EXECUTIVE AGENT MAGAZINE ORANGE COUNTY JANUARY, 2022

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Executive Agent of the Month M a g a z i n e . O r a n g e

Kerry Goodfield

®

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C o u n t y

E d i t i o n . J a n u a r y, 2 0 2 2

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

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Cover Story Kerry Goodfield Executive Agent of the Month Whether Realtor® Kerry Goodfield is helping someone purchase a $500,000 condo or a $5 million estate, for her, real estate is all about relationships. A South Orange County native and third-generation real estate professional, Kerry is a top-producing agent at OCDreamhomes.

25 Featured Professionals

08 Mahshid (Melina) Emami HomeSmart Evergreen Realty 4 Executive Agent Magazine

14 Craig & Daisey Hilbun Hiltop Realty Group - KW The Lakes

Content

January, 2022

EXECUTIVE

The Keys to Positive Change -Leslie Hamel

AG E N T M AG AZ I N E

22

®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias PROSPECTING -Richard F. Libino -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

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EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

It Only Takes 6 Steps to Change Your Life -John C. Maxwelle a Pro -Steve Cook

12 How Happiness Is an Art -Jim Rohn a Pro -Steve Cook

06 The ‘Right’ Moment to Chase Your Dreams Is Now: 3 Tips to Get You Started -Rory VadenLike a Pro -Steve Cook

16 To be Great -Zig Ziglarating 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 Ian Wiant 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 2022 Executive Agent Magazine. All rights reserved.

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

Executive Agent Magazine 5

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Executive Agent Magazine

How Happiness Is an Art • Happiness doesn’t happen by chance. It’s a choice you make every single day. Are you ready?

• Everything is in your reach. If you want a new book, you can go to the library and change your life without spending a dime.

• Happiness can be yours right now. You don’t have to wait for more money, time, etc. It starts with you.

“Weave [happiness] with your own hands. Put your heart and soul into it.”

-Jim Rohn

Executive Agent Magazine

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EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

Mahshid Melina Emami

I

f you ask Realtor® Mahshid Melina Emami, she’ll tell you that customer satisfaction is her top priority. With more than 15 years of experience helping people buy

Executive Agent Magazine

and sell homes in Southern California’s most sought-after communities, Melina has the knowledge and expertise to make your next move a seamless one.

Bringing Happiness Home Melina holds two bachelor’s degrees and is trained as both a translator and a management information systems analyst. Her communication skills and organizational efficiency greatly enhance her performance as a Realtor®. She entered real estate during the boom period of the early 2000s, and it wasn’t long before the market came crashing down. Undaunted, she applied herself to learning the nuances of foreclosures and short sales so that she could continue to meet her clients’ needs in the shifting market. She says that having that experience early in her career made her a better Realtor®. “There was actually a positive side, because I learned everything about working in harder markets.”

Customer satisfaction is often measured by the ratings people post online. With numerous five-star reviews to her credit, it is clear that Melina is, indeed, meeting and exceeding her clients’ expectations. A recent buyer said: “Melina was simply hands-down the best Realtor® I have ever worked with. I was a first-time home buyer in the Orange County area, and Melina helped guide me through the confusing and intimidating process with immense amounts of patience, kindness and professionalism. She really knows her stuff, and she was always available to answer my questions and help me with the tough decisions.

She responds very quickly by email or phone, which is such a wonderful quality to find in a Realtor®.”

Melina joined HomeSmart Evergreen Realty in Aliso Viejo in 2020, where she enjoys the friendly support of colleagues and a whole host of “Smart” technology tools designed to make her job easier and the client experience more transparent. HomeSmart is one of the fastestgrowing real estate brokerages in the nation and offers real estate escrow services through its in-house company, Escrow Options Group, Inc.

Another client, who has referred Melina to several friends, described her as “knowledgeable, honest, strategic, unbelievably patient and utterly professional. In summation, she is a qualified real estate professional with lots of patience. Her timely responses to phone calls, texts, emails and requests to see houses is amazing. So, I highly recommend her to everyone who wants to buy or sell any property.”

In a market where the supply of homes falls far short of demand, Melina keeps her buyers in good spirits by reminding them that they are not alone. She is endlessly patient and tireless in her efforts to help them find the home that fits their needs. “I explain every detail, and tell them all the facts and realities. But at the end, I leave it to them to decide what they want to do.”

After many years in real estate, Melina says she still finds her profession interesting and exciting. “I enjoy looking at houses, their design, decor, structure and things that make each house unique. I see details in every house I look at. I love this field.” She lives by the advice she gives to her daughter: “No matter what you’re doing, love it and be the best at it.”

Melina is known for her attention to detail and honest advice. She is also highly communicative and will respond to her clients’ concerns day or night. But Melina’s most defining characteristic may be her optimism.

She is a positive, self-motivated individual who is, in turn, able to motivate others. She is calm in the face of challenges and adept at creating and negotiating win-win solutions.

Melina strives to provide every client with an unforgettable real estate experience. “I put my 100 percent effort into the client to make them happy,” Melina says. “The client always comes first. When I see them happy, I’m happy too.”

Originally from Iran, Melina is fluent in both Farsi and English. Her multicultural perspective is an asset in diverse Southern California, where she is able to relate to people of many backgrounds and help them through real estate processes that are unique to the United States.

Mahshid (Melina) Emami HomeSmart Evergreen Realty 26840 Aliso Viejo Parkway, Suite 120 Aliso Viejo, CA 92656 Tel: 949.351.1531 Email: Melinasellshomes@gmail.com Web: www.melinasellshomes.com DRE # 01416404 Executive Agent Magazine

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12 Executive Agent Magazine

It Only Takes 6 Steps to Change Your Life ope is the foundational principle for all change.

People change because they have hope, and if people do not have hope, they will not change.

You are responsible for the changes that you make in your life.

H

The good news? You can change your life if you really want to. You can improve it, make it better. And it all starts with changing the way you think. So are you ready? I am going to walk you through a six-step plan for achieving positive change.

Here’s how you give yourself a little hope:

attitude. Most people get used to average; they get used to second best. Nelson Boswell said, “The first and most important step toward success is the expectation that we can succeed.”

Step 4: When you change your attitude, you change your behavior.

When our attitude begins to change, when we become involved with something, our behavior begins to change. The reason that we have to make personal changes is that we cannot take our people on a trip that we have not made.

Step 1: When you change your thinking, you change your beliefs.

Step 5: When you change your behavior, you change your performance.

Change begins with the mind. Beliefs are nothing more than a byproduct of what you have thought about long enough, something that you have bought into—always remember that. What you believe, what you think, is just a collection of continual thoughts that have formed themselves into a conviction. When you break down the process of thinking into a manageable number of steps, you reduce the perceived risk associated with change.

Most people would rather live with old problems than new solutions. We would rather be comfortable than correct; we would rather stay in a routine than make changes. Even when we know that the changes are going to be better for us, we often don’t make them because we feel uncomfortable or awkward about making that kind of a change. Until we get courage and get used to living with something that is not comfortable, we cannot get any better.

Step 2: When you change your beliefs, you change your expectations.

Step 6: When you change your performance, you change your life.

Belief is the knowledge that we can do something.

It is the inner feeling that what we undertake, we can accomplish. For the most part, all of us have the ability to look at something and know whether we can do it. So in belief there is power… our eyes are opened, our opportunities become plain, our visions become realities. Our beliefs control everything we do. If we believe we can or we believe we cannot, we are correct.

It is easier to turn failure into success than an excuse into a possibility. A person can fail, turn around and understand their failure to make it a success. But I want to tell you, a person who makes excuses for everything will never truly succeed. Don’t you know some people who just have an excuse for everything? Why they could not, should not, did not, would not, have not, will not. I promise you, when you excuse what you are doing and excuse where you are, and you allow the exceptions, you fail to reach your potential. It is impossible to turn excuses into possibilities.

Step 3: When you change your expectations, you change your attitude.

Your expectations are going to determine your

-John C. Maxwell

Executive Agent Magazine 13

EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

Craig & Daisey Hilbun

F

or husband and wife real estate team Craig and Daisey Hilbun, every day is a gift. That’s because this duo spends each day doing what they love — being of service to friends and neighbors during one of life’s most profound milestones. Together, Craig and Daisey are Hiltop Realty Group powered

by KW The Lakes in Lake Elsinore, the community where they own a home, are raising a family and conducting business.

The couple met back in 2000 when both were members of the Pacific Crest Youth Arts Organization’s elite Drum and Bugle Corps. They married a few years later, and both went on to coach young people — Craig as a drum line instructor and Daisey as a color guard coach.

Eventually, they were introduced to Robert Kiosaki’s famous book, Rich Dad, Poor Dad, and it forever changed their life course. “I ordered that book and digested it completely. It changed my mind when I Executive Agent Magazine

learned what is financial IQ and the difference between an asset and a liability,” Craig says.

Craig quickly parlayed his college degree into a real estate broker’s license, and Daisey followed with her sales license. They entered the industry at the height of the Great Recession, when many were suffering the consequences of over-leveraging. Craig and Daisey embraced the opportunity to use their financial wisdom and real estate knowledge to help people make sound decisions and build future wealth for their families.

“We felt the industry lacked education,” Daisey says.

“Coming from our background of being coached and coaching, we are always striving to learn and teach new methods of approaching things. We saw how important this was after we started in the industry and observed that people were in such difficult positions because they were extremely uneducated. They didn’t know how to review contracts and loans, and we saw a need to help with that.”

With very different personalities but highly aligned values, Craig and Daisey strike a perfectly balanced partnership. “Daisey is one of the most professional people I know,” Craig says. “She knows her contracts forward and back, so when she writes an offer, it’s solid. We even get calls from other agents saying, I’m sorry we went with another offer, but I wanted you to know that yours was the most well written. When we receive offers, she is also able to break them down and know if the agent on the other side is trying to be shady. And most of all, she is the sweetest person and cares about our clients. She is the most sincere person I know.”

About Craig, Daisey says, “He’s a firecracker. In a room full of people, you’ll always know when he’s in the room because he’s introducing everyone to each other. I’m the introvert, but he needs to meet five new faces every day to be happy. He’s having a party in life. What he brings to the job is his fierceness. He’s the bottom line, direct guy who will let you know what’s going on, no fluff. We use me to stay out of trouble, but if we get into some, Craig is the one to get us out.”

Craig and Daisey are known for going far above and beyond in every aspect of real estate. When fires swept the surrounding mountains three years ago, a past client’s neighborhood was being evacuated. The homeowners were unable to return home to rescue their dogs and precious family photos. As the area was about to be locked down, and with flames approaching the back yard, Craig ran over with his spare key and saved the day, only minutes ahead of fire authorities. He and Daisey hosted the animals until circumstances returned to normal.

A recent seller in Lake Elsinore said this about working with the Hilbuns: “I highly recommend Craig and Daisey Hilbun. From start to finish, they were professional, enthusiastic and knowledgeable. They were always available to quickly respond to questions. A heartfelt thank you to them both for getting us to the finish line so efficiently.”

“About 80 percent of our business comes from referrals, and we get the other 20 percent from open houses or meeting people out in the community,” Daisey says. “We remain in close touch with our past clients and take good care of people when we get referrals.”

Family is the primary focus for the Hilbuns, and real estate has provided a means for them to be present for their two children while making a difference for others.

To this day, Craig and Daisey remain ardent alumi of Pacific Crest, which provides educational and competitive performing arts programs for young people in the greater Southern California region. Pacific Crest is currently made up of 150 performers, and its summer season includes a two-month tour of 25 on-field competitions, parades and other performances throughout the U.S. Daisey has volunteered on the organization’s social media team, and Craig is a member of its golf tournament committee.

Craig and Daisey are proof that doing what you love doesn’t feel much like work. They have surrounded themselves with a team of like-minded professionals who make it possible to provide world-class service every day, including “rockstar” transaction coordinator Brandi Vicari, their colleagues at Keller Williams and their community of trusted vendors. If you’re looking for expert real estate representation delivered with authenticity, care and good humor, this is the team for you!

Craig Hilbun & Daisey Hilbun Hiltop Realty Group Powered by KW The Lakes 31569 Canyon Estates Dr. Ste. 200 Lake Elsinore, CA 92530 Tel: 951.840.6052 Email: Craig@hiltoprealty.com Web: www.HiltopRealty.com DRE #01872559 / 01872560

Finding Passion and Purpose in Real Estate Executive Agent Magazine

The ‘Right’ Moment to Chase Your Dreams Is Now: 3 Tips to Get You Started

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believe it is never the wrong moment to chase after your dreams. In fact, if you wait for the “right” or “perfect” moment to appear, you will be waiting forever. Regardless of what dream you may be pursuing, read on for my top three tips to get in the game, break through the wall, and get your message heard.

1. Disregard the competition.

There are a lot of reasons why you might fail; deciding that someone else has already done it should not be one of them.

Instead, focus on your uniqueness. As my mentor Larry Winget says, “The goal is to find your uniqueness, and exploit it in the service of others.” If you are playing the game of uniqueness, you don’t need to worry about the competition because there will be no one else who does it quite like you.

For example, there has been an explosion of donut shops over the past few years. But there are still people opening more because each owner is doing it in a way that is uniquely exciting to them. If everyone said, “Well, there is already a Dunkin Donuts, why would I start a donut company,” we would have no donut shops at all.

Don’t give yourself the excuse that there are already too many people in your field—that is not a good enough reason to give up on your dream. In order to succeed, you need to pay little attention to what the competition is doing. You need all of your energy, attention, and resources focused on what you can be, not worrying about what other people already are.

2. Strive to forward the conversation.

If you want to be viewed as a thought leader, then you have to push the conversation forward.

It’s not enough to regurgitate what other people have said. Take the time to digest the wisdom of

others, process it, critically evaluate it, and apply it to today. Consider: • • •

What’s missing from this?

What would make this more powerful?

What would make this more actionable?

This is part of the difference between dissolving into the noise from the hundreds of thousands of speakers out there and breaking through the wall.

You break through the wall when you forward the conversation.

And don’t assume that just because you learned something brilliant from someone else that you couldn’t add more to it. So much of what we come up with is based on things we’ve learned from our mentors that we’ve then adapted and applied to the current age. You can (and should) do the same thing!

If you want to be a leader in any field, forward the conversation and advance the thinking that has already been done.

3. Say a lot about a little.

When you give multiple messages, you get diluted compliance.

This is a lesson we can all benefit from—speakers, team managers, leaders, even parents.

The hardest work is not running your mouth about every single thing you think. The hardest work is figuring out the one thing that needs to be said.

Consider, “What is the one thing I need to get across to my team, audience, reader, or child?”

Don’t say a little about a lot, say a lot about a little.

If you do that, I promise you’ll have much more success having your message heard and having your audience respond to that message enthusiastically.

-Rory Vaden

Executive Agent Magazine 17

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20 Executive Agent Magazine

Executive Agent Magazine 21

The Keys to Positive Change

I

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 selfimprovement 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, best-selling 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 22 Executive Agent Magazine

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 best-known title, You Can Heal Your Life, and started to practice catching and correcting the negative selftalk 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 800-704-FROG (3764) or email Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

Executive Agent Magazine 23

Know of a Realtor doing amazing things?

NOMINATE them to be our next ®

Executive Agent of the Month

EXECUTIVE AGENT MAGAZINE

Kerry Goodfield Executive Agent of the Month

®

Kerry Goodfield Helping You Find the Home You Love

W

hether Realtor® Kerry Goodfield is helping someone purchase a $500,000 condo or a $5 million estate, for her, real estate is all about relationships. A South Orange County native and third-generation real estate professional, Kerry is a topproducing agent at OCDreamhomes, where she has forged a reputation for service excellence backed by superior market knowledge.

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

Kerry’s professional path began in modeling and

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entertainment, which allowed her to travel the globe.

Upon her return to the States, she married and had a family. She was inspired to a career in real estate by her mother and grandmother, both of whom set examples as strong, professional women. They were each single mothers who raised their children while maintaining successful real estate practices. Growing up in Laguna Beach, Kerry loved attending open houses with her mother, exploring homes and imagining all the possibilities they possessed.

Kerry’s been in real estate since 2005 and joined the boutique real estate agency OCDreamhomes in 2012, and she has remained with the agency ever since. She says that Broker Teresa Mihelic is both the reason she chose OCDreamhomes and the reason she has stayed. “From the beginning, I loved her values and character as a broker.

She is a person who is hands-on, and for my clients, it’s almost like getting two Realtors® for the price of one. If I’m not available, Teresa is always there to take a call for me. The company’s website is marketed around the world, so anyone looking for a home in Orange County can see my listings.”

After years of exceptional service and relationship building, Kerry’s practice is made up almost entirely

of referral and repeat business. In part, she attributes her success to the work ethic and values she learned from her mother. “The things I learned from her are to work hard and to treat people with honesty and respect.

Work ethic is something I’ve noticed that many people out there don’t have. My clients are so important to me. I make sure they find what they’re looking for and always get top dollar for their homes. I’ve never not sold a listing or had a client I could not find a house for. My philosophy is to take the happy approach. My mom always had a twinkle in her eye and has gone through so much with a great attitude. I try to be like her. I don’t want my clients to know about the drama behind the scenes. I will deal with the punches. I got that all from my mom.”

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“My purpose is to help people find their dream home.”

Day or night, clients can count on Kerry to answer her phone. Clients quickly become friends, and Kerry is fully committed to ensuring that their real estate experience is as smooth and stress-free as possible. “My purpose is to help people find their dream home, and even though it is exciting, it is also one of the biggest decisions they will make. And sometimes, a sale is happening at that hardest time in someone’s life, if they are going through a divorce or a death. I get close to my clients, and I treat each one like they are my only client. I take the stress out of a transaction from prepping the house for sale to packing and moving.

I want them to feel excited about their new house, even if circumstances are not the best.”

Kerry has a great eye for design and renovation, and she is a valuable resource to clients when it comes to making a house the home of their dreams. She also advises investors on which improvements will yield the highest returns. “I’m good at seeing spaces, where to take down walls and what a house could be. I have lots of crews and people I’ve used in the past who are great to work with. You don’t need to

Executive Agent Magazine

pay that extra $500,000 for a finished house when you can spend $100,000 and get the same result.”

In a market where inventory is limited, Kerry is creative about finding homes for her buyers. Her connections in the community and superb reputation among her peers often open doors to off-market properties that others do not have access to. One colleague stated, “Kerry, it was a pleasure working with you. I appreciate your honesty, amazing communication and dedication to your trade. I hope to work with you again.”

Family is most important to Kerry, and real estate has granted her the flexibility to be present for her three children. “I want to lead by example for my children in how hard work pays off. I’ve done really well in the industry because I don’t stop. But I still make time for my kids. I never felt growing up that my mom wasn’t there for me. Somehow, she had enough time to be there for all five of us and still do well enough in real estate to raise us in a very expensive area.”

More than ever, people are reminded of the value of home. “Home is where many people spend most of their time now. I want to help them find a place where they

feel happy. If I can be part of finding that happiness for someone, that’s what matters to me. Home is your sanctuary, and it should be a place you love.”

Executive Agent Magazine

Kerry Goodfield OCDreamhomes Tel: 949.310.5780 Email: kgoodfield@cox.net Web: www.ocexecutives.com DRE # 01478812

Exquisite Newport Heights Estate 534 Catalina Drive, Newport Beach, CA

Gorgeously remodeled throughout, this exquisite property exudes elegance. With a flowing open floor plan spanning approximately 3636 sq ft, the home presents a chic yet comfortable esthetic, contemporary design & details, and loads of natural light and storage space. Located in the coveted community of Newport Heights, you’ll enjoy access to all the luxuries that make the local lifestyle one of the most desirable in the world.

Price: $3,795,000

John Stanaland DRE # 01223768 Tel: 949.689.9047 The John Stanaland Group john@johnstanaland.com johnstanaland.com 32 Executive Agent Magazine

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Panoramic Whitewater Ocean Views 1610 Pacific Coast, Huntington Beach, CA Fabulous Huntington Beach Oceanfront Location: Panoramic 180 Degrees of Whitewater Ocean Views from Huntington Beach Pier to Palos Verdes. Enjoy Views of Catalina Island and Gorgeous Sunsets from your Living Room, Master Suite, and Multiple Spacious Lanis. Just steps to the Sand and Surf across the street – And a short walk to the Pier, Dining, Shopping, and Entertainment including Main Street, Pacific City, and the Famous Huntington Beach Pier. This 3,800 Sq ft Estate completed in 2005 offers Mediterranean Architecture Encompassing 3 Levels. The Floor Plan is designed with 4 Bedrooms, 4 Full Baths, and an Elevator to All Three Levels. Attached 4 Car Garage, and Large Driveway provides Additional Private Parking. Live the California Lifestyle Everyone sees in the Movies and Dreams about. It doesn’t get any better!

Price: $4,000,000

Cary Hairabedian DRE # 00876519 Broker-Associate Re/Max College Park Realty Tel: 800.944.2441 Cary@SoCal.rr.com www.Cary4Homes.com Executive Agent Magazine 35

Entertainer’s Drea m 5737 Busch Drive, Malibu, CA This brand-new architectural residence is an entertainer’s dream. Gated, sleek, and spacious, & sensational backyard, with ocean views, gorgeous deck apx. 3,000 sf, and zero-edge Pebble Tec pool and spa. 4 bed | 5 bath. Offered at $7,750,000

Chris Cortazzo DRE # 01190363 COMPASS Tel: 310.457.3995 chris@chriscortazzo.com https://chriscortazzo.com 36 Executive Agent Magazine

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Cove Colony Beachfront Living 27050 Malibu Cove Colony Drive, Malibu, CA Experience breathtaking beachfront living in this coveted Cove Colony oasis, offering 4 bedrooms, 4 bathrooms, and 3,816 SF of sophisticated living space. During a 2005-2010 renovation, the home was thoughtfully revamped, using the best, high-quality materials. Guard-gated and secure, the home presents extraordinary views ranging from Palos Verdes to Point Dume. Past the new driveway, front landscaping, and courtyard sitting area, enter a serene atmosphere with glistening white oak floors, soaring ceilings, and a spectacular centerpiece: the Pacific Ocean. Through glass doors is a heavenly ipe view deck. The modern, open kitchen features Thermador appliances and custom cabinetry. A dining area looks out to the magnificent views. An additional wood deck is situated on the second level, along with two ocean front bedrooms, each with its own beautiful design elements. Enjoy an office, laundry room, bar, fireplace, 2-car garage, and abundant comforts. For those seeking immaculate natural beauty, you’ve arrived.

Price: $12,500,000

Sandro Dazzan

DRE # 01418033

t: 424.249.7040 | m: 310.435.7556 THE AGENCY Sandro@TheAgencyRE.com www.SandroDazzan.com Executive Agent Magazine 39

40 Executive Agent Magazine

Architectural Estate 3201 Thatcher Ave, Marina Del Rey, CA Presenting a stunning Architectural achievement newly constructed by luxury builders AJ Engineering whose iconic projects have been featured in numerous publications, including Architectural Digest. Sited in a premier location in the Golden Triangle near Abbot Kinney and minutes to the sand. A beautiful meld of design and finishes provide a home equally perfect for family living or entertainment in high style. Boasting an open floor plan and soaring ceilings throughout the interior is awash with natural light and affords tremendous volume enhanced by floor to ceiling walls of sliding Fleetwood glass doors. Outdoor and indoor finishes throughout are absolute first class, including white European oak floors, top of the line appliances in the gourmet eat-in kitchen, complete smart home technology and automatic window shades. A charming and spacious patio features a hot tub and is ideal for relaxed outdoor dining. Featuring an expansive upstairs lounge and 4 bedrooms and 5 baths including a luxurious and sensational master suite. At the end of the day relax and enjoy sensational views from the fabulous rooftop deck. A gem in the exciting and famed Silicon Beach tech hub and walking distance to shopping and some of the most acclaimed dining in Los Angeles.

Offered at $3,995,000

Bob Hurwitz DRE # 00526195

Tel: 310.477.8865 Bob@thehjc.com Executive Agent Magazine 41

Upscale Family Home

Rights! This Home is situated atop Fairway in the Summit area of Lake Arrowhead. Fall in love with this UPSCALE Family Home Lwithakedramatic Chef’s Dream Kitchen as a focal point for entertaining. Center Island with Granite Counters and Fireplace/Woodburning Stove. Stainless Steel Appliances! Step out to manicured, level, Lawn and Gardens. Irrigation System. Over 1/2 Acre of low maintenance splendor! 4 Beautiful Bedrooms. Children’s Wing is ideal with adjoining Play Room. Master Suite is magnificent with Glamorous Bathroom.

There is a Bedroom on the main level. Immaculate! Picturesque! This amazing outdoor entertaining space is wonderful for children to play or to perfect one’s golf game!! Level, easy entry into 2 Car Garage with shelves and brand new Epoxy flooring, opens to Kitchen! Central Heat and Central Air Conditioning. Excellent Commuter Location, just minutes to Double Lane Highway 18! Lake Arrowhead. $1,249,000.

Call or Text: (951) 741-7117

DRE# 01509039

•

Lake Arrowhead Office: (909) 337-2080

Website: CottagestoCastles.net • Email: info@Lynneonthego.com • YouTube Video: http://lynnebwilson.com/watch/

CedarRidge RidgeEstate Cedar Estate

a kind Property!

It glorious is glorious you will see!

Enter through a private arched Gate over Bridge Main Residence where nene of of a kind Property!

It is as as you will see!

Enter through a private arched Gate andand over thethe Bridge to to thethe Main Residence where OatOatfirst first glance, takes you back a European moment ‘era gone by’!

The whimsical Chimneys adorn roof peaks you cannot glance, takes you back to to a European moment of of anan ‘era gone by’!

The whimsical Chimneys adorn thethe roof peaks andand you cannot wait inside!

While stately, gracious interior feels warm inviting.

3 beautiful Bedroom Suites.

Guests stay 3 Bedroom, wait to to getget inside!

While stately, thethe gracious interior feels warm andand inviting.

3 beautiful Bedroom Suites.

Guests stay in in thethe 3 Bedroom, 2 2 Bath, Kitchen, Dining Area, Living Room with Fireplace Deck separate Guest House!

Within Main House there a Library with Bath, Kitchen, Dining Area, Living Room with Fireplace andand Deck separate Guest House!

Within thethe Main House there is ais Library with Fireplace, Family Room with Fireplace, Sun Room.

Entertaining Lounge Screening Room charming Wine Tasting Cellar.

The Kitchen Fireplace, Family Room with Fireplace, Sun Room.

Entertaining Lounge or or Screening Room andand charming Wine Tasting Cellar.

The Kitchen is the focal point offers every Chef’s Dream amenity.

Formal Dining Area seats Exquisite Living Room.

There a huge Conference is the focal point andand offers every Chef’s Dream amenity.

Formal Dining Area seats 10.10.

Exquisite Living Room.

There is aishuge Conference Room with private entry!!

4 Car Garage.

Includes Pontoon Boat and Dock.

Mostly Furnished!

You will love this Property! $3,700,000.

Room with private entry!!

4 Car Garage.

Includes Pontoon Boat and Dock.

Mostly Furnished!

You will love this Property! $3,700,000.

DRE# 01509039 DRE# 01509039

Call Text:(951) (951)741-7117 741-7117 • • Lake Lake Arrowhead Office:(909) (909)337-2080 337-2080 Call oror Text: Arrowhead Office: Follow Facebook and Instagram:Lynnebwilsonandassociates Lynnebwilsonandassociates Follow usus onon Facebook and Instagram:

West Solana Beach Masterpiece 553 Glencrest Drive, Solana Beach, CA Live Well, Work & Play…Custom built West Solana Beach masterpiece offers award-winning interior designer elements that marry modern architecture, chic luxury finishes with minimalist layout and indoor-outdoor lifestyle. Ideally located west of I-5 freeway, steps to Annie’s Canyon Trail, minutes from great schools, 101 / Cedros Design Districts and pristine Solana Beach surf spots. This wide-open floor plan connects all living spaces to the La Cantina doors which fold back to expand the living areas to the outdoor fire pit and cooking areas. Thoughtful use of the 12,100 sq ft yard creates a large fully lit turfed play area, large enough for a mini soccer game or incredible opportunity for a pool oasis, multiple garden beds and citrus trees, a perfect blend of entertainment and play area. Recently built outdoor surf shower stall and 4-hole turf putting green in the front courtyard round out the exterior amenities. The lower level is finished with white oak wooden floors throughout the 3 bedrooms (one ensuite), both living areas and dining area which offers built in walnut buffet, U Line wine refrigerator, ceiling mounted speakers, and Johnathan Adler chandeliers from Lumens. The kitchen, which has been featured in multiple interior design publications, blends rich wood tones and natural stone, custom walnut cabinetry thru-out, white metro marble subway tile back-splash, Blanco Silgranit Sink, quartz counter-tops around outside & Virginia Black Satin counter-top at island, SS Thermador appliance package and a built in Miele espresso machine, appliance garage and a walk-in pantry secured by a custom solid wood barn door round out the kitchen finishes. Follow the floating staircase to the master quarters with adjoining office set for two workstations that leads to a spa inspired master bathroom with dual shower heads, Blu Bathworks bathtub, finished with lava stone & mini wave mosaic tile, white porcelain flooring, quartz counter-tops and glass back-splash, and a sizable custom built in closet that connects the bathroom and the large master suite, which offers an abundance of windows and a southwest orientation for brilliant lighting throughout the day. This custom residence balances, location, elegance, simplicity, and style into a social yet grounded lifestyle in one of the best communities in San Diego County.

Offered at $3,795,000 44 Executive Agent Magazine

Gary Massa

DRE # 01790900

Massa & Associates Real Estate Group eXp California Realty, Inc. 848 Prospect St. La Jolla, CA 92037 Tel: 760.279.8998 team@massarealestategroup.com itsyourmovesandiego.com Executive Agent Magazine 45

Estate Beaut y With Stunning Views Beautiful estate sized property, situated on 2.92 acres, in the coveted gated community of Fairbanks Highlands.

Private home with stunning views. This is a single story home with 3 bedrooms, 3.5 bath, as well as a full sized office and bonus room. Each bedroom has a walk-in closet and full bathroom. You are welcomed by a gated courtyard entry with a beautiful fountain. Property features a gorgeous kitchen with custom cabinetry, large custom outdoor BBQ, gas fire pit, sparkling pool / jacuzzi, large backyard, fireplaces in both living room & family room, high ceilings, recess lighting, dual pane windows, custom shutters, multiple french doors, as well as a spacious 3 car garage. 14007 Caminito Vistana, San Diego, CA. Offered at $2,850,000

Carolein Toma

DRE # 01998832

Big Block Realty 2820 Camino del Rio S #314 San Diego, CA 92108 Tel: 619.792.8757 CTsellsSD@gmail.com 46 Executive Agent Magazine

Executive Agent Magazine 47

Prospecting T

imes are tough – but as an old adage reminds us, “when the going gets tough, the tough get going.”

In business, a good salesperson knows how to ride economic waves. They know exactly how to take a group of leads and build them into a loyal base of customers and clientele who return time and again for products and services; who bring in referrals; and who increase the potential to close a sale by as much as 500%.

A Positive Mindset Generates Positive Actions Most salespeople are driven by commissions. So imagine if they viewed every person they encountered as a prospective client. Merriam-Webster’s Dictionary defines client as “a person who pays a professional person or organization for products and services, a person who engages the professional advice or services of another, and one that is under the protection of another.”

If salespeople viewed every person they met as a client – someone under their care who seeks professional advice and products or services – the potential for sales would increase dramatically. This seemingly simple change in mindset and attitudes makes a world of difference in sales, commissions, and profits.

Creating a mindset that perceives every individual who comes into a business as a client is one of the first steps in driving sales and increasing commissions and profits. However, it is a proven fact that when a client comes into a business and specifically asks for a particular salesperson, the closing percentage skyrockets.

To achieve this, salespeople must know how to prospect.

Prospecting – Reviving A Lost Art Prospecting has three primary results: an appointment for an immediate sale; referrals to new prospects actively looking to buy, and creating future prospects. Successful prospectors know that while there are many approaches, the best methods are in-person (personal), telephone, and written communication.

Yet today, most salespeople don’t have the first idea about how to prospect successfully.

This is where managers, as the coaches and leaders, come in. The first step is to focus the team on the overall goal – changing the variables they control, beginning with 48 Executive Agent Magazine

driving traffic – and then to change their mindset.

Develop a game plan and create opportunities for the team to practice, play and win. It’s like Vince Lombardi says, “Practice does not make perfect. Only perfect practice makes perfect.”

• The importance of team. Think of a professional football team. They practice for hours at least five days a week to play a single, one-hour game. The team who wins is not always the biggest, fastest, or best, but the one who goes in with a well-rehearsed game plan and then executes it. Practice, Play, and Win. • Change the mindset. Teach the team to prospect – 24 hours a day, 7 days a week, and yes even in your sleep.

Take them out into the field and train them. Then be sure the team views each individual who enters the business as a customer with the ability and intent to purchase.

• Assign a dollar value to each customer. Every potential customer who comes to the business has the power to increase your paycheck along with the company’s gross.

Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. It’s this trust that allows clients to rely on the salesperson for advice, and allows the salesperson to secure more referrals and sales.

The bottom line is, prospect, prospect, prospect – every single day, not just when the business is bad or down. Prospecting needs to become an automatic reflex, like breathing, an act that happens successfully and continuously.

With a positive mindset, a view toward the future, and the right training, salespeople will understand the need and will continue to prospect for opportunities and loyal clientele, regardless of how business is doing.

Richard F. Libin is the author of the book, Who Stopped the Sale? and president of APB-Automotive Profit Builders, Inc., a firm with more than 43 years experience working with both sales and service on customer satisfaction and maximizing gross profits through personnel development and technology. He can be reached at rlibin@apb.cc or 508-626-9200 or www.apb.cc. (www.whostoppedthesale. com).

Executive Agent Magazine 49

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

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

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