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E x e c u t i v e


Ag e n t

M a g a z i n e . C a l i f o r n i a

David Rios

E d i t i o n . A p r i l, 2 0 2 1

ORANGE COUNTY BRANCH 320 Commerce | Suite 100 | Irvine, CA 92602

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


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Cover Story David Rios Executive Agent of the Month Follow Realtor®, designer and influencer David Rios on Instagram or Facebook, and you will see that he tags every post with: #buildwhatyoulove. Through his personal brands Rios & Associates and David Rios Designs.

25 Featured Professionals

08 Selina Paro Nationwide Real Estate Executives 4 Executive Agent Magazine

14 Judy Threadgill Jones Berkshire Hathaway HS

Content Improving Your Intellectual Image -Tony Alessandrang Like a Pro -Steve Cook

April, 2021






Fred Arrias


Empowering Your Agents: Negotiation -Rich Casto a Pro -Steve Cook



How to Break Into the Luxury Market -Jim Remleyg Like a Pro -Steve Cook

18 How to Access the Power of Ambition -Jim Rohn Like a Pro -Steve Cook

22 Choose to Enjoy Life! -RVMting Like a Pro -Steve Cook

06 Once In A Lifetime -Chris Wideneriatating Like a Pro -Steve Cook


CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com © 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

Choose to Enjoy Life!


Executive Agent Magazine


e have a choice to make our life interesting and exciting, or we have a choice to get into the mundane of life. When we get into the mundane of life, life escapes us, to be gone never to return. Very few of us actually take it up as a challenge to enjoy life and to make it exciting. Most of us just slip through life. We drive through life as if we are driving on a highway without choosing to go left or right. We just keep going where the road is going, and at the end, we arrive at a destination that we may not have decided to reach. But because we did choose to go where we want to go, we have reached and arrived somewhere else.

Stop! Don’t just drive through the highway of life, but think who are you? What do you want? Where you want to go? If you keep going where you are going, will you get to where you actually want to go? When you get to where you were going, will you be happy? These questions must always be on the top of our minds , and they must decide the direction and where we are going. RVM is a ‘Positivelife’ philosopher, an Author, Speaker, Poet, Singer, Philanthropist and Motivator.

Executive Agent Magazine





Written by H. K. Wilson


t 8 years old, Selina Paro moved with her parents from the Big Island of Hawaii to Southern California. She was raised to appreciate her Hawaiian roots, however, she returned there to attend high school and, later, to complete her bachelor’s degree in business administration at Leeward College on the island of Oʻahu. Selina and her husband are happily married and have a daughter , Malia, who is attending college. “I have such an amazing daughter who is extremely driven,” Selina says. In her free time, Selina loves doing outdoor activities, whether she is running with her dog, riding bikes, or walking on the beach near her home in Los Alamitos. In 1994, Selina began her career in the mortgage

industry, working first as a loan processor and then moving up to the role of funding manager. She eventually obtained her real estate license, but when the market took a downturn in the late 2000s, Selina embraced the opportunity to take a break and complete her bachelor’s degree. After her return to Southern California, she began working in the construction industry as an operations controller for a painting contractor in Cerritos. “I’ve been there for seven years, and I love it. But at some point, I wanted to get my real estate license again. I missed the industry — the atmosphere, previewing homes and the interactions with people to help them find and sell homes. Working in mortgage and real estate is really my forte.”

Today, Selina is back to doing what she loves most. As a Realtor® at Nationwide Real Estate Executives in Irvine. Selina enjoys working in a positive and supportive environment where the focus is on people. Selina brings the comprehensive skillset she has acquired over more than two decades in the industry to her real estate practice. From her mortgage lending expertise to her understanding of contracting and costs, she brings tremendous value to every real estate transaction. Selina has lived in Orange County for most of her life and knows the area and its neighborhoods well. She gives her clients important insights about property values and the varying lifestyles the region offers. Due to the unprecedented stresses brought on by the COVID pandemic, divorce rates are rising. Currently, Selina’s real estate niche is helping divorcing couples liquidate their real estate assets to their best advantage. “Since I know the mortgage industry, I can listen to their stories and pretty much explain how the procedure of their mortgage will work and walk them through the selling process. One of the problems I am noticing is when couples are going through a divorce and one wants to stay in the property. When this happens, they talk to their lawyers, but they may not get the right advice. “Sometimes, they file divorce paperwork to fight for the property without even knowing if they can qualify, this can become very costly for them.” With my knowledge in mortgage loans I can guide them

in the right direction and give them ideas about what is possible for them.” With her warm and easygoing nature, Selina is quick to establish rapport and trust with her clients. These qualities are especially important when handling transactions that involve divorcing parties. “Going through a divorce is extremely hard and, when people come to me, they are very emotional. They react through their emotions. I have a way of calming them and making them feel comfortable enough so they are able to make progress. Communicating with them and being there for them leads to their trust.” There is a Hawaiian blessing that says: “May there always be warmth in your hale (home), fish in your net and aloha (love) in your heart.” Selina brings this same spirit of neighborliness and good will to everyone she assists on their journey home. Selina Paro Nationwide Real Estate Executives 9170 Irvine Center Dr., Ste. 100 Irvine, CA 92618 Tel: 808.366.4066 Email: Selinap@nreliving.com Web: Selinaparo.nreliving.com DRE # 01742914





1,500 + FAMILIES

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




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

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


Our Construction-to-Permanent loans are easier on their budget. If your client’s heart is set on a remodel, a tear-down, or totally new constuction, talk to us first. Kinecta’s Construction-to-Permanent loan is an all-in-one option that saves them time, money, and hassle. • Our credit union status lets us offer lower rates than most national banks. • The loan amount is determined by a single appraisal of the future value of the post-construction home. • As a locally based lender with portfolio underwriting, you both get answers fast. • Plus, they can borrow up to $4 million with an up-front rate lock. 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 joe.mcgreevy@kinecta.org

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Information in this advertisement is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act.

Tayt Ianni Sr. Mortgage Loan Consultant ph: 310.727.9119 cell: 949.689.8639 NMLS# 310914 tayt.ianni@kinecta.org

Once In A Lifetime


subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.

“Isn’t every moment of our lives, once in a lifetime?” he asked. Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment. What happens though is that we figure we will be able to live another moment in the same way we are passing on right now. Time becomes a commodity that we trade… and the riskiest commodity of all – futures! We pass on this moment for the option to live it in the future. The problem is that there is no guarantee of the future… Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day: The opportunity to play with your children or grandchildren. The opportunity to love your spouse. The opportunity to take that business risk. The opportunity to take that dream trip you have thought of for years. Live for today my friends. Make today the best day that you can. Be aware of every moment and how it is the last time you will be able to make the decision on how to spend it. Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference. As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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Executive Agent Magazine 13





Written by H. K. Wilson

Judy Threadgill Jones

nderstanding what’s important to you. This slogan expresses the way Judy Threadgill Jones, Realtor® and assistant manager at Berkshire Hathaway Home Services in Upland, approaches her business. “I really do take the time to listen to not only what my clients are saying, but the underlying message in what they’re saying, so I can really get to the heart of what’s important to them. This is what helps me to serve them better.” After purchasing a rental property in the early 2000s, Judy says she became fascinated with the entire real estate

process. With her three daughters in high school, she saw an opportunity to begin a new career. In the years since, Judy has made it a priority to acquire additional education so she can assist her clients through changing markets. She holds numerous specialty designations, including Certified Residential Specialist (CRS), Graduate Realtor® Institute (GRI), Short Sales and Foreclosure Resource (SFR) and e-PRO. In her management role at Berkshire Hathaway Home Services, Judy has conducted numerous classes to help agents hone their basic skills and understanding of forms and contracts.

An early adopter of technology, Judy is adept at using the digital environment and Berkshire Hathaway’s leading edge tools to enhance her clients’ real estate experience and create high-impact marketing. She maintains communication via whatever means is most comfortable for each client, and she is known for her reliability and responsiveness. Judy’s referral-driven real estate practice is a reflection of her superior real estate knowledge and the conscientious care she demonstrates for her clients. She considers it a special privilege to serve the next generation of the many families who make up her client community. “My very first client passed away last year, and I am helping his kids sell his condo. They appreciate how I’ve partnered with them through this challenging time. They needed help with understanding how to dispose of his effects, deal with the homeowner’s association and other issues. It means so much to me that people trust me. I look at my role as a Realtor®, not as sitting in my office, but as partnering alongside you to get you to where you’re going. Being there every step of the way and providing all the resources you need is important to me.” Recently, Judy has observed a new trend, as multiple generations are coming together to purchase and share homes. “I haven’t seen that before,” she says. “I wish I had a crystal ball to see how this will go in the future, but with housing prices going up in California, for many it is only possible to buy if they collaborate with others. There are also groups of young people going together to buy so they can all participate in the appreciation. I do what I can to help people find a house they can afford, whatever their circumstances.” The trusted partnerships that Judy has cultivated with other industry professionals bring further value to her representation. “I have a couple of lenders I really trust to do a great job for my clients. Nancy Connors at Finance of America is a fabulous resource for me to help people get where they are going to go. If I’m working with somebody and it’s not the right time for them to buy, she can

give them guidance so they know what they have to do to purchase in the future.” Judy is a person of many diverse interests beyond real estate. She performs in a handbell group and recently took up machine embroidery. She enjoys reading fiction that she calls “escapist literature” and now listens to audible books while sewing. Judy and her husband love to travel, and they discovered the beauty of Belize a few years ago, where the weather is always a balmy 80 degrees. A native of Southern California and a resident of Upland for more than 30 years, Judy already knows her market, and she takes the time to get to know her clients just as well. “I feel I’m one of those Realtors® who takes my clients’ needs very personally,” she says. “Their search becomes as important to me as it is to them. Whether they’re buying or selling a home, those needs are paramount to me too. I feel I’ve achieved my goal if they’re willing to refer me to someone else.” Judy Threadgill Jones Realtor®, Assistant Manager Berkshire Hathaway Home Services 1365 East 19th Street Upland, CA 91784 Tel: 909.240.6058 Email: judy@judytj.com Web: www.judytj.com DRE # 01368833

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TO NOMINATE? Submit Nominations to: FArrias45@gmail.com Tel: 949.297.8323

How to Break Into the Luxury Market

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aybe you’re waiting for your big break to go from traditional sales to luxury. If so, Jim Remley, author of books like “Real Estate Presentations That Make Millions,” recently shared some of his tips on luxury home sales in a recent webinar. Learn how luxury buyers are different. “Luxury home buyers aren’t like other buyers,” says Remley. “You don’t find them in the same markets, or sell to them the same way you would other home buyers.” Luxury buyers view themselves as special and exclusive and expect to be treated that way too, Remley says. They prefer private showings or open houses that are invitationonly. They like party vibes at the showings too, which may include special touches like wine, food, and live music, Remley says. Also, their wealth has made them skeptical of some people’s intentions so they tend to rely on their close personal network to find out who to use as a real estate professional and where to buy. What’s more, great real estate for them isn’t just a great home – the great amenities that come inside of it are a big selling point too. They love ultra-exclusivity. Remley suggests creating a branded, property specific luxury home booklet for a luxury listing that can be distributed to potential buyers. He recommends

using professionally produced, full-color photographs that feature the home’s interior and exterior. The special, high-end booklets help create that ultra-exclusivity feel for the buyer, he says. Make an emotional pull. Remley says that people are willing to spend millions on a home because the way it makes them feel. Therefore, use the power of emotions in your marketing to help them feel good about the property. For example, instead of writing “This home has a great deck.” Try: “Couldn’t you see yourself hosting a great graduation party for your kids on this deck?” Remley says it’s important to engage buyers emotionally so that they can connect with the home’s features and imagine their lives there. Build buzz through a network hub. Create buzz for your luxury listing within your network hub – that is, those who are more socially engaged than others, Remley suggests. He describes network hubs at three levels: network hub (those who are active at work and volunteer in their community; as he notes, “oddly enough, people most likely to become millionaires are volunteers first.”); mega hubs (people who are really visible, such as CEOs, celebrities, and reporters); and social hubs (those who are leading a social group, like at a church or Rotary Club). Executive Agent Magazine 19

OUR MISSION P W R’ S M I S S I O N To remain the preeminent real estate association in UPHOLDING PROFESSIONAL

STANDARDS, PROVIDING VALUABLE EDUCATION, and PROTECTING PROPERTY RIGHTS through political advocacy for our REALTOR® members and the public.

To Learn More About the Pacific West Association of REALTORS®, Please contact Lalaine Castillo at lalainec@pwr.net.

How to Access the Power of



hat is the origin of true ambition? There exists really only one place to find true ambition, and that is within you—in every thought, in every movement, in every motivation. Your ambition is an expression of who you truly are, your own self-expression. Ambition says, I know who I am and I know where I want to go. I’m accumulating knowledge and experiences and feelings and philosophies that will help prepare me for opportunities that I know will show up without notice or any help on my part. Because you know where you want to go, you have already been working on the parts of your personality that will make you better. Working on your attitude, working on your health, working on your time management skills. Putting it all down on paper. And you constantly see yourself in the place you want to be, going in the direction you want to go. Direction determines destination. So here is a question you must ask yourself: Are all the disciplines that I’m currently engaged in taking me where I want to go? What an important question to ask yourself at the beginning of the month, the beginning of the week, the beginning of the day. Don’t kid yourself— fingers crossed—hoping you will arrive at a good destination when you’re not even headed that way. You have to ask yourself often, AM I? Am I doing the

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disciplines that are taking me in the direction I want to go? Don’t neglect to ask these important questions, questions that help determine your direction, the set of your sail, your destination. Is this the direction I want for my life? Is this someone else’s direction? Is this a goal I have been ingrained with since my childhood? Is this goal my parent’s, my spouse’s, my boss’s, my children’s—or is it MINE? Ask yourself these questions and then debate them. After you have answered these questions within yourself, then take it one step further and ask, What am I doing that is working or not working? Debate it all. Work with your mind to figure out the best possible direction for you—your self-direction. And then ambitiously pursue your own self-direction. Let the power of your own ambition take you where you want to go, to do what you want to do, to create the life you want to live. Jim Rohn was a leading author, speaker and business lecturer. He is the author of 7 Strategies for Wealth & Happiness: Power Ideas from America’s Foremost Business Philosopher, among other fantastic books and audio programs.

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

Executive Agent of the Month




David Rios

Written by H. K. Wilson - Photography by Ian Wiant

ollow Realtor®, designer and influencer David Rios on Instagram or Facebook, and you will see that he tags every post with: #buildwhatyoulove. Through his personal brands Rios & Associates and David Rios Designs, David is bringing together three of the things that make his soul sing — beauty, love and homes.


From humble means, David always had a passion for architectural and design aesthetics and, as a youngster, he expressed his creativity by rearranging furnishings in the homes of friends and family members. Eventually, he attended the Fashion Institute of Design and began working with two interior designers. “I jumped into a Beverly Hills showroom raw working with architects, designers and builders. I was going to job sites and learning every single day. I couldn’t wait to get to work each day.” Along the way, David added a real estate education to his repertoire, making him a well-rounded professional with an

instinctive flair for connecting people with the right homes, and making those homes beautiful and functional. David’s enthusiasm for his work comes through in every real estate listing and every social media post. His natural warmth and exuberance have attracted the attention of major brands, and he is an ambassador for such notables as Home Depot, Floor & Decor, Living Spaces and Home Goods. When the pandemic began, David was scheduled to be the keynote speaker for the Home and Back Yard Tours campaign with Home Depot and Floor & Decor. He appeared on billboards and on “Good Morning America” to promote the tour, which was cancelled the night before the launch. “I was due to speak two times a day to crowds of five-to-ten thousand attendees per day about creating curb appeal and inexpensive ways to decorate your house inside and outside. Then the pandemic hit. I had 12 listings, and they all fell out of escrow.”

DAVID RIOS DESIGNS RIOS & ASSOCIATES With his characteristic grace and positivity, David sought the sunbeams shining behind the clouds. “I’m a person who came from nothing, so I know what it is to have a little and a lot. My whole new platform is about empowerment and turning this into a positive. I started going live every single day and encouraging people to take on what they can do during the pandemic. I’ve added free seminars to my Instagram to give people the tools to start building a future

during the downtime. I made a course on how to build and fix credit. With rates so low, people can prepare now and get ready to buy a home. People need to know they haven’t missed the boat — there is still an opportunity to invest.” Recently, David spoke live on Floor & Decor’s Instagram site talking about “how to create moments in your back yard and spice it up for an affordable cost.”

David is working on a new project with Living Spaces this spring featuring the new line of mid-century furniture from Nate & Jeremiah. He’ll be showing viewers how to transform a living room with simple furniture and staging swaps, all featuring products from Living Spaces. According to David, the most rewarding part about working with influencers is the opportunity to reach a bigger audience. His social media views have gone from hundreds to thousands each day, and he is reaching demographics from Gen Z to Baby Boomers. “I’m able to get my point across to encourage people to restart their lives. For so many during this downtime, they’ve started realizing they want a house, or if they have a house, they wonder how they can create memorable moments there. It’s been a blessing that these companies have reached out to have me to work with them. They liked the positive message I was sending and, now, I can send it to more people.”

David is currently launching Vibes by David Rios Designs in Palm Springs, a niche platform for vacation rentals. He is offering a turnkey experience for investors who want to buy extraordinary properties. David and his team will design the home to make it not just beautiful, but the backdrop for an unforgettable vacation experience for visitors. “Instead of buying a house and flipping it, we can design and manage the property for them. You get a day spa resort experience when you rent one of our houses, with amenities like no other. We’re offering everything from nutrition and meal prep to personal training and meditation. People come to Palm Springs because this is what the energy is like. They are drawn by the natural beauty and limited traffic. People from all over the West Coast tech areas are moving here. But we’re bringing back that old Hollywood style that goes with the architectural design this area is so famous for.”

Bringing Beauty and Love Home He may sell million-dollar homes and be a rising celebrity in his own right, but David is a guy who is easy to get to know. With his authentic spirit and distinctive style, he can help you create the home of your dreams at every price point. “I believe that at any age, you can start building retirement through a home. Successful people do things as a team. I help people think outside the box to do things

like building a team with family or friends to buy a home. People have fear, and my job is to break their fear and help energize them to reach their goals. This whole year is about me helping others to be productive and positive.”

DAVID RIOS David Rios Designs

Tel: 714-345-7610 Email: david@davidriosdesigns.com Web: https://davidriosdesigns.com - Instagram: @davidriosdesigns - DRE # 01797545

Serra Retreat

23111 Mariposa De Oro St. Malibu, California A complete masterful renovation of an iconic Mediterranean estate in Serra Retreat, Villa Mariposa sits in an Eden of manicured tropical landscaping. Rich with Moorish accents and exquisite materials/finishes, the residence invites lavish entertaining and sublime sanctuary. Stunning architectural details and fine imported materials include high ceilings with massive beams, arched windows/doorways, numerous skylights, and French doors opening onto courtyards, patios, the verdant grounds, and pool/spa. At the heart of the home is a huge family-style kitchen that adjoins an impressive dining room featuring an antique brick vaulted ceiling. There is a shelf-lined library/office, state-of-the-art theater room, and a guest wing with a professional gym, infrared sauna, and steam room. A staff apartment is above one of two double-car garages. This glamorous, destination-style gated estate also features whole-home water filtration, guest parking for up to 23 cars, and new A/C. Offered furnished or unfurnished. $13,995,000 32 Executive Agent Magazine

Chris Cortazzo DRE # 01190363

COMPASS Tel: 310.457.3995 chris@chriscortazzo.com https://chriscortazzo.com

Laura Kalb

DRE # 00872948 HILTON & HYLAND Tel: 818.371.9350 laura@hiltonhyland.com http://www.laurakalb.com

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Mediterranean Estate 3039 Roscomare Road, Bel Air, CA 90077 North Bel Air, Mediterranean, 7,670 sq ft, 24,504 sq ft Lot, 2-story foyer, 6BR, 8BA, kitchen with large island, formal dining and living rooms, library/office/study, wine cellar, Master Suite and baths, closets, gym, private balcony, family room opens to covered patio, lawns, pool, spa, motor court, garages, service entrance. Offered at $7,690,000

Felix Pena

DRE # 01414250 ESTATES DIRECTOR HILTON & HYLAND 257 North Cañon Drive Beverly Hills, CA 90210

Tel: 310.256.0770 felix@hiltonhyland.com

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Royal Oaks of Encino 3951 Royal Oak Pl, Encino, California

Welcome to your captivating new construction modern masterpiece, located in the coveted Royal Oaks of Encino. Located at the end of a Cul-de-Sac, behind large private gates, sits this grand estate perched above boasting 10,900 sqft of refined luxury. Awe inspiring main level welcomes you to quintessential California living featuring exceptional views radiating from massive glass pocket doors the moment you enter. Incredibly open floor plan generates a smooth flow from the sweeping family room, sumptuous dining room, chef’s kitchen with center island and attached breakfast table, butler’s pantry, bedroom with en-suite bathroom, and patio overlooking the ultimate entertainers dream backyard. Upstairs beholds 4 exquisitely designed en-suite bedrooms perfect for family and friends. The romantic master retreat features a stunning fireplace, expansive walk-in closet, luxurious spa-like bathroom, and glass sliding doors leading out to the extensive balcony with incredible views. Downstairs presents a large subterranean garage perfect for any car collector that can showcase up to 8 cars. Lower level can also accommodate music recording studios and recreation spaces. Additional conveniences include home gym, sports courts, and Creston smart home automation system and high-tech security. Architecturally designed with meticulous perfection, this trophy estate is unlike any other. Close to the best shops, fine dining and many more. Asking Price $10,995,000

Dennis Chernov

Adi Livyatan

Tel: 818.432.1524 info@chernovteam.com https://chernovteam.com

Tel: 818.919.4060 adilivyatan@yahoo.com https://adilivyatan.com

DRE # 01850113 Keller Williams Luxury International

DRE # 01892750 Rodeo Realty

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The Tranquility House

6311 Calle Del Alcazar, Rancho Santa Fe, California 92067 The Tranquility House is sited on a quiet, view lot within the exclusive community of Fairbanks Ranch. An exceptionally crafted and maintained single-level estate home where open-concept living is infused with a beautiful mix of eras and styles that work together to create a sophisticated and comfortable space. Resting on a 1.27acre parcel, the site delivers a choice selection of sun-lit exterior living including a lushly landscaped and gated front courtyard. Measuring nearly 7,658 SF, the timeless design encompasses 4 bedrooms & 4.5 bathrooms including the primary suite featuring floor to ceiling windows that extend into oversized walk-in closets, dual bath areas and exercise/meditation room. Offered at $4,795,000 38 Executive Agent Magazine

Danielle Short

DRE # 01199071

Tel: 619.708.1500 Pacific Sotheby’s International Realty Danielle@DanielleShort.com www.DanielleShort.com

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Brand New With Magnificent Views! RANCHO SANTA FE, CALIFORNIA

Outstanding BRAND-NEW construction in Rancho Santa Fe in prestigious gated guarded Rancho Del Lago in Southern California. Warm Contemporary, simple lines and bold shapes with unobstructed MAGNIFICENT sit-down views, quiet, with disappearing pocket doors on approximately 5.46 acres. 6 Bdr main house (approximately 9470 sqft) with living room, family room, office, game room/media, study, massage/yoga room, 500 bottle temperature-controlled wine room, attached 4+2-car garage plus detached guest (approimately.980 sqft) house with full kitchenette. www.18490LagoVistaRSF.com. Price: $11,500,000

Sonja Huter

DRE # 01384572

Luxury Home Specialist Top 5% Berkshire Hathaway HS Network Berkshire Hathaway HS California Properties

Tel: 619.246.2606 sonja@sonjahuter.com www.sonjahuter.com

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Stunning Spanish Colonial PALM SPRINGS, CALIFORNIA

Incredible restoration of this one of a kind, romantic 2-story Spanish Colonial on 1 acre of land in coveted Old Las Palmas. The 5 bed/9 bath home offers approx. 6255 sq ft of living with 2 master suites & 3 guest suites plus a theater, upstairs sitting room and exercise room. The sparkling pool is saltwater and redesigned in ceramic blue tile with a tanning bed and built in spa. The views and the grounds are impeccable offering a fruit orchard and 56 palm trees. Ideal for that car collector as there are 3 garages attached to the house and a free standing 2000 sf garage w/ 12 ft ceilings & it’s own driveway designed to house a luxury RV or up to 6 cars & motorcycles. (Ideal conversion to art / music studio or guest house) First time on the market in some 20 years, it is a rare opportunity to own an exquisite estate that needs no work & priced below replacement. Located at 735 N Prescott Drive l Old Las Palmas l Palm Springs, CA. $6,995,000

Louise Hampton

DRE # 00802409

The Louise Hampton Team Berkshire Hathaway HomeServices California Properties

Cell: 760.861.5191 l Bus: 760.320.4586 louise@louisehampton.com www.louisehampton.com

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Avant-Garde Luxury 466 S. Patencio Rd, Palm Springs, California

Bohemian Chic in the Historic Tennis Club. If you are looking for a destination that feels a world away, here is the perfect getaway. This home delivers tranquility as well as delight with its Moroccan flare and one-of-a-kind design. Find your own space to relax with 4 separate bedroom suites, all with their own unique style. The grand living area opens out to a 1,200 sq ft upper deck that draws guests outside to enjoy the beautiful desert evenings. Greet your day by stepping out to the balcony that overlooks the cobalt blue pool and a panoramic view of the San Jacinto Mountains. The main level family/media room has a casual dining area along with a 2nd kitchen. Set up a place to meditate, create a home office or a studio for your artistic pursuits in the bonus room downstairs. Pool parties will be a hit with the built in BBQ and bar area and a fabulous fire feature to lounge around. The 3 car garage allows you to keep what you need under cover and close at hand. Keep it all cool and keep it green with an owned solar system. Avant-garde luxury with a Moorish accent in Downtown Palm Springs. $3,500,000

Sandra Quinn

Berkshire Hathaway HS

DRE # 01391280

Tel: 760.861.5150 Sandra@SandraQuinn.com www.SandraQuinn.com Executive Agent Magazine 45

Improving Your Intellectual Image his aspect of your personal image comes from how well you’ve developed what’s inside your skull. This is your intellectual self. I’m not talking about a high IQ or your ability to win at Trivial Pursuit. I’m referring to the depth and breadth of your knowledge, your mental fitness. Most of us were given plenty of basic intelligence. We alone decide whether we’ll use it to capacity or let it get flabby or stiff from disuse.


Can your mind lift abstract concepts from The Wall Street Journal, or from the professional journal in your field? Can you grasp the intricacies of a problem explained by someone in a field completely different from your own? Can you see an issue from a perspective that’s 180 degrees from your own feelings? Can you entertain ideas that come from a different culture, or from people you don’t like? Can you hang in there when it’s going to take a lot of convincing to get people to see things your way, or when it’s going to mean clearing seven committees and the CEO? Training your mind to take on longer-term and more demanding tasks gives you the stamina you need when mental marathons come up. Other ways to strengthen your mind might include: • Taking some classes in a subject you’ve always wondered about-say, art history, acting, or geology-but never studied. • Learning to play a musical instrument. Or, if you prefer, learning to scuba dive. • Committing to teaching yourself a new and difficult skill: celestial navigation perhaps, or gourmet cooking, or origami, or winemaking. • Joining a foreign-affairs group or an investment club or a reading circle where new issues and speakers abound. • Buying an expensive subscription to a weighty series of books or musical performances. Paying so much, you’ll probably feel compelled to get your money’s worth. • Here’s a real test of mental discipline: Listening to a daytime TV talk show without making judgments about the intelligence of the participants! Another intellect-strengthening exercise is to get in the habit of not assigning labels to people. When you’re at a party and another guest is introduced to you as “a life-insurance salesperson,” don’t you, mentally at least, take a couple steps backward? Ditto, perhaps, for “IRS auditor,” “debutante,” “parole officer,” or “yachtsman,” depending on your mind-set. Thus, the hidden assumptions of language can control your behavior. Your preconceived notions of accountants, say, as bland and boring, or of professors as tweedy and reserved probably does you and them a disservice and may prematurely kill off what could be a valuable relationship. To maximize your intellectual image, attempt to get past the labels. Don’t overlook, for instance, the opinions of a mere “clerk” while perhaps overvaluing those of a “consultant.” It takes intellectual strength to avoid the trap of confusing the specific for the general. But if you can get into the habit of appreciating people’s unique, human side and not judging them generically, you’ll win their respect-and you may learn something, too. 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© 2003, 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.

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Empowering Your Agents:



reat recruiters are great coaches. They have a great sense of the business and pass that knowledge to their agents. This will be the first of a series of articles that address critical areas that agents need coaching in. It is called The Empowerment Series. One of the most crucial skills sellers’ want from their agent is the ability to negotiate. Most agents have no strategy. No strategy means it is not addressed in the listing presentation. This makes the agent vulnerable to discounting agents. Below is actual dialogue that is based on principle: “Mr. and Mrs. Seller, the most critical piece in the process of getting your home sold is the negotiation. Let me specifically detail how I will negotiate an offer on your home.” “When we receive an offer I will immediately call the buyer’s agent and thank them for their hard work. Commend them for a job well done, recognizing the fact that it takes a lot of hard work to find the right home for buyers and also to go through the contract process. I will also commend them for making the offer on (my sellers’) home. “I want to enroll the other agent. We want to make this a win-win situation. Most agents negotiate winlose or they have no negotiating strategy at all. Did the other agents explain their specific negotiating strategy? Wouldn’t you agree that this is the most important part of getting you the highest price?” “Ok, back to this offer. I will let the agent know that we will get back to them promptly.” “No matter what the offer looks like, even if it is way too low of a price, we do not have to get upset. The reason? We don’t have to sell it for that price!”

counter offer price. At that time, I will gather all the evidence possible that proves that your counter offer makes your house the best house at that price in the entire area. I will attach this evidence (comparables) to the counter offer.” “I will put a cover letter on the counter offer, covering a few items: 1. Thanking the buyers for their offer. 2. Letting them know their agent is working hard for them and has earned my respect. 3. Letting them know that our counter offer, based on the evidence attached, makes the property the best house in the area for this price. And to please review the offer with their agent. 4. Telling them that the sellers (you guys) are very thankful for the offer and want to insure that all parties are pleased with the contract and want to create a win-win.” “Mr. and Mrs. Seller, wouldn’t you agree this is by far the best way to get the highest price for your home? Did the other agents demonstrate their skill and understanding in negotiation? Would you agree the ability to negotiate could get you 2, 3, 4 or 5% more for your home? So, you may be getting a listing fee discount of 1%, but it may cost you much more on what you actually receive from selling your home.” If you want your agents to have more value in the listing presentation coach them to be more skillful. That is the value you should bring to your agents. Provide that kind of value and you will stop recruiting, and start attracting. Rich Casto is Founder of Rich Casto & Company, The Real Estate Coaches, The Leading Management and Recruiting Solutions Experts. © 2008, Rich Casto. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

“At that point, I will show you a snapshot of the market, both houses sold and those currently in competition with you. Then we will come up with a Executive Agent Magazine 49

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



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

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM









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