up to you.

John Harricharan is an award-winning author, speaker and the creator of the ground-breaking “PowerPause” system for success. He has shared the lecture platform with such well-known speakers as Deepak Chopra, Elisabeth Kubler-Ross, Og Mandino, Eric Butterworth, C. Everett Koop and others. To learn more about the “PowerPause” and see why critics are raving about it click here.

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Felipe Acuña Executive Agent of the Month

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Felipe Acuña Helping Families Achieve the American Dream Written by H. K. Wilson - Photography by Ian Wiant

A

first-generation American born and raised in East Los Angeles, award-winning Realtor® Felipe Acuña remembers well how his parents struggled to provide for him and his siblings, as their family of seven lived in a rented home of only 800 square feet.

After graduating from Garfield High School, made famous by the film “Stand and Deliver” about a teacher named Jaime Escalante, he served in the United States Marine Corps. He later attended college and earned an associate’s degree in engineering and three subsequent licenses to work on aircraft.

While working the swing shift at Lockheed, Felipe saw an infomercial on late-night television hosted by real estate investor Dave Del Dotto. He purchased Del Dotto’s investment course for $350, which felt like a fortune at the time. He began his career as an investor by going to auctions, buying cars and then selling them for a profit.

His success gave him the confidence to take the next step and buy real estate at auction. He did the research, got some friends together, and began buying and flipping homes.

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It wasn’t long before Felipe walked into a Century 21 office and signed up to get his real estate license and go to

work. “That’s how I started with the brand,” he says, “and I never left.”

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More than 30 years later, Felipe has helped hundreds of families to realize the American Dream, and through home ownership, begin building generational wealth. “Once I started getting into real estate, I realized it was the only way somebody like me or of low means can start building any type of wealth on their own. Home ownership is the way to get out from the bottom and work your way up. My passion is working with first-time buyers. Giving someone the key, especially when they are the first person in their immediate family to own a home, makes them feel tremendous, and it makes me feel great to be instrumental in that.”

In addition to guiding people through the process of buying or selling a home as their Realtor®, Felipe also volunteers to teach first-time buyer programs for the cities of Montebello and Commerce. “Here in Montebello, we have the Housing

and Development Corporation that helps first-time homebuyers and people who have had foreclosures. I volunteer on Saturdays periodically to do classes in both English and Spanish. It’s one of my passions to get people the information they need, especially in the Hispanic community where I see a lot of people being taken advantage of.”

Felipe’s clients can count on him to always be available and to always answer his phone. And he is never a highpressure sales person. He takes the view that his job is to provide all the information so that his clients have everything they need to make the right decision for themselves.

“You know when is the best time for you to buy or sell.

There’s no magic date. It’s only when you’re ready and when you can get approved for a loan. Then we’ll move forward.”

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Felipe says his why in life is his family and all of the families he hopes he can help. “That’s what gets me out of bed each morning to do the things I know I need to do.

The way I look at things is that I don’t have any competition but myself. I tell my kids that it’s important to do what you love. I enjoy what I do, so to me, I feel like I haven’t worked a day in 30 years.”

The father of six children spanning ages from 8 to 37, Felipe says he is proud that all of them strive to be in service to others. Two of his children are currently serving on the community front lines, one as an LA County Sheriff, the other as a registered nurse.

Felipe has come a long way since he and his family shared that small rental house in an impoverished LA neighborhood, and he says he owes it all to the opportunities he found in real estate. “I’m not here to make a sale,” he says.

“I’m here to provide information that will help my clients make the best decision they can for their families. It’s all about family to me and helping them build wealth and a better future for the next generation.”

ExecutiveAgent Magazine

Felipe AcuĂąa Century 21 Realty Masters 830 N. Wilcox Ave. Montebello, CA 90640 Tel: 213-712-2797 Email: FelipeAcuna@aol.com Web: https://felipeacuna.c21.com DRE #01066186 ExecutiveAgent Magazine

CONTACT TODAY FOR MORE INFORMATION! Edward Aguirre Mortgage Advisor NMLS-485364

o: (323) 422-7752 c: (323) 422-7752 f: (844) 530-9825 eaguirre@financeofamerica.com FOAmortgage.com/eaguirre ©2020 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | 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 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. For licensing information go to: www.nmlsconsumeraccess.org. This is not a commitment to lend. Prices and guidelines are subject to change without notice. Some products may not be available in all states. Subject to review of credit and/or collateral; not all applicants will qualify for financing. It is important to make an informed decision when selecting and using a loan product; make sure to compare loan types when making a financing decision. Finance of America is not a tax consultation firm. Please seek advice from a tax professional.

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

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HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

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

WERE HELPED THROUGH VAREP CARES

OUR FIVE POINT PLAN

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

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

WE WANT YOU!

1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities.

2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services.

3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families.

4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program.

5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

E XECUTIVE AGENT

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

Ian Wiant lives for these moments

Born into an artistic family, Ian has been chasing the perfect shot seemingly all his life. But in 1998, after starting work at the Walt Disney Co., he met his wife Mary – also a photographer. “It was then I got serious about my work,” he says.

“In our spare time we would work on our passion for photography, sharpening our technique and learning new skills.”

They expanded their style to include weddings, events and architecture. In 2004, they decided to take the leap and open their own photography studio. Building an impressive portfolio of professional headshots and family portraits, the business became quite lucrative – so lucrative that the two were able to open a second, larger location in 2013.

By Shannon Hartsoe - Ian Wiant Photographer

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

And Ian should know

ExecutiveAgent Magazine

Ian Wiant ExecutiveAgent Magazine

The Artistic Side of Business Today, iPhotography Studio is a leading Southern California portrait studio, focusing on corporate and personal portraiture as well as architectural photography.

The couple’s newest state-of-the-art studio is larger, and allows them to photograph bigger groups and a wider variety of portrait, group and product photography.

But in photography, what you offer isn’t nearly as important as how you offer it. And at iPhotography Studio, the difference is in the experience. With excellent customer service built on strong communication, Ian and Mary are able to help guide their clients to the end goal – that perfect “that’s it moment.”

Because they’ve worked with such a wide variety of clients – from personal to professional – the duo is able to assist clients through the process by asking the right questions. “We’ve become quite good at reading people and

understanding what they are looking for,” says Ian. “It’s more than lighting, technique and equipment; it’s also personality and taste, too. Everyone is different so every shot will be different and should reflect the uniqueness of the person or the property.”

And there’s nothing Ian won’t do to find the perfect shot. “One time I was hired to photograph a surprise wedding proposal. I was hired to take photos of a young man as he was going to propose to his girlfriend on the beach,” he says. “I had to be unnoticeable to the couple, it would have been too obvious if I was to follow them around. So, I brought my family down to the beach and pretended to be a photographer taking a family portrait on the beach.

As my family posed for various photos, I was actually shooting past them at the couple on the beach. We were able to capture an amazingly romantic and meaningful moment.”

The Wiant Family

ExecutiveAgent Magazine

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

For Ian, passion for great photography just comes naturally, and he says he’s continually inspired by the subjects he photographs.

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

will turn to us for advice on how to make the shot a better shot – from clothing choices to location choices – and that’s the kind of thing that doesn’t just happen. Our experience enables us to make those kinds of recommendations. I love it when people tell me how easy the process was and how at ease we can make them feel.”

Ian Wiant I Photography Studio 2440-G N. Glassell Street Orange, California 92865 Tel: 714-721-5610 Email: Ian@iphotographystudio.com Web: iphotographystudio.com

ExecutiveAgent Magazine

Sales Tip – The Correct

Enthusiasm

huge mistake many salespeople make (I’ve caught myself doing this many times), is attempting to persuade our prospect to buy what “we” like without considering what “they” like. Have you ever done that? After all, because ‘I’ think this style looks best, obviously the prospect must, too.” Or, “‘I’ like this financial growth plan better than any of the others.”

Maybe even, “Take a look at this widget; it’s got 107 ways that you can blah blah blah, blah blah blah. Isn’t it magnificent!?”

A

Now, please don’t get me wrong. Genuine enthusiasm is very important. It’s a key to successful selling. Sales superstar and bestselling author, Zig Ziglar, even teaches that “The last four letters of ‘enthusiasm’, which are I – A – S – M, stand for ‘I Am Sold Myself’” (you’ll have to imagine his classic accent on your own). Yes, enthusiasm (gentle enthusiasm) is a key to success in sales.

Still, we need to discover what enthuses our prospect even more than what enthuses us. Author, political speechwriter and master persuader Michael Cloud says, “When I go fishing I put worms on the fishhook. I don’t like to eat worms; fish do. So I put on the hook what the fish like instead of what I like.”

Great point. So, yes, by all means, be enthusiastic. But first, find out what enthuses your prospect, then simply become enthusiastic about helping your prospect own what he or she wants.

Bob Burg speaks on “Endless Referrals” and “Positive Persuasion.” He is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: The Art of Positive Persuasion”, “The Go-Giver“, and “Go-Givers Sell More.” Visit Bob Burg at www.burg.com.

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

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E XECUTIVE AGENT

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Written by H. K. Wilson

Diego Diaz

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t is with this affirmative spirit that Realtor® Diego Diaz approaches every real estate transaction. With a bachelor’s degree in Kinesiology and Health Promotion, Diego has spent the last 12 years of his professional journey in education, in San Bernardino County, where as a passionate servant leader has supported the efforts of closing the student achievement gap. Simultaneously, Diego created several successful entrepreneurial ventures, which allowed him to begin investing in real estate. It wasn’t long before Diego saw an opportunity to bring his passion for educating people to a real estate career.

“I believe that if you’re not left with an amazing experience, I haven’t done my job. I don’t measure my success through achievements or awards, but through the satisfaction of my clients.”

“When real estate started happening for me, I really enjoyed it,” Diego recalls. “I started educating myself about the process because I wanted to know exactly how it worked. I realized it was something I loved and that it was another way of educating people and having a big impact on their lives. I like to teach people because I really care. I ensure that my clients and community — whoever I come into contact with — understands the amazing opportunity they have in their hands, whether they are owners of property for the first time or investors in property.”

After first establishing a relationship with boutique HKG Real Estate Services as a client, Diego chose to build his professional practice there, as well. “I think my clients benefit from the tailored support that a smaller boutique company can give them. I have the flexibility to

give them support in the way they want to be supported and communicated with. So often, when people come into a larger company, they end up dealing with an assistant or transaction coordinator through most of the transaction. I like to be one-on-one, and I handle my own transactions. I walk them through the whole process and educate them.”

Reliable communication, patience and professionalism are all notable features of Diego’s representation. He also cultivates positive working relationships with his peers, and he remains upbeat in the face of challenges. “I take what I do seriously,” he says. “In a real estate transaction, many things can happen. It’s vital to always be and maintain professional with everyone involved, and that means picking up the phone, getting back to someone in a timely fashion and honoring your word. I basically am what I expect others to do.”

ExecutiveAgent Magazine

Diego’s clients affirm that he lives up to his promises.

One said: “Diego was my Realtor® throughout my first home buying process. Something so large and complex as buying a house is certainly daunting, but Diego was there to alleviate any and all issues that I might have had.

He was available whenever I called, even at weird hours of the day. I ended up looking at multiple houses, but I never felt like I was being rushed. Once the escrow process began, Diego was there every step of the way, and I always felt like I could depend on him when I needed to ask any questions.”

Another stated: “When I initiated the home buying process, I knew next to nothing about it. Diego walked me through all the different parts of the process, explaining every step very thoroughly, and he answered any questions I had. He always responded to my text messages, e-mails and phone calls promptly. Diego was always available to show properties and always kept me updated with e-mails of new homes that hit the market .

Throughout the whole process he worked very hard, was very professional, knowledgeable, patient and honest.

He always went the extra mile — he looks after the best interests of the buyer. I cannot put into words how thankful I am to have had the opportunity to have worked with Diego on helping me find my very first home. I highly recommend choosing Diego as your Realtor®.”

Outside Diego’s passion for real estate, his two priorities are faith and family. “That’s what drives me every single day. I love that my real estate career ensures that I’m able to spend quality time with my wife and two daughters. Being able to pick my girls up from school or engage in school day activities means the world to me.”

Diego continues to answer his calling as an educator by helping families in his community become informed homeowners. “I believe it’s important for people to be educated before they embark on any decision, but especially in real estate, since it is a decision that will change their lives forever. Getting the right information could be as simple as knowing that the value in the future will be better with a two-car garage versus a one-car garage or not even having a garage. I want to help people make decisions that are both personally and financially rewarding in the near future and in the long term.”

Diego Diaz HKG Real Estate Services P.O. Box 1063 Claremont, CA 91711 Tel: 213.272.1205 Email: ddiaz@hkgres.com Web: www.diegodiazrealtor.com DRE # 01799332

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ExecutiveAgent Magazine

The Importance of Having a Sense of Purpose Other research has shown exercising with a buddy makes you more likely to lose weight than if you were to go at it alone. Another study showed people who received a daily hug were 32 percent less likely to get sick. If that’s not a reason to go hug your loved ones right now, we don’t know what is!

Although it’s important to keep our brains young through work and intellectual stimulation, it’s just as important to have fulfilling relationships and a sense of purpose. Ask yourself about the quality of your relationships, career path and connections. Do you have a purpose? Do you love? Are you loved in return?

Assess where you are and what you need to do in order to make improvements. These issues can be deep and complicated, and certainly aren’t easy to solve with one tip or trick. But we do believe you can take small steps to both find your purpose (say by exploring a side passion) and foster connections (like joining a meetup group in your area).

Another thing you can do is practice mindfulness— the skill of being present and engaged. It takes work, but it’s worth it. Schedule time into your life to nurture your connections and do the things you love. Whether this means weekly FaceTime calls with your best friend or visiting the local art museum once a month, make sure you schedule time to stop and smell the roses.

I

n this day and age, we work hard. Really hard. We all hustle in order to make a living. But research has shown stopping to smell the roses—by focusing on our side passions, practicing self-care, and spending time with loved ones—is a crucial element of living a long life.

There’s significant research indicating that these so-called “soft” sciences have an effect on our body and behavior. For example, research has shown those who are optimistic and have good overall mental health are less likely to smoke and more likely to both exercise and eat a healthy diet.

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

-Written by Mehmet Oz, Michael Roizen

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ExecutiveAgent Magazine

Teaming With Success

W

e are surrounded by examples of great, and not-so-great, teamwork. Recently I flew to Los Angeles, visited relatives, took in a parade with floats, bands and street performers, saw a football game and attended an opera. Countless teams made it all possible, whether on stage or back stage, seen or unseen. You too are a part of a variety of teams. How well you work together tells me how successful you are. Are you teaming with success?

True teamwork takes time and a willingness to contribute to the greater good of the team, as opposed to only looking out for number one. It begins with a desire to work on behalf of the group. Examine your motives. In successful teams, when the teams win their teammates too reap the rewards. Ineffective teams are often betrayed by selfish team members whose individual goals supersede their team’s goals.

Among the hallmarks of effective teams, whether in sales or service environments: • A shared vision of the mission of the team and its goals • Willingness to meld one’s individual talents for the betterment of the team • Clear communication in both directions: between team leader and team members, and amongst members themselves • Ample appreciation of individual differences within one’s team • Recognition and reward of team members for their efforts I have chaired boards of directors, coached basketball teams domestically and internationally, and managed talented and not so talented groups within and beyond high-tech. I know from experience that lines of authority alone do not guarantee dedication, loyalty and a shared sense of team play.

Similarly, I have been a member of functional and dysfunctional teams and have seen first-hand that talent alone doesn’t guarantee success. Successful teams are about a coming together of talent, a melding of minds and mindsets, and an ability to focus on the big picture.

Team members seek the following: • To be heard • To feel important • To be valued, appreciated and recognized • An opportunity to express individuality

These can all occur on well-led teams, without sacrificing the team spirit. It’s a mistake to believe that the best team leaders treat everyone the same way. Realistically, not everyone wants nor needs to be treated the same way. Whether in sales or service situations, many team members are self-motivated.

They are self-starters who want the keys to the car and then ask that you step away from the curb. Other team members want and need reassurance, support and a little hand-holding. Neither is right nor wrong.

But each excels when treated the way they most want to be treated.

Team leaders should strive to achieve the following: • A clear vision of the team’s goals and objectives that they consistently articulate • Appreciation of who each team member is and how to relate to them: personality, temperament, strengths and weaknesses and style • Cohesion through regular communication • Support for each team member • Recognition for members’ accomplishments and group milestones Teamwork is developed over time. Day by day your team can strengthen itself through experience and the natural relationships that occur over time. With time and attention to these tips, soon your group will be teaming with success!

- Read about Craig’s popular interactive presentation Teaming with Success: http://www. expressionsofexcellence.com/teamingwithsuccess. html - Download a small PDF file describing Craig’s Teaming with Success presentation: http:// www.expressionsofexcellence.com/onesheets/ Teambuilding_1Sheet.pdf Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively.

Copyright© 2007, Craig Harrison. All rights reserved.

For information contact FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com.

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Living The Dream

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our trainer and your training dollars need to go to mentors who have been or are currently where you want to be! There are numerous incarnations of “living the dream.” Be sure to check out your mentor or trainer before you follow their training to live the dream.

These are some of my goals, which have been based on my thirty-five years of top production and being mentored by some of the best in this business.

These are my ideas on “living the dream” – 1. Consistent and profitable business, no matter what the market. This means cutting edge, lead generation which is time-blocked every week.

Buyers are questioned for motivation, prior to a time investment. All systems lead to a larger net profit!

2. Having goals that are congruent with your values. I have coaching clients who value long, uninterrupted vacations but have goals of 30% increases in net income. The stress on both of us (yes, I’m an involved coach!) is insurmountable! If your values dictate family and volunteerism, then let’s plan a profitable real estate business, which fits into 30 hours rather than 60!

3. Living for the glory of God. Understand how to have a personal relationship with others and how to share the good news with others. Allow the Holy Spirit to guide your actions and consider what Christ would do in your daily activities. I have heard rumors of success and living your dreams without God, but it has never worked for me. I don’t believe true success can come without it.

4. Hanging out with people who are where you want to be or have done what you want to do.

The individuals you socialize with and learn from can change you. Get a better group of mentors, check their credentials. Those who don’t make the grade can be helped or avoided.

5. Spending less than you make and investing the rest. This strategy will lead to a day when your money works for you, rather than you working for your money. Does your mentor have the ability to live this strategy?

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6. Developing systems that facilitate your goals and your client’s goals. My checklists included the items that helped my client and my bottom line! I would evaluate my checklists frequently to ensure efficiency.

7. Knowing where you are weak. Understanding your weaknesses then creating a program to strengthen those areas. For me, right now – it’s my weight. I know the answers and I have begun to implement a plan.

8. Living the golden rule. Hard to do, but necessary for your integrity!

When you have a plan and an outline for your life, you can choose the mentor who has “been there, done that.” The days of listening to speakers and trainers who are “big hat and no cattle” are over!

Dream, plan, and seek mentors who are already living the dream you desire!

An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22. Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health.

Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America. He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world. 1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions.

Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology.

He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future. Systems are his passion.

ExecutiveAgent Magazine

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

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

11/25/13 6:02 PM

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