EXECUTIVEAGENT MAGAZINE

Maria R. Diaz Executive Agent of the Month

Inside Features “Sunny” Esther Valenzuela Steve Witt

>>>

READY TO JOIN A LENDER

DISRUPTING THE STATUS QUO?

You can only achieve your best in an environment that supports a sound strategy for the future and anticipates the needs of customers. We equip our originators with top-notch technology giving back more of their most valuable commodity – time. loanDepot’s allencompassing products suite, powerful technology, and continued training and support let you stay ahead of the competition, thriving in today’s market!

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It’s time you make the move to a lender your future can depend on. Contact me to explore what loanDepot can do for your career! RICHARD HEDRICK

NMLS# 1059650 District Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

ONTARIO BRANCH

RIVERSIDE BRANCH

TEMECULA BRANCH

SAN JUAN CAPISTRANO BRANCH

(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

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(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

*Closing times may vary depending on the terms & conditions of the loan. loanDepot.com, LLC (NMLS# 174457, www.nmlsconsumeraccess.org) and mellohome (Texas brokerage license #9006745) are sister companies” loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (082919 244177)

EXECUTIVE AGENT OF THE MONTH

Maria R. Diaz Realty Masters & Associates

Inside Features

“Sunny” Esther Valenzuela

Steve Witt

Nationwide Real Estate Executives

loanDepot®

ExecutiveAgent Magazine

INLAND EMPIRE - DECEMBER, 2019

Editorials

E XECUTIVE AGENT

MAGAZINE

The Keys to Positive Change -Leslie L. Hamel

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

ADVERTISERS’ INDEX Putting Balance In Your Life -Peggy Morrow

City of Hope..........................................................34 Finance of America Mortgage........................14 & 36

iPhotography Studio...............................................23 Kinecta Federal Credit Union................................29 loanDepot®..............................................................2

Powerful Presentations – Speaking For Success -Terri Murphy

NAHREP...........................................................................28

SRAR...........................................................................25

The Termite Guy......................................................3 VAREP.....................................................................15

Change Begins With Choice -Jim Rohn

Photography: iPhotography Studio, Michelle Fairless Photography, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2019 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.

Problems vs. Opportunities -Zig Ziglar

30 ExecutiveAgent Magazine

E XECUTIVE AGENT

MAGAZINE

Written by H. K. Wilson

Steve Witt

teve Witt is more than a loan consultant. He is an industry visionary with the experience and know-how to help his clients create wealth and opportunity through real estate. An Orange County native, Steve was drafted out of high school to play baseball for the Philadelphia Phillies. When a shoulder injury cut his career short, Steve turned to a friend in the mortgage industry for employment. Rather than letting his change of circumstances get him down, Steve embraced his new role with energy and passion, and after a month of doorknocking, he brought 34 loans in the door. Steve has excelled than three decades, builder divisions of and PennyMac Loan

in the mortgage industry for more rising to executive roles in the Countrywide Home Loans, Chase Services. He has taken the lead in

financing the construction of notable residential and commercial developments across the nation. Today, he is a loan consultant with loanDepot, where he is serving both the builder community and residential home buyers with the company’s innovative line of products. “loanDepot is a well-capitalized company that has developed some momentum over the past few years in the area of New Home construction buyer financing,” Steve says. “When you’re talking to a builder, you have to look from their vantage point. They have construction debt they’re trying to pay off, and they want to exit their inventory. That’s their anxiety. One thing we’ve done is to structure a model leaseback for builders. They can sell their model and retain it as a sales office for one year. The benefit for the builder is that they can get it off their books and reduce construction debt, but retain it as a sales model.”

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Building a Bright Future With the housing crisis raging across California, the state has recently adopted new legislation allowing Accessory Dwelling Units (ADUs), or secondary housing units that can be place on single-family residential lots. In layman’s terms, these are known as casitas or granny flats. With his extensive background in construction financing and his talent for creative thinking, Steve has helped to spearhead new programs in this lending niche. “After looking into zoning in San Bernardino and Riverside counties, I figured out a niche program for buyer financing that I think is a game changer. The financing of ADUs feed into the state’s Regional Housing Needs Assessment (RHNA) requirements. They have mandated that every city in the state provide a RHNA plan by 2020 that addresses low income and affordable housing.” Recently, with these new guidelines in mind, Steve collaborated with Felix Robles, owner of local homebuilder GFR Enterprises to create what will likely be a new trend across California. “Felix is building 70-plus single family detached homes on 9,000-10,000 square foot lots and adding a detached 500-plus square foot ADU with its own address and utilities on each lot. These ADUs meet the Fannie Mae requirements for livability, which include the means to heat and cool food, a full bath and full bedroom. I figured a way to use the proposed rental income from the ADU to help someone qualify for purchasing the main house. We take a rental survey for the ADU and add the income to the borrower’s qualifying ratios.” Felix was originally going to build only 20 houses with ADUs in his VerdeMont Ranch community in San Bernardino’s upscale Verde Monte area, but after working with Steve, he modified his development to include an ADU with each single family home. Steve says, “I love the ADU strategy and model, as it leaves flexibility in play for both the builder and the buyer. With the detached ADU, some homeowners may choose to

utilize this as a rental to off-set their mortgage payment; others may choose to move their elderly parents into the ‘on-site condo,’ while others will create a man cave or mama den.” At home, Steve is a single father of three, with twin 12-year-old boys, Karsten and Von, and their older sister, Natalie, who is in her second year at the University of Oregon. He says the boys keep him young, “but getting back into 7th grade math is not a favorite of mine. My typical answer is, ‘Can you Skype one of your friends to help you?’.” Natalie is on the honor roll studying journalism and journalism law. “I am very proud of my daughter, who is also a tremendous role model for her brothers.” Colleague Rick Roberson, founder of Los Angelesbased Robertson Partners Architects, commented on the value he has derived from working with Steve on several challenging projects during the last decade. “There were strategic advantages to working with Steve, especially with his ability to think outside of the box in creating viable and doable solutions. In addition, it seems Steve has an unending source of personal and business contacts, as well as a broad and deep knowledge and understanding of the real estate market and financing. To this day, my firm remains heavily reliant on Steve’s input as it relates to development and exit strategies. And as an aside, Steve is honest, hardworking, outgoing and reliable, and is a great father to three very confident and bright children.” Steve Witt loanDepot® 3281 E. Guasti Rd Ste 550 Ontario, CA 91761 Tel: 949-903-3100 – 909-912-7836 Email: SWitt@loandepot.com Web:https://www.loandepot.com/loan-officers/switt NMLS # 366253

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

ExecutiveAgent Magazine

Change Begins With Choice

ny day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge. Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year. We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, “The fault is not in the stars, but in ourselves.” We created our circumstances by our past choices. We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.

We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives. And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don’t like how things are, change it! You’re not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice. Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. © 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com; http://www.FrogPond.com.

ExecutiveAgent Magazine

E XECUTIVE AGENT

MAGAZINE

Written by H. K. Wilson

It’s Always Sunny in OC

“Sunny” Esther Valenzuela

t’s always sunny in Orange County, so it is fitting that Realtor® “Sunny” Esther Valenzuela introduces herself as - “Sunny, like the weather.” A Southern California native, Sunny loves matching people with the right homes and helping them experience the region’s incomparable, sun-drenched lifestyle. After a first career in marketing with for-profit colleges, Sunny met and mar-

ried her husband and real estate broker, Art Valenzuela. With her upbeat personality and love of people, she quickly realized that real estate was her ideal career. Today, Sunny is partner and sales manager of Nationwide Real Estate Executives in Irvine, where she continues to represent buyers and sellers under her signature brand, Sunshine Homes.

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Sunny says that she chose Nationwide Real Estate Executives because the business practices and values of the company are congruent with her own. “The philosophy of faith and family really speaks to me,” she says. “This is an environment of continuing improvement, where agents can prosper. As sales manager, I’m here to help agents with their business plans so they can grow and create sustainable businesses. I help them set up a plan and encourage them and keep them accountable. Each of our branches has a school, as well. A lot of companies don’t want to take on new licensees, but we do. We will even take on prelicensees. We get a pre-commitment from them and nurture them all the way through. We like the idea of training people to do business the right way, before they have learned any bad habits. Our vice president, Tarah Walker, and I excel at working one-on-one with people who want mentorship. It’s a joy to see the results when someone puts in the hard work.” If you ask Sunny’s clients what qualities make working with her so special, you’re likely to hear that it is her positive attitude, communication and professionalism. Sunny’s optimism helps her move mountains to help her clients achieve their goals. She believes there is always a solution to a problem, and she won’t stop until she finds it. “It drives me crazy when someone says, ‘I don’t know.’ I’m like a little bulldog, and my clients appreciate it that I go to bat for them.” By far, the majority of Sunny’s business comes from referrals and repeat clients. “It’s gratifying knowing someone else is pleased with what I did and trusts me enough to recommend me to their friends and family members.” A recent client described how Sunny helped her with the arduous task of relocating from Japan to Orange County: “She was so helpful and worked her schedule to video tour homes even with a crazy time change! We ran into a few hiccups during escrow, and Sunny was truly a great resource during a few uncertain weeks and helped see us through to closing. We’ve lived in our new home for over a month now, and we are so happy and pleased with both our house and neighborhood. We put a lot of trust in Sunny, and she did not let us down! Highly recommend to anyone looking to buy or rent!” When it comes to marketing homes for sale, Sunny’s representation is second to none. She has an eye for the elements that will make a home appeal to buyers, and she gives each seller a thorough staging consultation, complete

with her expert advice about what improvements will support the highest selling price. Sunny also commits sizable resources to marketing. “I do a lot of social media marketing, and I hire a professional photographer to make the home look its best.” Sunny’s sense of adventure has taken her to exotic destinations and inspired her to do everything from managing a funk band to jumping out of airplanes. Next on her list is a family trip to Ellis Island. “My parents are both immigrants and proud Americans now. My mom has been saying she would love to take her grandkids to Ellis Island and the Statue of Liberty and tell them stories about coming to the U.S. They’re from Indonesia, which is formerly the Dutch East Indies, with Dutch ancestry, and theirs are the last names included in the Ellis Island registry.” With her sunny disposition and love for the community she lives and works in, Sunny makes the real estate experience seamless and stress-free for her clients. “My goal is to help every client buy or sell a home for the price they want and in the time they need so they can get on with the next part of their journey. The most satisfying thing for me is helping people get to a place they want to be.” “Sunny” Esther Valenzuela SUNSHINE HOMES–Nationwide Real Estate Executives 9170 Irvine Center Dr., #200 Irvine, CA 92618 Tel: 949-637-8254 Email: Sunny@AlwaysSunnyinOC.com Web: www.AlwaysSunnyinOC.com DRE #01944825

ExecutiveAgent Magazine

an you really “have it all?” Is it possible to have a full time job and children plus still have some fun and time to pursue your own interests? And I’m not just talking about women, either. Men have just as much problem trying to keep balance in their life. Unfortunately, you really can’t have it all. You must make some choices. But too many people are out of balance because they make all their choices in one or two areas. They put all most all of their emphasis on their families, or become workaholics because they are so dedicated to their job. Their life is out of balance.

One of the most important and under-girding elements of high-energy living seems to be balance. Learning to live in balance, allowing time for both work and a rewarding personal life will bring synergy, joy, enthusiasm and creativity to your life. How do you think you are doing? Take this quiz to find out. This is from a great book called Time Management for Unmanageable People by Ann McGee Cooper. It has lots of good ideas on managing time, plus putting balance in your life. 12

The following list of questions will help you asses the level of balance you have created in your life. If you can say “yes” to them, you are developing attitudes and habits that will create the balance you need in your life. Do I typically look forward to my day at work? Am I eager to get up and get in to the job, and do I feel fulfilled at the end of most workdays? Do I have an equal enthusiasm for days away from my job? Have I created an equally exciting and interesting life away from my job? Do I have an equal passion for a variety of interests other than work, such as golf, painting, backpacking or gardening? Do I have five or six close friends I spend time with at least six times a year who are not connected to my work? Do I put a priority on quality time with my spouse and children, planning shared activities that we can all enjoy anticipating, doing and then remembering?

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Am I good at creating several brief moments of fun throughout my day? Do I wear my professionalism lightly and encourage others to have fun along with me? So how did you score? Well, I don’t know about you, but I didn’t do so well. I proved that I needed much more balance in my life. One of the areas I needed to improve was the one where you should put more fun in your day. I’m often guilty of starting on a project and keeping at it until I am finished. No stopping or fun allowed. No matter how long it takes. There is a thing where you can be too disciplined, you know. I was guilty of that. Now I promise myself a “joy” break every hour. I decide how long it can be depending on how much work I have to do. It can be something as simple as getting a soft drink or a cup of coffee. Or it could be a twenty minute break to read a book or my favorite magazine. Or ten minutes to play on the Internet.

Think about things you could do to lift your spirits. Go on - it will put more balance in your life. Peggy Morrow, CSP, is President of Peggy Morrow & Associates, a full service speaking and training firm based in Houston, Texas. For over 18 years Peggy has moved her audiences to fun and action and receives over 75 percent of her business from referrals and repeat business. She is the author of “Customer Service: The Key To Your Competitive Edge” and “Celebrate Customer Service” as well as writing a weekly newspaper column. Copyright© 2000, Peggy Morrow. All rights reserved. For information about Peggy’s programs, please call the Frog Pond Group at 800-FROG(3764) or email susie@frogpondgroup. com; http://www.frogpondgroup.com.

Putting Balance In Your Life

Sometimes I take a long break and go somewhere like a museum or shopping for something frivolous. ExecutiveAgent Magazine

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HELPING MILITARY & VETERAN

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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.

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UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

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!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:

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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

EXECUTIVEAGENT MAGAZINE

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: 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

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Cover Story

Maria R. Diaz Executive Agent of the Month

ExecutiveAgent Magazine

Maria R. Diaz YOUR HOME ADVISOR Written by H. K. Wilson - Ian Wiant Photographer

ith more than a decade of real estate experience in California’s commercial and residential markets, Maria R. Diaz is building a world class team of professionals at Realty Masters & Associates in Riverside. She says that joining the company was a chance to reinvent herself and her real estate practice, since its business structure is conducive to building a sustainable real estate team. “I have the freedom to invest more in myself and my business in terms of systems, marketing, training and coaching,” Maria says. “All of these things are essential to giving my clients the best service possible.”

Born in Aguascalientes and raised in Orange County, Maria has now lived in the Inland Empire for 15-plus years. Her first-hand knowledge of neighborhoods and communities throughout Southern California, combined with her comprehensive real estate background, make her an asset to clients and a natural leader among her peers. “I’ve found that building a team is an opportunity to take a step back while also moving forward. My goal is to do more volume and still provide quality service to clients. That means building efficient systems that keep transactions moving forward seamlessly.”

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Maria believes that professional coaching is essential to her own success and that of her team, so she provides ongoing education to help her team members develop new skills and opportunities. â€œI believe everybody should have a coach and hold some sort of accountability. I regularly attend mastermind meetings that I run, or I am part of. I also attend powerful events throughout the year with other successful people. These events show me how to increase my productivity in every area of my life so I can always show up being the best version of myself. I want my team to also have that type of experience, so I offer two types of coaching programs; one for salespersons and the other for real estate investors. If you join my real estate team, you receive training in order to confidently develop the skills needed to be great at what you do and that are also a

reflection of the teamâ€™s values. We have a strong team culture who support each other and are like family. I believe success starts from within so mastering yourself is a progress which is essential to your development and freedom within my team. If somebody is interested in becoming an investor, there is another coaching program available and is all hands on. I believe there is no better training than taking action and applying what you learn, therefore during this process you will be held accountable to execute tasks in a timely manner. I want to see everyone be effective by increasing their work frequency so they can succeed in the shortest time possible. You must implement my system in accordance with the coaching and you must be coachable because I know my system works.â€?

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Mastering the Art of Real Estate According to Maria, her role as a leader is refining her further as a professional. “For me to grow, I’ve had to change my own way of thinking and in teaching others I have learned to become more patient and humble. I’ve always been very independent, but being a leader means I’m not just a solo agent. It’s important to look for people’s strengths and accept them for who they are. I’ve also learned that if somebody doesn’t fit with the team, they have to move on.” Maria’s vision for her team includes partnering with people

in her network to create results that not only benefit clients, but the world at large. “I also believe in giving back. Sometimes, I go with a group to Honduras to help build homes and do missionary work. Currently, we’re building a community with different sections which include: an orphanage, a place for the elderly, single parents or families to provide food, medical assistance, medical supplies, education and job training, so they can find a job and get back on their feet. But most importantly to spread the gospel. At the moment, due to the huge need in Mexico we are seeking a second location there.”

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Love of family also drives Maria’s motivation to succeed, and time with her 15-year-old son is life’s greatest priority. “Time goes by so quick, and you must have your non-negotiables, or you won’t be happy. Having that balance also helps me to remain passionate about what I do. I enjoy working out, and I do marital arts, both Muay Thai and jiu-jitsu. When I can, I like to get away for long weekends on the beaches of Mexico. My son wants to go to Japan, so we are beginning to make travel plans.” Maria strives to be a positive influence on everyone she encounters. She and her team go the extra mile to exceed the expectations of buyers and sellers, laying the foundation for lasting relationships that extend to future generations. “Our clients come first. When I meet with them, I provide a personalized plan that will allow them to meet

their goals. My mission is to deliver results by providing superior quality service and anyone that I come in contact with has to leave being in a better place than they were before they met me. Wether we can work together or not, I just want to make sure anyone I meet leaves being in a better position, having peace of mind, and sometimes that means for me to turn down their business because I have better options for them. Even if it’s just a client consultation or a phone call, I want to have an impact in people’s lives that will end up in a long lasting relationship by time we are done. This usually results in them sending me referrals due to their gratefulness. I look out for my client’s best interest and they know I genuinely care. It’s all part of our service. We want to be a great experience for anybody we work with. I want me and my team to be world class!”

ExecutiveAgent Magazine

Maria R. Diaz

Realty Masters & Associates 3750 Santa Fe Ave., Riverside, CA 92507 Tel: 951-591-0413 â€“ 951-384-6600 Email: mariardiaz@diazrealestateservices.com Web: www.mariadiazrealestate.com - DRE # 01772645 ExecutiveAgent Magazine

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2020 FREE COMMERCIAL CLASSES IN JANUARY All Classes Taught by Professional Practitioners and held at the Southland Association of REALTORS® Van Nuys office located at: 7232 Balboa Blvd, Lake Balboa, CA 91406

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Powerful Presentations Speaking For Success

tâ€™s been said that many of us would rather die than get up in front of a group and have to speak with any level of comfort. Too often the childhood scenario of being in front of the classroom ruminates in our brain and in a second, we are back to being that timid kid at the front of the class stammering, and hoping the recess bell rings to save us. The truth is whether you are offering a toast at a wedding, introducing business colleagues to each other, or actually presenting at a meeting, powerful presentation skills are a terrific asset and immediately communicate your level of personal power. In our consulting practice, we find with a heightened awareness, most people can improve their communication skills to in many areas of their personal and professional life, even if they are not professional speakers. Here are a few things to remember when presenting: 1.

TEST the sound equipment BEFORE the event

or meeting. Nothing is worse than annoying feedback or a microphone that cuts out or isnâ€™t working. Get there early and check out the equipment with the Audio Visual department. The biggest mistake made is testing the microphone close to your mouth, and then presenting with the microphone a foot or more away. 2. Learn to use a MICROPHONE effectively. So many presenters frustrate their audience because they turn away from the microphone as they speak, have it too low to make it effective or worse, mumble their words. Others may speak too loudly, which is equally annoying. Practice, practice, practice. 3. DRESS for success. Neat, clean, professional dress is key, unless you are an entertainer or a celebrity. The rest of us need to look the part. 4. Basic EYE CONTACT is essential to make the connection with authentic and personal connectivity to one or a hundred people. Be sure to make eye contact with those you are passing as you walk to the front of the room. This initiates a more personal and real experience for those about to hear your presentation.

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5. Be conscious of your BODY LANGUAGE. Your confidence or self esteem will be easily read by your audience if you are unsure of yourself. Any communication you deliver is more about the message, than you. Being prepared will help you communicate in a more relaxed, but powerful way. 6. OUTLINE your presentation in short bullet points on a card or sheet of paper to help prompt you during your presentation and to keep you organized. Don’t freelance it or read it word for word. Trying to remember everything you wanted to say and backing up to add it later will impact your credibility. 7. If you are using VISUAL AIDS or power point in your presentation, don’t rely on it so heavily you are not relevant to the program. Go to black between slides, keep the words LARGE and avoid the impulse to put too much on each slide. If they are reading the screen, it detracts from you as the presenter. 8. STICK to your allotted time. Don’t go beyond the time allowed or you may wreak havoc on the rest of the program timing.

You don’t have to be a professional to deliver a report, a toast at a wedding or honor a high achievement by an employee. Delivering the best you is the best policy for any communication opportunity that allows for your special leadership and expertise to shine. Terri Murphy is one of the industry’s leading consultants on the integration of traditional marketing and communication with today’s Web and Internet tools. Her expertise is developing and growing customer relations to create a more profitable business model for Fortune 500 corporations and real estate companies nationwide. She has 24+ year career in the real estate industry and holds the GRI, CRS, LTG & CREC designations. She is the CIO for U.S. Learning, Inc. and a frequent spokesperson for sales industries nationwide. Copyright© 2005, Terri Murphy. All right reserved. For information about Terri’s presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

HISPANIC REAL ESTATE'S MOST

Do you know a Latinx real estate agent or mortgage originator whose passion for homeownership has lead them to close an exceptional number of transactions? Nominate yourself or someone you know for NAHREPâ€™s Top 250 Award today!

Nominations must be recieved by

February 28, 2020! Sumbit your application today at

nahrep.org/top250

banking done different

Construction-toPermanent: An “All-in-One” Loan Kinecta offers Construction-toPermanent loans, which fund a variety of construction scenarios, then convert into the home’s mortgage. Benefits include: • Lending based off the future value of your home post-construction – determined by one full appraisal • Loans up to $4 million

• Full program selection, including fixed and ARMs • California-based lender with portfolio underwriting

Contact our construction-to-permanent experts today. Tayt Ianni Sr. Mortgage Loan Consultant cell: 949.689.8639 | efax: 310.727.9119 NMLS# 310914 | tayt.ianni@kinecta.org kinecta.org/tianni

Joe McGreevy Mortgage Loan Consultant cell: 714.396.1619 | efax: 310.536.3621 NMLS# 66072 | joe.mcgreevy@kinecta.org kinecta.org/jmcgreevy

Brad Martin Construction Lending Manager cell: 949.293.1900 | efax: 310.536.3622 NMLS# 260513 | Bradley.Martin@kinecta.org kinecta.org/bmartin

kinecta.org/construction-to-perm Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Subject to credit and property approval. Rates, program terms, and conditions are subject to change without notice. Not all products are available in all states and for all loan amounts. Other restrictions and limitations may apply. The actual terms of the loan will depend upon the specific characteristics of the loan transaction, the applicant’s credit history, and other financial circumstances that may apply. 23761-07/19

Problems vs. Opportunities Be grateful for your problems. We all frequently deal with people who complain about the trials and tribulations of their daily lives. Life seems to be one big problem for them. I would like to take a common-sense, realistic approach and address this mind-set. If there were no “problems” on your job, then your employer would hire a much less capable person than you to do the routine things that don’t require much thought. In the business world, those who are able to solve complex problems are the ones who have the most value to the employer. Many times the problems or challenges we face force us to grow and become more capable. The runner who trains for the mile run in the Olympics by running downhill will have no chance of winning the medal. The runner who trains by running uphill is far more likely to develop the speed, mental toughness and endurance which it takes to win the medal. The best thing that ever happened to boxer Gene Tunney was that he broke both of his hands in the ring. His manager felt that he could never again punch hard enough to be the heavyweight champion. Instead, Tunney decided that he would become a scientific boxer and win the title as a boxer, not a slugger. Boxing historians will tell you that he developed into one of the best boxers who ever fought. They also will tell you that as a puncher, he would not have had a chance against Jack Dempsey, who was considered by many to be the hardest hitter in heavyweight history. Tunney would never have been champion had he not had the problem of his broken hands. Message: The next time you encounter a difficult climb, obstacle, “problem,” you should smile and say, “Here’s my chance to grow.” Develop that kind of an attitude and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

ExecutiveAgent Magazine

The Keys to Positive Change

s there an area of your life you’d like to improve? Do you wish for more loving relation-ships? Less stress? More time? More money? Better health? Someone to share life with? Some people call these longings “divine discontent.” We seem to be programmed to wish for more, no matter how much we have. The blessing in our discontent is that it forces us to think about how we might change things. Usually, our early attempts focus on changing other people (if only he/she would…) or changing our circumstances. In time, however, we learn that trying to change others is a waste of energy – it simply can’t be done. And many of us learn the hard way that even when we decide to change our circumstances and leave what’s causing the pain behind, things turn out much the same with the new love interest, job, or home. Another trap is getting caught up in self-improvement and goal setting. This kind of wishful thinking promises everything will be great if we just lose those 10 pounds, get the degree or promotion, or move into a more expensive house. Even though these accomplishments are commendable, we find they still don’t satisfy for long. When all these strategies inevitably fail, some people simply resign themselves to the situation (that’s just the way life is), some fall into depression (is that all there is?), while others use drugs or alcohol to numb the pain. On the other hand, there are those who are lucky enough to experience some kind of crisis – an accident, illness, or serious addiction – that forces them to finally understand that meaningful change can only come from within. According to Louise Hay, the world renowned, bestselling author of over 18 books on this subject, there are two simple keys to personal positive change: self-approval and self-acceptance. Sounds simple enough but, for me, learning to accept and approve of myself took a lot of work. Even as a child I had a hard time understanding the commandment to “love your neighbor as yourself.” Even at an early age, my experience was that I loved other people better than myself. (In the

popular psychology of the 1970s, this used to be described as a You’re Okay, I’m Not Okay worldview.) Anyway, common sense told me if I were to treat others as I did myself, they’d all move as far away as they could, as fast as they could. I was ready for Louise’s advice when I read her bestknown title, You Can Heal Your Life, and started to practice catching and correcting the negative self-talk that went on in my head all day, every day. Do you know that voice? It’s the one that says things like: You’re not smart enough; you don’t deserve that; you look awful; you’re lazy; and you should lose weight. As I practiced changing these negatives to positive statements, I found I had a better, brighter attitude about life. By countering those thoughts with positives like: I can figure it out; I’m deserving of everything my heart desires, I look wonderful; and I could lose weight, my growing sense of self-acceptance told me I was finally onto something that could make a difference. And it was so simple. Why not try this yourself? Just experiment with it for a week. It certainly couldn’t hurt and it may help a lot. To get the most out of the exercise, start by writing a brief summary of how you’ve been feeling and list the negative messages you are conscious of telling yourself each day. At the end of your experiment, summarize how you feel, what you’ve learned, and the new positive messages you are practicing. It is through small steps like these that we quiet “divine discontent” and learn to love and accept ourselves exactly as we are. Leslie Hamel, a certified Louise Hay Workshop Leader, is a business and personal effectiveness coach who also offers Body Wisdom Workshops based on the philosophy of Heather Williams, HWM. For information about Leslie’s workshops, please contact the Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

Written by Leslie Hamel ExecutiveAgent Magazine

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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