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Inside Features Kurt Olson “Sunny” Esther Valenzuela

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 |

Joe McGreevy Mortgage Loan Consultant cell: 714.396.1619 | efax: 310.536.3621 NMLS# 66072 |

Brad Martin Construction Lending Manager cell: 949.293.1900 | efax: 310.536.3622 NMLS# 260513 | 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


pughtomasi & Associates



Inside Features




Kurt Olson

“Sunny” Esther Valenzuela

Kinecta Federal Credit Union

Nationwide Real Estate Executives ExecutiveAgent 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

ADVERTISERS’ INDEX Putting Balance In Your Life -Peggy Morrow

City of Hope....................................................34 Finance of America Mortgage................28 & 36


iPhotography Studio...............................................23 Kinecta Federal Credit Union.................................2 NAHREP..................................................................25

Powerful Presentations – Speaking For Success -Terri Murphy


The Termite Guy......................................................3


Ticor Title Company...................................................29 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





Written by H. K. Wilson

“Experience You Can Count On”


hen Kurt Olson joined Kinecta Federal Credit Union this year, he brought with him more than 30 years of experience in the financial services sector. A California native, Kurt attended San Diego State University, where he earned his bachelor’s degree in business administration and accounting. Fresh out of college, he landed a position with Big Eight accounting firm Coopers & Lybrand (now PricewaterhouseCoopers). But after a few years, he found that he had a strong desire to step out from behind the desk and work directly with people. When he transitioned to mortgage lending, he knew he had found his niche. He has since worked with some of the largest banking institutions in the world, including Chase and Bank of America, where he has excelled as a loan originator and motivational leader of top-producing loan officers. With the recent introduction of Kinecta’s innovative One-Time Close Construction-To-Perm loan product, Kurt

made a calculated career move to the credit union. “I’ve only worked for a few companies in my career, mainly as an originating branch manager, and construction loans have always been my specialty. Our construction program is one of the better ones being offered in our market, and that’s where I want my focus to be moving forward.” Kinecta has been serving Southern California for 80 years, and as a portfolio lender with a flat management structure and make-sense underwriting policies, Kurt says he is empowered to answer the needs of borrowers. “This is the first credit union I have worked with, and I like the culture. Decision makers are readily available, so decisions are more fleet of foot. It’s nice to be in a place where I can be more entrepreneurial, while working within the confines of the company to make a loan work for the member. There is communication and openness here at Kinecta, with direct access to upper-management and the decision makers.”

Kurt Olson ExecutiveAgent Magazine

Based in Southern California, Kurt is assisting borrowers throughout the entire state who are seeking to remodel an existing home or build their dream home from the ground up. “In many California real estate markets there is a lack of available inventory and minimal open land for new construction, and it’s especially true in many of the California coastal markets. For individuals who are looking to purchase a property along the Southern California coast,” he says. “There’s not much open land, and most of the homes were built 30 or 40 years ago, or more. Many people have a desire to live in these coastal areas, or older more established neighborhoods because of the location and amenities, but there is a very limited inventory of homes that are turnkey. People who end up buying the lot or the view are looking to take the house and convert it into a home with the custom features they want in a property. There aren’t many lenders who offer one-time close, construction-to-perm loans in our market, and those who do lack the flexibility we have. I think this is where we are filling a real need in our marketplace.” Kinecta’s construction loan program allows borrowers to qualify one time with a single appraisal. The interest rate is locked up front, so borrowers can set their budget with no surprises. “We also offer the flexibility of a 30-year fixed or an ARM, when the majority of most banks offer it as an ARM only. And it’s an advantage that we’re a California-based lender with portfolio underwriting and a local fund control provider. It’s a downside when underwriters are working from other markets in the country where multi-million-dollar loans are unfamiliar territory. Everyone on our team is familiar with the California market.”

companies or have non-traditional sources of income. My background as a CPA comes into play for me and helps me analyze financials and tax returns. I do a lot of preunderwriting, and I can quickly tell someone if I can help them or not, or refer them to somebody I think can help them.” According to Kurt, another thing that makes working for Kinecta so special is its community focus. “Kinecta’s branch footprint is very driven to increase membership through community service and giving back. I like that.” During the fire season, Kinecta is offering numerous assistance programs to members, including emergency loans; increased credit card limits with relaxed credit criteria and payment deferral; payment deferral on existing Kinecta loans; and insurance claim assistance. Clients can count on Kurt’s knowledge, communication and care throughout a loan transaction, and Kinecta backs his efforts with products and systems that bring each deal to closing seamlessly. A client who has trusted Kurt with his home mortgages for the past 28 years said this in his five-star Yelp review: “I continually go to him because he is totally honest, helpful, responsive and makes the whole process as easy as possible. He’s also as loyal to his clients as they are to him.”

Kurt’s comprehensive financial expertise makes him an expert at evaluating complex loan scenarios, whether they involve construction or not. “I enjoy working with the more complex financial borrower who may own multiple

Kurt Olson NMLS # 378459 Kinecta Federal Credit Union 1440 Rosecrans Ave. Manhattan Beach‚ CA 90266 Tel: 619-507-4642 Email: Web:

Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this article 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. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations.

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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;

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ExecutiveAgent 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: Web: DRE #01944825

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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;

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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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: Tel: 949.297.8323

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Cover Story

ExecutiveAgent Magazine

Written by Haley Freeman


t is not by coincidence that Pugh-Tomasi & Associates at Douglas Elliman Real Estate in San Diego is currently ranked the number one real estate team in San Diego County and number two team in all of California. From the ranches in the hills of Rancho Santa Fe, to the urban lofts of downtown, to the massive luxury estates overlooking the ocean,

up the California Coast, Pugh-Tomasi & Associates is a full-service agency that provides world-class service to every client. The 15 team members who make up this award-winning team boast more than a hundred years of combined real estate experience, and together, they have helped clients to successfully buy and sell thousands of homes.

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San Diego’s Most Iconic Real Estate Team Pugh-Tomasi & Associates didn’t get where it is today by being ordinary, and it is backed by a brokerage famous for listing extraordinary homes such as the Razor House, which was featured on “Million Dollar Listing” and sold for $20.8 million by The Altman Brothers. Established over one hundred years ago, Douglas Elliman continues to set the industry standard for the purchase and sale of fine homes by offering a complete suite of real estate services. Its innovative technology includes interac-

tive guides, reports and current market information designed to deliver real estate representation with a modern edge. A strategic partnership with Knight Frank Residential provides the largest interactive network for luxury residential properties in the world, with 622 offices in 60 countries across six continents. Pugh-Tomasi & Associates also enjoys a family culture that promotes professional growth through in-house mentoring and close association with exceptional industry leaders.

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As important as this choice in brokerage was to Pugh-Tomasi & Associates, Ruth Pugh (the Pugh in Pugh-Tomasi), gives the team what no brokerage can supply: the warmth that keeps agents happy

time colleague, Dan, as the ideal person to help her fulfill that vision. Dan Tomasi complements the team with his comprehensive experience in an array of areas, including negotiation, research, pricing, analysis and risk management. In his executive roles at Premier Custom Homes and Premier Coastal Development, Dan oversaw the purchase and sale of more than 1,600 units in 50-plus projects throughout San Diego County and Arizona. Between the extensive careers of founders Ruth Pugh and Dan Tomasi, they have transacted 2.5 billion dollars in real estate.

and clients loyal. Before founding her partnership with Dan Tomasi, Ruth was recognized by CENTURY 21 as the number one RealtorÂŽ in the world. Ruth attributes her incredible work ethic to her father, a single parent who first coaxed her entrepreneurial spirit. After a legendary 25 years, she was ready to evolve and develop a team that could fully deliver her distinctive service, and she identified her longExecutiveAgent Magazine

The team is especially skilled at meeting the unique needs of clients in the luxury market. When it comes to pricing a luxury home, they do extensive research, identifying special features of one-of-a-kind homes with few comparable references, while pinpointing precise buyer profiles and honing strategic marketing campaigns. With this level of expertise, clients can rightfully expect an unmatched real estate experience from beginning to end. The team itself connects its success to an affinity for over-communication with clients. Company spokesperson, Jarrett Pugh, commented, “They can always tell us to call them less.”

them again tomorrow and refer them to my family and friends.” In real estate, there is no substitute for experience. Pugh-Tomasi & Associates is unparalleled in its understanding of the many factors that drive real estate markets and its ability to deliver a seamless close of escrow. The team brings further value by creating and retaining relationships based upon integrity, reliability and outstanding service. One client summed it up this way: “Ruth and Dan are icons in the business. Their knowledge of the real estate market and their years of experience surpass most in the business. Don’t hire a rookie. Hire a quality agent.”

A recent client affirmed: “I have worked with dozens of agents and brokers over the years and have sold dozens of properties. Ruth Pugh and her team are by far the best, most knowledgeable, experienced and professional agents I have worked with. I would hire

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Ruth Pugh & Dan Tomasi

Pugh-Tomasi & Associates, Douglas Elliman Real Estate 1615 Murray Canyon Rd., Suite 110, San Diego, CA 92108 Tel: (619) 435-6800 Email: - Web: DRE # 01139420 / 01851821 ExecutiveAgent Magazine

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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 NAHREP’s Top 250 Award today!

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February 28, 2020! Sumbit your application today at

Powerful Presentations Speaking For Success


t’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 isn’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;

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Product not directly offered by Finance of America Mortgage LLC. See your advisor for details. Broker featured in the advertisement is not employed by Finance of America Commercial LLC and their affiliation with Finance of America Commercial LLC is limited exclusively to the commercial loan products they can offer through their broker relationship with Finance of America Commercial LLC. Product offered through Finance of America Commercial LLC | | NMLS ID #1133465 | Product not offered in all states. Loans are subject to investor and business credit approval, appraisal and geographic location of the property and other underwriting criteria. Loan amounts and rates vary depending upon loan type, LTV, verification of application information and other risk-based factors. Application fees, closing costs and other fees may apply. *Borrowers are approved for a maximum exposure l,limit, based on their experience, liquid assets, new worth, and credit score. Each loan is subject to property approval under Finance of America Commercial terms and conditions. Each property has an individual secured loan. ©2019 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 ( | 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


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• Escrow processing just got easier • Easy to read summary page including vesting, file number, form of policy and property type • Upload/Return documents through our SECURE Smart Portal • Exceptions are highlighted so the real estate professional knows what is sensitive on the file • Quick link to Documents, Property Taxes, Supplements, Water Rights, Easements, CC&R’s, Grant Deed, Deed of Trust and more • Quick Share feature allows recipients to send the LiveLook to others • Option to sign up for file updates • Provides access to Request CPL, Request Proposed Insured, Order Update and Blank Forms • Realtors can order Property Profiles and FARMS from the system

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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


ExecutiveAgent Magazine

ExecutiveAgent Magazine



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;

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

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WE LIVE TO CURE CANCER. Science saving lives.

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