EXECUTIVE AGENT MAGAZINE - INLAND EMPIRE, APRIL 2021

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EXECUTIVEAGENT Ag e n t

M a g a z i n e . I n l a n d

E m p i r e

The Martin Group

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

Brett Reichel NMLS #210215 Sales Manager

3281 E Guasti Rd Ste 550 Ontario, CA 91761

(909) 912-7839 office (503) 784-0482 cell

breichel@loandepot.com www.loandepot.com/breichel

Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act CRMLA 4131040.

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Cover Story The Martin Group Executive Agents of the Month Coldwell Banker Town and Country is a family owned and operated brokerage with a real estate legacy that goes back more than half a century. It all began with Doris Graves, who was a notable California real estate broker in the 1950s.

25 Featured Professionals

08 Francesca Reyes Coldwell Banker Town & Country 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

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PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

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

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EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

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

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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 2020 Executive Agent Magazine. All rights reserved.

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

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Choose to Enjoy Life!

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Executive Agent Magazine

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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.

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E XECUTIVE AGENT

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Written by H. K. Wilson

Realtor® Francesca Reyes lives by the three Ps: Patience, Perseverance and Persistence.

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native of the Philippines, Francesca migrated to New York at 16 years of age and, at 17, she began working for a large bank. Manifesting her three Ps, she quickly moved up the ranks, receiving promotions and becoming knowledgeable in international and corporate lending. Francesca eventually relocated to California, where she married, started a family and completed her bachelor’s degree at California State

University, Los Angeles. By age 20, Francesca had purchased her first property, and she has continued to invest in real estate throughout her lifetime. “Real estate was always engrained in me,” Francesca says.

“It’s something I inherited from my business-minded grandfather back in the Philippines. He bought a lot of properties there, and it’s where his wealth came from.”

After succeeding as an entrepreneur in the retail and event planning sectors while raising five children, Francesca finally shifted her focus to real estate. “When my last daughter graduated from college, it hit me that I needed to follow my first passion — real estate.” With her tireless work ethic and determination to succeed, it is no surprise that Francesca quickly distinguished herself as an award-winning agent at Coldwell Banker Town & Country. Trilingual in English, Cebuano and Tagalog, she has worked internationally with Sotheby’s Puerto Vallarta and Coldwell Banker Singapore, helping clients to sell and rent homes.

Francesca is happy to go wherever her clients need her, from Los Angeles County to Orange County to the Inland Empire. Due to the reputation for honesty and service excellence she has established as a longtime business owner in the region, more than 85 percent of her clients come from her sphere of influence. Francesca especially enjoys working with buyers, and she is known for her candid advice, extensive market knowledge and attention to detail.

“I love helping buyers find their home.

In this business, you have to know your clients’ wishes and wants. I’m frank about properties they see, if I don’t think it is of value or there are too many repairs to be done. If I don’t think it’s the right fit for them, I say so even if they like it. Once I have said my part, at the end of the day, it’s their decision.”

Going the Extra Mile to Make Dreams Come True With such low inventory in the current market, buyers are facing special challenges. Francesca’s experience as an investor along with her diligent market research bolster her ability to negotiate favorable offers. “With so many properties selling over asking price right now, I do a good market analysis of each property and give my clients a range of how much to offer over asking. I have been an investor for four decades through all the ups and downs. I don’t want to put my clients in a position to lose a property later. It’s a seller’s market, and buyers want to buy because of low interest rates. I’m here to look after the welfare of my clients and make sure they’re doing the right thing.”

Francesca’s reliability, communication and professionalism are evident during every stage of a transaction. When she tells a client something will get done, she follows through. Clients can count on her to answer their calls, emails and texts at any time of day. And at the closing table, Francesca is a deal maker. She is a bold advocate with the knowledge and confidence to negotiate to her clients’ best advantage. “That is the essence of excellent service,” she says.

Francesca’s clients often express their gratitude for her representation with glowing reviews. A client who recently sold and bought a home with Francesca said this: “Francesca has been amazing from beginning to end! She is very knowledgeable, professional and takes good care of you! She went above and beyond. When another agent from another company told us we would not be able to sell and buy a home, I thought that there wasn’t much hope for us. However, Francesca came as a recommendation from a friend, and we are so glad we found her.

She was able to prove another agent wrong. She was able to sell our home over asking price, mind you, and open escrow in a matter of weeks — even through this uncertain time of COVID! To top it off, we are now in a brand new home — our dream home! Thank you, Francesca, for

all that you have done for us! We are forever grateful! We highly recommend and trust her for any real estate needs!”

All five of Francesca’s children are college graduates and successful professionals in their chosen careers. She is now enjoying her seven beautiful grandchildren and looking forward to welcoming an eighth. Francesca is also looking forward to resuming her volunteer work with the Rotary Club and other organizations when the pandemic is over.

When it comes to home ownership, Francesca says, “Where there’s a will, there’s a way. I will do everything possible to make someone’s buying or selling experience happen. With my knowledge and experience in loans, finance and real estate, I know I can help them make their dream come true.”

Francesca Reyes Coldwell Banker Town & Country 345 E. Rowland Street Covina, CA 91723 Tel: 626.825.4511 Email: Francesca.Reyes.Realty@gmail.com DRE # 02009878

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

DO YOU KNOW SOMEONE

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

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Once In A Lifetime

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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

E XECUTIVE AGENT

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MAGAZINE

Written by H. K. Wilson

Judy Threadgill Jones

U

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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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).

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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

AMBITION

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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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The Martin Group

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

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oldwell Banker Town and Country is a family owned and operated brokerage with a real estate legacy that goes back more than half a century. It all began with Doris Graves, who was a notable California real estate broker in the 1950s. From a small office in Long Beach, she did much of her business in the desert south of Palm Springs, earning sales awards as well as sideways glances from her mostly male counterparts of the day. Her daughter Judy eventually joined her and, after Judy married her husband Wayne Martin, the couple became a successful real estate duo in their own right. Their son Lance Martin teamed with them in 1988 and, after his parents retired, Lance and his wife Julie (now married 34 years) joined Coldwell Banker and began acquiring franchises. Today,

he and his sons Drew and Drake oversee four offices and more than 200 agents in the cities of Claremont, Covina, Moreno Valley, and Redlands.

Through the years, the family’s old-school values have never wavered and never gone out of fashion. Lance says, “We have this mantra we’ve established with all our agents and that we bring up at all our sales meetings and trainings. There are two rules to work at our company: We have to conduct ourselves professionally and treat our clients well. It sounds simple, but I think these qualities are rare in the real estate business and in most businesses.

When you’re professional and take care of your clients, everything else tends to take care of itself.”

Drew is the company’s broker of record, leader of The Martin Group and an award-winning agent. In 2019, Drew was recognized as Coldwell Banker’s number one agent in California and number two agent in the nation for units sold.

For the past two years, The Martin Group has been recognized with the Coldwell Banker International Society of Excellence award, an honor bestowed upon only 100 agents among nearly 100,000 agents worldwide.

“I came to work with my dad in June of 2006, just before the tip of the financial crisis,” Drew says. “He saw that foreclosure properties were popping up and could be huge. In no time, it went from just a few to hundreds of properties. Up until 2012, I was working 18 hours a day doing foreclosures.

But if I didn’t like it, I wouldn’t have stayed with it.”

At the height of the Great Recession in 2009 and 2010, the

group bought several failing Coldwell Banker franchises, and it has turned them into thriving enterprises once again.

Along the way, the family’s agreements with Fannie Mae, Freddie Mac and private hedge funds led to its massive turnover of foreclosed properties, and The Martin Group maintains these relationships today.

“Those clients don’t come by accident,” Lance says.

“They are hard to get and harder to keep. Working successfully with those institutional clients reflects who we are and how we run our operation.”

After graduating from college, Drake joined the family business and took over operation of its property management division. They rebranded their property management business as Cobalt Property Management in 2018.

Calling California Home for Four Generations “It’s been a cool and unique experience to work with my family and see them every day,” Drake says. “It’s an honor to be able to take over the property management division and keep the legacy of my grandparents going, building on what they did before. People see us as a trustworthy company that works hard and has the best interests of our clients in hand. That all started with them.”

In addition to the many leadership posts that members of the team have held in various industry organizations, they have also hosted an annual Real Estate Market Forecast event for the past 10 years in a row. Lance explains, “From an industry standpoint, we’re just as well known for this

as we are for our real estate company. We bring together a half dozen economist every year to talk about trends in the market. Typically we have about 300 to 600 attendees from the real estate community and other industries.” 2020’s live event had to be cancelled, as the pandemic lockdown had just gone into effect. The event was converted into a virtual one at the last minute, and videos of the speakers have received hundreds of thousands of views on social media. The 10th annual Market Forecast streamed virtually on March 24th and is viewable through Coldwell Banker Town and Country’s social media accounts. “In the future, I think we’ll do hybrid events so we can continue to reach more people,” Lance adds.

The brokerage may be Coldwell Banker Town and Country, but the Martin name is also on the door. As a family, they stand behind that name and everything it represents. “People who meet us and do business with us today may not know my grandmother or my mother and

father,” Lance says, “but they do know what they stood for, because we still stand for the same things today. We’re still committed to putting people in homes and helping our agents succeed.”

P R O O F

The Martin Group – Lance Martin, Drew Martin & Drake Martin Coldwell Banker Town and Country 23631 Sunnymead Blvd., Moreno Valley, CA 92553 Tel: 951-313-2167 lance@cbtownandcountry.com / drew@cbtownandcountry.com / drake@cbtownandcountry.com Web: www.cbtownandcountry.com - DRE # 00950135 / 01868598 /01914793

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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40 Executive Agent Magazine

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

T

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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48 Executive Agent Magazine

Empowering Your Agents:

NEGOTIATION

G

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

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

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

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

WERE HELPED THROUGH VAREP CARES

OUR FIVE POINT PLAN

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

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

WE WANT YOU!

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

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

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

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

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

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

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(909) 282-4506

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