EXECUTIVE AGENT MAGAZINE - LOS ANGELES/SAN GABRIEL VALLEY, JULY 2021

®

AGENT MAGAZINE

Erik Ruiz

Executive Agent of the Month

E x e c u t i v e A g e n t M a g a z i n e - L o s A n g e l e s / S a n G a b r i e l V a l l e y - J u l y, 2 0 2 1

EXECUTIVE

Gabriel GabrielGarza Garza

Branch BranchManager Manager| |Mortgage MortgageAdvisor Advisor NMLS-208008 NMLS-208008

c:c:(323) (323)819-3660 819-3660 ggarza@financeofamerica.com ggarza@financeofamerica.com Edward EdwardAguirre Aguirre

Maria MariaRosa Rosa

Melody MelodyGomez Gomez

NMLSNMLS485364 485364

NMLSNMLS485314 485314

NMLSNMLS259837 259837

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

c:c:(323) (323)422-7752 422-7752

Phillip PhillipJohnson Johnson Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor NMLSNMLS255343 255343

c:c:(951) (951)217-4619 217-4619

Rufina RufinaGuinto Guinto Mortgage Mortgage Advisor Advisor NMLSNMLS294533 294533

c:c:(626) (626)993-4126 993-4126

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor c:c:(323) (323)353-5352 353-5352

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

c:c:(213) (213)926-5137 926-5137

Diane DianeAvina Avina

Patty PattyFonseca Fonseca

NMLSNMLS382664 382664

NMLSNMLS255279 255279

Mortgage Advisor Mortgage Advisor

c:c:(562) (562)244-6340 244-6340

Mortgage Advisor Mortgage Advisor

c:c:(323) (323)697-9695 697-9695

Dan DanVillarreal Villarreal

Marie MarieBawe Bawe

NMLSNMLS340045 340045

NMLSNMLS1514419 1514419

Mortgage Mortgage Advisor Advisor

c:c:(562) (562)718-0409 718-0409

Mortgage Advisor Mortgage Advisor c:c:(310) (310)658-1031 658-1031

Marlene MarleneDamian Damian

Modesta ModestaGarcia Garcia

Ashley AshleyGarza Garza

NMLSNMLS484173 484173

NMLSNMLS1518436 1518436

NMLSNMLS1799019 1799019

Mortgage Mortgage Advisor Advisor

c:c:(626) (626)536-1195 536-1195

Mortgage Mortgage Advisor Advisor

c:c:(661) (661) 301-0705 301-0705

Julie JulieDahleen Dahleen Mortgage Mortgage Advisor Advisor NMLS– NMLS– 305020 305020

c:c:(661) (661)319-8416 319-8416

Mortgage Advisor Mortgage Advisor

c:c:(808) (808)463-2319 463-2319

Daniel DanielRamirez Ramirez Reverse Reverse Division Division Mortgage Advisor Mortgage Advisor NMLSNMLS814732 814732

c:c:(323) (323)213-0644 213-0644

Give Giveour ourexperienced experiencedlenders lendersaacall calltoday! today! ©2019 ©2019 Finance Finance of of America America Mortgage Mortgage LLC LLC is is licensed licensed nationwide nationwide | Equal | Equal Housing Housing Opportunity Opportunity | NMLS | NMLS IDID #1071 #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, 5, Horsham, PAPA 19044 | (800) 355-5626 | AZ Mortgage Banker License (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building Horsham, 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed byby thethe Department of of Business Oversight under thethe California Residential Mortgage Lending ActAct | Georgia Residential #0910184 | Licensed Department Business Oversight under California Residential Mortgage Lending | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed byby thethe N.J. Department of of Banking and Insurance | Licensed Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed N.J. Department Banking and Insurance | Licensed Mortgage Banker -- -NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

Mortgage Banker NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

This document is is provided byby Finance of of America Mortgage.

Any materials were notnot provided byby HUD or or FHA. It It has not been approved byby This document provided Finance America Mortgage.

Any materials were provided HUD FHA. has not been approved FHA or or any Government Agency.

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Cover Story Erik Ruiz Executive Agent of the Month Award-winning Realtor® Erik Ruiz brings more than 20 years of experience to helping people from first-time buyers to seasoned investors navigate the real estate process.

25 Featured Professionals

08 Fabian Garcia CENTURY 21 Realty Masters 4 Executive Agent Magazine

14 Escrow Options Group Company Profile

Content

July, 2021

EXECUTIVE

4 Ways to Declutter Your Mind -John AddisonLike a Pro -Steve Cook

AG E N T M AG AZ I N E

06

®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias

The Thinker Leadership Style -Dr. Tony Alessandraa Pro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

48

PROFESSIONAL PROFILES H.K. Wilson

3 Ways to Build Your Executive Presence -Simon T. Bailey Like a Pro -Steve Cook

12 Patterns Of Buying -Linda Brakeallke a Pro -Steve Cook

22 Work / Life Balance - Have It All -Matt De La Cruzng Like a Pro -Steve Cook

EDITOR Trudy Vanderhoff

20

It’s Healthy To Be Happy -Zig Ziglaratating Like a Pro -Steve Cook

18

CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com © Copyright 2021 Executive Agent Magazine. All rights reserved.

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

Executive Agent Magazine 5

4 Ways to Declutter Your Mind

I

n our world today, it’s easier than ever to be unfocused.

So many people are attracted to their distractions, staring at their phones and allowing crazy stuff to fly into their brains in a steady stream of clutter.

If you really, truly want to achieve your biggest goals, it’s so important that you work hard on decluttering your mind. Here are four ways to do that.

1. Focus.

What you focus on grows. That is an absolute fact. So do a real inventory. Be aware of what’s going on inside your brain.

People today are trying their absolute best to be aware of what they eat—probably more so than at any point in my lifetime. They want organic choices and they want healthy food. But at the same time, they’re allowing so much junk into their minds.

Look at something going into your mind the same way you look at something going into your stomach. What are you spending your time on? Are you spending all day staring at the news, feeling like the world’s going to hell in a handbasket? Do you follow 87 million people on Twitter so that every second you’re digesting random thoughts from some crazy stranger?

Be careful what you’re allowing into your brain. Focus on what you’re inputting.

2. Tune out the noise.

Just as important as what you listen to is what you don’t listen to. Look at all the things coming your way and ask yourself, Is this really doing anything for me or making my life better? If the answer is no, then stop getting it.

Don’t let it into your brain.

Being quiet is incredibly important. I believe everybody needs quiet time—meditation time, reading time, prayer time. Everybody needs a sanctuary, a place they can go to just be quiet, be still and just be. To think about what you’re thinking about. To ask yourself, What can I tune out?

3. Control your activities.

Everyone is busy, but are they getting anything done?

What are you spending your time on?

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Executive Agent Magazine

Don’t mistake activity for progress. It’s easy to be busy.

It’s easy to be overwhelmed. It’s easy to have people pull you in too many different directions. But the question is this: Are those things moving you toward a worthy, longterm goal? You need to look at where you want to get to, what it is you want to accomplish, what you want to do in your life. Then you need to be honest about whether your activity and actions are congruent with reaching that thing. If they’re not, make a change. Spend time on the activities that will help your overall progress and growth.

4. Keep it simple.

I heard Nick Saban, the head football coach at the University of Alabama, speak one time, and he said the one thing he constantly asks himself is, What’s the most important thing right now for the continued success of my program? And is that what I’m doing? He checks in daily with himself to make sure he’s not wasting time on things that have nothing to do with what’s important now.

Keep it simple and focused. You must eliminate silly distractions, anything that pulls you from that main thing.

To me, the most successful people are the most focused on singular, straightforward goals. They are the people who are very good at rising above the noise and getting clear in their head about what it is they want to accom plish. They don’t allow life and all its noise to overwhelm them. They don’t let negative, frustrated, whiny people control how they think. They focus on keeping the main thing the main thing.

With these steps, you’ll start to get rid of that clutter in your mind that’s keeping you from getting where you want to go. You can get there. But you’re in charge of how you do it.

John Addison is the Leadership Editor for SUCCESS and the author of Real Leadership: 9 Simple Practices for Leading and Living with Purpose, a Wall Street Journal and USA Today best-seller. Renowned for his insight and wisdom on leadership, personal development and success, John is a sought-after speaker and motivator. Read more on his blog, and follow John on Facebook and Twitter.

Executive Agent Magazine

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EXECUTIVE AGENT MAGAZINE

Gabriel Garza

Branch Manager | Mortgag NMLS-208008

c: (323) 819-3660 ggarza@financeofamerica.

®

Written by H. K. Wilson

Edward Aguirre

Maria Rosa

NMLS- 485364

NMLS- 485314

Mortgage Advisor Fabian Garcia

Sales Manager Mortgage Advisor

c: (323) 422-7752

Sales Manager

c: (323) 353-5352

Knowledge and Experience Yield Big Benefits

Phillip Johnson

Diane Avina

Sales Manager Mortgage Advisor in the nuances of land, commercial real estate NMLS- 382664 Mortgage Advisor c: (562) 244-6340 NMLS- 255343 and multi-unit properties, and over the years he c: (951) 217-4619 has represented such notable clients as California State University, Los Angeles; Midnight Mission of Los Angeles; and Manheim auto auctions. A longtime investor himself, he is personally skilled Dan Villarreal Rufina Guinto at improving, leasing and managing income propMortgage Advisor Mortgage Advisor erties, making him an invaluable resource NMLS340045 to clients NMLS- 294533 in every sector of the market.c: (562) 718-0409 c: (626) 993-4126 Whether someone is a first-time buyer or an experienced investor, Fabian prioritizes communication at every stage of Modesta a transaction.Garcia At the Marlene Damian start, he asks detailed questions in order to fully Mortgage Advisor Mortgage Advisor understand his clients’ needs and1518436 objectives. He NMLS- 484173 NMLSc: (626) 536-1195 c: (661) 301-0705 then provides thorough explanations about the process so clients are fully aware of what to expect along the way. And as the transaction progresses, Fabian’s regular follow up puts his clients at ease.

“I think people feel comfortable when they can see the value of my experience and they know they’re talking to the right person,” Fabian says. “I’m there when they need me.”

Give our experienced lenders a

I

©2019 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opp (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355 Fabian’s many five-star reviews include comments #0910184 | Licensed by the Department of Business Oversight under the California Residential Mo from several experienced real estate investors Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by thewho N.J. Departme Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lenderwith | Massachuset explain why they have chosen to do business This document is provided by Finance of America Mortgage. Any materials were not provided by H him for many years. One am a seasAgency. oned FHAstated: or any “I Government

n a successful real estate transaction, there is no substitute for knowledge and experience. And when it comes to these attributes, few professionals are equal to Fabian Garcia, award-winning Realtor® at CENTURY 21 Realty Masters in Montebello. Fabian has been recognized as a top 10 agent by the Montebello Board of Realtors® and has been honored as one of the top 250 Latino agents by the National Association of Hispanic Real Estate Professionals. For more than 30 years, he has represented families, investors and institutions in the purchase and sale of real property, and he is known for protecting his clients’ best interests while working tirelessly to help them achieve their goals.

Fabian’s comprehensive real estate practice includes more than just single family homes. He is well-versed

investor of 20 years. Fabian is trusted, loyal, knowledgeable, experienced expert in real estate. He has represented and sold many, many homes and real estate for my business. He has an excellent team he works with and is very reliable. Fabian is a professional whom I refer to my family and friends for all real estate business. I am always confident when using Fabian.”

Another said: “Being in the real estate business for 40 years, I have to say Fabian Garcia is one of the most honest and trustworthy Realtors® I have ever met. I appreciate that he gets in the trenches and fights for every honest dollar in the transaction. Fabian handles all aspects of the deal, such as furniture staging, landscaping and dealings with the contractor. I have listed and sold properties through Mr. Garcia, and every transaction has been a success.”

It does not take long to discover that one of the qualities that sets Fabian apart from others is his irrepressible positivity. “I keep hearing the word ‘mindset.’ Everything in life is based on how we think. For me, negativity is not an option. I come in every day positive and smiling, looking to help people buy or sell so they can move forward with whatever transition they are going to be doing. I don’t go to coaches or events to get my motivation. I know what I need to do, and I do it.”

Fabian says that finding balance for family is also a big priority in his life. He is a husband and father of six, three boys and three girls. He loves mountain biking and exploring destinations around California, as well as international travel. Despite his demanding schedule, he also finds time to give back to the community.

Fabian provides support to St. Jude Medical Center; the Wounded Warrior Project; the American Red Cross; and the Men’s Warehouse National Suit Drive.

This positive spirit helps Fabian to consistently get the best results for his clients. While he works as a solo agent, his sales volume matches that of many teams. He has worked hard to cultivate solid peer relationships over the years, and he says that his team of trusted industry partners makes it possible to successfully close so many transactions, among them, lender Melody Gomez at Finance of America Mortgage, Lorena Trujillo and Deanna Beltran at Lincoln Escrow and Robert and Ron at WFG National Title Company. “I use my bigger team to assist me if challenges come up,” he explains. “I’ve been in the business so long and do such a high volume, that they will assist me immediately. I’m always the initia l contact for clients, and then I send the task to the best person who can take care of it immediately and efficiently. It’s why I don’t need anothe r agent or an assistant, because I delegate in a tasteful way and don’t try to multi-task. I’m the communicator, and I make sure it gets done.”

As a lifelong real estate professional, Fabian has the expertise to guide his clients to the right home. He says, “My job is to protect your assets and protect you to make sure everything is in your best interests.”

Fabian Garcia CENTURY 21 Realty Masters 830 N Wilcox Ave, Montebello, CA 90640 Tel: 323-517-9225 – 323-997-1552 Email: fgreinvestment@gmail.com Web:https://fabiangarciarealestate.c21.com DRE #01004703

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3 Ways to Build Your Executive Presence

12 Executive Agent Magazine

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hat is the difference between an executive who takes hold of a room and one who doesn’t?

Presence.

“When great communicatio n ability collides with an authentic leader who has genuine heart for constituents and the organization’s collective aspirations,” says Ron Crossland, vice chair of Bluepoint Leadership, “we have individuals who have the potential to move from good to elite.”

I recently visited with one of those elite leaders—Paula Costa Bravo of The Hershey Company—because I was curious to find out how she navigated the dicey waters of the corporate world as someone relatively new in a leadership role. I asked her how she was surviving since her company’s recent layoffs.

She looked at me, and, without missing a beat, said, “It’s all about maste ring the intangibles and establishing an executive presence.”

During times of uncertainty, executives must transfer security and confidence to their direct reports, other departments, peers and customers, she said. Bravo went on to share three critical intangibles she’s learned—not in business school, but in the trenches: 1. Command the room.

When you enter a room, what is your posture? Your shoulders should be erect, not slouched. Your pace should be swift but not hurried. These subtle adjustments send a micro-message that what is about to transpire in this meeting is important.

Eye contact and a simple greeting are central to setting the tone for the meeting. And, when appropriate, an authentic smile loosens the tension in the room and invites everyone to relax as you proceed with business.

I remember years ago when one of my sisters told me, “Simon, you can always judge a woman by her black pumps.” She told me that if the heel is scraped and the shoes look run-down, it speaks volumes about how much a woman cares about herself and maybe even how she runs her business. The same goes for men.

This isn’t a new idea. If you haven’t already, check out John T. Malloy’s classic, Dress for Success, to get familiar with proper dress code.

Do you think how you dress impacts your attitude or approach to work? It, at the very least, does make a difference in how you are perceived.

3. Content flows from a congruent spirit.

When you master the intangibles, you discover the secret sauce: that success is about 60 percent presence, 20 percent visual and 20 percent content.

She said presence is the most believable—right, wrong or indifferent. But this doesn’t mean that you can slack off in preparing substantive content. Bottom line, a congruent spirit seeks to serve and give instead of force-feeding a message.

Executive presence is a daily choice. It doesn’t matter if you are a team leader, individual contributor, selfemployed or in transition. Just remember to think about how you are showing up every day. The intangibles create the foundation that establishes the brilliant difference you can make.

Simon T. Bailey is an international speaker, writer and personal transformation strategist. He is the author of Shift Your Brilliance: Harness the Power of You, Inc., and Be the SPARK: Five Platinum Service Principles for Creating Customers for Life. When he’s not working, he enjoys rooting for the Buffalo Bills (his hometown team).

2. Visual appearance speaks loud and clear.

Have you ever seen someone who always appears frumpy and disheveled? Someone who is smart and has a good work ethic, but always looks like a “hot mess”?

Executive Agent Magazine 13

EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

ESCROW

E

OPTIONS GROUP

stablished in 2005, Escrow Options Group. Inc. is an independent, full-service escrow firm committed to operational excellence and customer satisfaction.

Under the leadership of President Tara Johnson, the company has grown to 12 branch offices across five counties. Among its diverse team of 20-plus escrow officers and 70 employees, 9 languages are spoken. No matter where your business takes you, Escrow Options Group has a team nearby that is poised to close your real estate transaction with professionalism and precision.

But what makes Escrow Options Group a Southern California industry leader is more than its 800-plus years of collective experience and world-class service. It is the extraordinary team of professionals who share an ethos

defined by uncompromising ethical standards and the promise to serve each client as an individual.

During a pandemic and record-breaking year, VP of Marketing and Business Development Bernadette Kerkes says the team has maintained its customer service levels and preserved the outstanding customer experience the company is known for. “With this volume, we are fortunate to have the team we do. We’ve gained a lot of new clientele, and everyone has adjusted to maintain superior customer service. There is a lot of buzz about us in the market. I feel like it is a result of perfecting our craft while maintaining relationships. We don’t treat people like they are just another transaction. They are more than just clients to us.”

Escrow Options Group, Inc. Where Escrow Equals Excellence “We are busier than ever,” Tara adds. “A year ago, we could not have seen how the market would turn and blow up like it did. It’s been a challenge, but we’ve been able

officers that they have their teams behind them,” Tara continues. “That allows the personal touch to come from the escrow officers themselves. They communicate personally with every client on every transaction. It’s not an assembly line operation. Our clients have access to their escrow officer and open communication, whether they are the buyer, seller or Realtor®.”

Escrow Options Group’s three top-producing escrow officers shared their perspectives on what makes the company extraordinary.

to find talent to support us. Our escrow officers have adapted to this market to keep up with the amount of files.

Process flow is so important. Everyone here is doing a phenomenal job — it’s amazing and exciting to see!”

Teamwork is not just a byword at Escrow Options Group. Mutual respect and common goals galvanize this team for success. “It’s really important for our escrow

We set the bar for Escrow excellence by offering you more than just traditional escrow services. Adding value to you and your clients’ escrow experience is our goal. That’s why we offer so much more to you and your clients, at no extra charge.

Megan Priebe, branch manager and escrow officer in Mission Viejo, has 20 years of industry experience. She says she is motivated by working in a friendly environment where her accomplishments and contributions are acknowledged, which frees her to serve customers with a smile on her face. “It’s as easy as happy escrow officer/ employee, happy clients! I love being a part of helping individuals with the biggest financial investment they will make and making it seamless for them. To help make the experience enjoyable and not stressful is always a goal.”

Colleen Patino-Mackey is an escrow officer in Irvine South. She appreciates an environment of constant learning and improvement, enhanced by collegial relationships. She says, “I feel that Escrow Options Group is successful at recognizing the hard work of its team mem bers and valuing each individual for what they bring to the team. I crave perfection in every aspect of my life. Escrow

Options Group recognizes my desire to be my best and ventures to know how they can help me achieve that — making sure that I have the support needed via personnel, equipment and procedures to ensure that I can truly offer the best that is out there.”

Shastin Angel is an escrow officer and the branch manager in Huntington Beach. What stands out to her about the company’s culture is “feeling that we are all a family, knowing at anytime I can count on my immediate circle to help.” When asked what she loves most about her job, she said, “The best part for me is the next adventures that either the sellers or buyers are taking. To get to know the sellers and know the life they’ve had in the home and hearing about ‘what’s next’ is just so amazing. Then to have the new owners and hear the excitement they have for this new home and the plans to make it theirs — it’s most rewarding to know I got to be a part of that story!”

Experience The Best Escrow Option

With the pandemic, information security has become more of a concern than ever before. Escrow Options Group is SSAE certified and SOC compliant. It is the only escrow company whose escrow officers are trained annually by the FBI about cyber threats and wire fraud. “Even before the pandemic, one of our main priorities was to ensure information and funds in escrow are secure,” Bernadette says.

Escrow Options Group’s escrow officers and their support teams are present every day to help Realtors® do what they do best — sell real estate. “We want you, the agent, and your client to feel heard and safe to proceed,” Colleen says. “We have the procedures and certifications in place to protect your client, and we have the personnel to ensure that your client can have the information they desire. Whether this is their first transaction, 100th trans action, or anywhere in between — we will do all that we can to ensure that the process is seamless. And last, but not least, we have a team that enjoys what we do and where we do it.”

Escrow Options Group, Inc. 9901 Irvine Center Drive Irvine, CA 92618 Tel: 714-348-4718 Bernadette.kerkes@escrowoptions.com Web: EscrowOptions.com DFP#: 9632271

It’s Healthy To Be Happy

T

wisest man who ever lived, who observed that “A merry heart doeth good like a medicine.” There’s no question but that a cheerful spirit does wonders for your health.

Psychologists and physicians have long known that happy, cheerful people enjoy better health. It goes back several thousand years to Solomon, the

The question is, what’s the best way to be happy?

For a long time it’s been my conviction that others can give you pleasure, but the only way you’re going to be happy is to do things for other people.

Forest Tennant, M.D., says that serotonin, which is the “feel-good” neurotransmitter, normally hits the system full force at about ten o’clock in the morning.

he dictionary says that happiness is the “agreeable sensations which spring from the enjoyment of good. That state of being in which desires are gratified by the enjoyment of pleasure without pain.” Happiness is “positive pleasure or an excitement of agreeable sensations.” Mark Twain said that most of us are “about as happy as we make up our minds to be.”

18 Executive Agent Magazine

However, we can “jump-start” the flow of serotonin by doing something really nice for someone else.

It doesn’t have to be “earth-shattering.” A simple, sincere phone call to someone you know will do wonders for you and them. Just let them know you were thinking of them and wanted them to know how much you appreciate who they are and what they do.

Tell them how much their friendship means to you, how you admire them and that you just want them to know how you feel. It’s amazing how good you will feel about yourself when you pay a sincere compli-

ment to encourage someone else.

Think about it and pick up that telephone to encourage someone else with no thought of benefit to yourself and I will SEE YOU AT THE TOP. Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com.

Executive Agent Magazine 19

Work / Life Balance Having it all There are a many people that don’t believe that you can have both a successful career and successful life without sacrificing one or the other, this is simply not true. We all have the capabilities and the time to have abundance in our lives. The only way to do that is to plan it. Work / life balance is a concept including proper prioritizing between “work” (career and ambition) and “lifestyle” (spiritual / meditation, family, health, social, mental and financial). Related, though broader, terms include “lifestyle calm balance” and “lifestyle choices”.

Life is supposed to be in harmony that brings joy, happiness and fulfillment not destruction, destruction is stress, frustration, guilt or regret. If you were to look at each area of your life as a glass ball, except your career; which should be seen as a rubber ball and that you were trying to juggle all 7 at once. If you happen to drop your family, health or even spiritual ball they would break. If you dropped your career / job ball it would bounce back, in other words there are some things that you just cannot afford to drop. I have some ideas that may help remember no one gets more than 24hrs a day! plan and use it wisely.

5 keys for better Work / Life Balance: 1. Build downtime in your day - schedule time for family and friends. Date night with spouse significant other.

2. Drop unnecessary activities that drain your time and energy - time you spend surfing the web, social media sites, personal calls and checking your bank accounts.

3. Rethink your to do list - grocery shopping once a week, dry cleaners have them dropped off and picked up, hire a gardening service to do the yard work.

4. Get moving - get up early and get your workout done first thing, it will kick start your metabolism and give you the energy to get through the day.

5. Relaxation goes a long way - set a goal to leave the office 1 hour early once a week. plan on some one on one time with your children. Plan a 20-30 minute power nap daily, plan a 3 day weekend get away with your partner or just good old fashion communication.

- Matt De La Cruz Founder / CEO

20 Executive Agent Magazine

Executive Agent Magazine 21

Patterns Of Buying

T

here are four common types of buyers out there in buyerland:

1. The Impulse Buyer - sees it & buys it.

2. The Investigator - researches, studies, thinks and buys.

3. The Fooler - researches (for maybe a year) and then one day walks in and buys. Looks like The Impulse Buyer.

4. The Never Buyer-investigates, agitates, & procrastinates.

(Every salesperson’s nightmare!)

How do you identify who buys how? Ask questions.

You might ask the prospect directly or you might ask an assistant if the opportunity arises. “I noticed you just got a new phone system. How did that happen?” OR . . . “How did you buy your last car (or computer)?”

With just a little prompting, people will tell you how they decided they need new phones: • They got out the yellow pages, made three calls, listened to three presentations the next day and had the system in place the following Friday. (Style #1) • They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the phones installed. ( Style #2)

22 Executive Agent Magazine

• Did some of the B activities, then one day called and had the phones installed the following week. (style #3) • Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4) Once you know the buying pattern you can tailor your presentation and your expectations to that buying style.

The reason so many salespeople - in real estate, mortgages or widgets - get frustrated is because they expect faster decisions. Many people cannot make fast decisions.

Morgan Carter, the Chicago PR guru, says: “Frustration is a function of expectations.” If your expectations are appropriate, your frustration is diminished. Lower frustration means more energy and that equals more sales.

Investigate those buying patterns!

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall.

All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.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

Erik Ruiz Executive Agent of the Month

Erik Ruiz

Helping Families Make Real Estate Dreams a Reality

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

A

ward-winning Realtor® Erik Ruiz brings more than 20 years of experience to helping people from first-time buyers to seasoned investors navigate the real estate process. For Erik, real estate comes naturally, since he grew up in the business working alongside his father, Broker Arnulfo Ruiz. “He brought me into the

business, trained me and showed me everything that I know,” Erik says. “As a kid, I used to work for my dad cold calling, passing flyers and assisting at open houses. Being my dad’s assistant was the best education I could have had in real estate. My dad is my inspiration — even before he became a broker, he was always a top producing agent.”

A top producer in his own right, Erik is a knowledgeable professional who emphasizes communication throughout each real estate transaction. “I always answer my phone and return calls. I know that when you’re in escrow on

either side, it can be very stressful, so clear communication is priceless. Having that guidance is the reason why the public looks for an agent in the first place.”

Erik’s work ethic and insistence upon service excellence has helped him to maintain a successful real estate practice through all of the market’s ups and downs. He does not leave any outcome to chance. He identifies himself as a proactive agent, one who is committed to his clients’ success and will do whatever work is necessary to ensure that they achieve their goals. “Sometimes a family comes to me after they have been with an agent making of fers for months or a year and are still not able to find a house. Once they come with me, I will generally have them in escrow within a month. I’m very hands on, so if my client is motivated, I will get them into escrow.” Erik is always present with his clients when they look at a property, since he doesn’t believe in advising someone to buy a home that he hasn’t seen for himself.

Erik’s real estate practice is comprised of many repeat and referral clients whose trust he has earned over the past two decades. He has also inherited a number of longterm clients from his father, continuing the Ruiz family legacy of integrity and service.

Clients describe Erik as “quick in responding to my calls and concerns,” and “all around, a stand up guy.” A first-time homebuyer said: “Erik made this process so easy and stress free. He took the time to explain every detail to us to help us better understand and make us more comfortable in each decision. He was very patient as we took our time looking for houses until we found the perfect one. Couldn’t have asked for a better experience.”

A devoted family man, Erik has been married to his wife Marisa for 20 years, and they have three daughters. The eldest is beginning college at the University of La Verne. “We are thrilled about that because she is the first in our family to continue their education. My parents immigrated from Mexico and had no other option but to work. They taught us to work hard so that now the next generation has better opportuni ties in life. I am so grateful for that.” Erik and Marisa also have 11-year-old twins. “My girls are my motivation to grow.

I am surrounded by love and wouldn’t ask for anything else.”

Erik’s parents and siblings are also close by. “We’re a tightknit family, and we like to have cookouts and get all of our kids together.”

His big heart and emphasis on family inform Erik’ s approach to real estate. And working with the top real estate office in the region, Century 21 Realty Masters, Erik has the tools and support to help his clients achieve their dreams.

“Family is my reason to succeed — my family and my client’s family. Real estate is built around people and taking care of their needs. I take that responsibility very seriously, and when a buyer or seller hires me, I give them 110 percent.”

Erik Ruiz Century 21 Realty Masters 830 N. Wilcox Ave. Montebello, CA 90640 Tel: 323.490.9434 Email: erik.ruiz@century21.com Web: https://erikruiz.c21.com DRE # 01916546

32 Executive Agent Magazine

Chris Cortazzo DRE # 01190363

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

Casa di Pietra is a spectacular two-story beachfront villa with ocean, coastline, & island views and a gently sloping terraced path to beach. Private/gated down a long driveway, this architectural masterpiece with rough-hewn stone exterior by architect Doug Burdge, AIA, offers a gorgeous interior with vanishing glass walls that create a seamless indoor-outdoor space for entertaining. The main level offers an ocean view great room with double-height living room area with FP, dining area, ultra-sleek kitchen, billiard’s room, home theatre, & two en-suite bedrooms. A floating stairway ascends to a landing bridge that separates two ocean-view master suites, each with FP, deck, & spa-inspired baths, plus an add’l en-suite bedroom. A 2,500sf rooftop terrace with FP & fire pit sitting areas is ideal for cocktails, dining, & stargazing. The resort-style backyard includes a pool/spa, outdoor kitchen with BBQ & pizza oven, dining area, & grassy lawns. Ample guest parking & collector’s garage. 4 Bed, 4 Bath, 32852 PCH, Malibu, Ca. $24,500,000 Executive Agent Magazine 33

Tuscan-Style Oceanfront 675 Cliff Drive, Laguna Beach, CA

Recently remodeled and sitting right on the sand in Fisherman’s Cove, 675 Cliff Drive is a rare light Tuscan-style oceanfront property. Offering the very best of beachside living, you will find waves washing ashore, world-class dining, incredible art galleries and shopping. The spacious & meticulously-maintained property boasts multiple levels, five bedrooms, four and a half baths, open living spaces including a separated cabana-style studio. Embrace the ultimate indoor-outdoor coastal lifestyle in this oceanfront masterpiece, while enjoying a location that continues to rank as one of Orange County’s most desirable places to live.

Price: $9,500,000

John Stanaland DRE # 01223768 Tel: 949.689.9047 The John Stanaland Group john@johnstanaland.com johnstanaland.com

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Executive Agent Magazine 35

Private Tahitian Island of Motu Tane Just 10 minutes from the main island of Bora Bora, the private island of Motu Tane encompasses approximately 10 acres of sandy beach, tropical foliage and coconut groves all set against a mountainous backdrop. Owned by cosmetics mogul François Nars, Motu Tane consists of traditional thatched-roof Polynesian huts or “fares”, with 22 separate structures. Enjoy 2 luxurious suites comprise d of 2,500 square feet, each with a sunken lava bathtub, shower and dressing area, as well as panoramic views onto the garden, the beach, and the main island. Find 9 beach bungalows and 2 suites to accommodate up to 20 guests, a library with museum-quality Polynesian art and artifacts, a photography studio, a chef ’s dream kitchen and 2 staff quarters. The great room, encompassing about 2,500 square feet, is perfect for casual gatherings or formal entertaining with an adjacent dining area offering a hidden wet bar and 2 extra lar ge custom-made tables for up to 36 people, all surrounded by the garden. Designed by Christian Liaigre, the rooms feature custom-crafted furniture made from rare tropical wood and natural fabrics, and most bungalows have motorized screens which can bring the outside in and can offer shelter in case of excessive winds or tropical rains. $39,000,000

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Bob Hurwitz DRE # 00526195

Tel: 310.477.8865 Bob@thehjc.com

Executive Agent Magazine 37

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Custom Hillside ESTATE 2615 E. Wildwood Ranch Rd, Glendora, CA

The epitome of Luxury only begins to define this Expansive Custom Hillside Estate. This tranquil and very custom home is situated on a picturesque acreage enjoying complete privacy. A prepped lot is cleared and has versatile usage and would be perfect for the horse enthusiast looking to add Horse Stables, Corral or RV Garage. This unique home was carefully constructed to show many period details including ornate millwork, stained glass windows and plastered walls and molding throughout. No detail was overlooked as traditional architraves, skirting boards and picture rails add warmth to the interior. Discover craftsmanship so rare and detailed. Every beam was hand carved taking months to complete. Gorgeous formal Study showcases solid hand carved timber with a smooth gloss finish. The exposed timber beams throughout draw attention up. Classic design is prominently featured, including decorative ceilings, polished timber floors, ornate fireplaces and mantles, traditional architraves and skirting boards. Master Retreat comes complete with ensuite, spacious walk-through closet and French doors opening to the private balcony. Relax in the comfort of your open-plan interior living spaces, or step outside to your very own private garden terrace. An atrium courtyard enhances the serenity of the environment and a great retreat from the summer heat. Embrace absolute bliss as you cool off in the pool with spa and waterfall. Encompassed in lush mature landscaping that perfectly blends natural elements and beauty.

Find your perfect home in this well-kept, old world atmosphere grand period estate. www.2615Wildwood.com Offerred at: $2,890,000

Carl Capitano

DRE # 01078792

COMPASS 303 3rd Street # 200 Huntington Beach, CA 92648 Tel: 714.625.8767 carl@carlcapitano.com https://www.carlcapitano.com

Executive Agent Magazine 39

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Waterfront Access Point Loma Home 747 Rosecrans St. San Diego, CA 92106 One of San Diego’ s extremely rare elite waterfront homes with direct access to the San Diego Bay , this nearly 4,000 sqft executive residence boasts jaw-dropping crystal-clear daytime ocean views and sparkling city skyline lights as a backdrop at night. Situated in seclusion on Yacht Basin, live the San Diego lifestyle!

RECENTLY SOLD $2,842,100

Patrick Kappel

DRE # 02017034

Kappel Realty Group, Compass 655 W Broadway, #1650 San Diego, CA 92101

Tel: 858.699.6817 patrick.kappel@compass.com Executive Agent Magazine 41

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Panoramic Ocean & Catalina Views LAGUNA BEACH, CALIFORNIA

Designed by Mark Singer, an award winning architect recognized for his contemporary design with timeless qualities this custom home is located in the heart of Laguna Village! Breathtaking panoramic ocean and Catalina views, this 3,048 square foot home features a bright, open concept floor plan with high vaulted ceilings and natural infused lighting. A rare find with 5 bedrooms and a main floor with 2 ensuite bedrooms. The larger main floor bedroom could be enjoyed as a secondary master suite with a comfortable deck to gaze in the evenings at the romantic sunsets. Upgrades throughout include hardwood flooring, custom lighting and remodeled kitchen and baths. The lower level includes 2 generous ensuite bedrooms, baths and master suite with French doors leading to the private outdoor gardens. This is the best of coastal living and an amazing opportunity, minutes from downtown and Laguna’s sandy coves and beaches.

Virtual Tour: 837Manzanita.com fered Of at $3,195,000

Shauna Covington DRE # 00991380 Berkshire Hathaway Home Services

949.412.8088 direct shauna@shaunacovington.com http://shaunacovington.com Executive Agent Magazine 43

44 Executive Agent Magazine

De Luz Community of Temecula 42505 El Calamar Rd, Temecula, CA 92590

Located in the De Luz community of Temecula surrounded by Oak Trees, Groves, and a rare quiet blue line creek that runs year round. The private abode lives on apprx 10 acres with dozens of avocado trees and a family fruit orchard. The orchard groves behind the house are young tango fruit and have the potential to flourish in this soil. The main floor beholds the separated formal dining room, Master bedroom, two bedrooms, and two baths. The upstairs features two bedrooms, one game room with full bar, and a bonus room. Kitchen includes stainless steel appliances. The living room encompasses a floor to ceiling brick fireplace and flows out to a covered patio overlooking peaceful lush surroundings. Second pad toward the top of the property and a large stamped concrete entry. Endless Pool with under water treadmill over $70K upgrade. Room to expand the groves for future ventures. A great investment property for short term rentals.

Offered at $1,195,000

Josh Reef

DRE #01950745

Douglas Elliman Real Estate Tel: 310.728.9228 Josh.Reef@elliman.com JoshReef.com 150 El Camino Drive, Beverly Hills, CA 90212. 310.595.3888 © 2021 Douglas elliman real estate. All material presented herein is intended for information purposes only. While, this information is believed to be correct, it is represented subject to errors, omissions, changes or withdrawal without notice. All property information, including, but not limited to square footage, room count, number of bedrooms and the school district in property listings should be verified by your own attorney, architect or zoning expert. Equal housing opportunity.

Executive Agent Magazine 45

Bali Retreat Aruba is a unique vacation home inspired by South East Asia, featuring a resort-style pool amidst giant boulders, a cave, Buddha statues protruding from an imposing rock wall with waterfalls cascading into the heated indoor lap pool, private cinema, yoga pavilion, and a beach volleyball court.

BaliRetreatAruba.com IG & FB: @baliretreataruba Paraguana 7, Noord, Aruba BaliRetreatAruba@gmail.com

The Thinker Leadership Style

I

f You’re a Thinker...Your high standards are a twoedged sword. Your employees are inspired by your quest for excellence, but often they feel frustrated because they can never quite seem to please you.

valued. By learning to best respond to their interests and concerns, their strengths and weaknesses, you can get the most from your people as well as leave them more satisfied.

One of the best things you can do is lessen and soften your criticisms spoken or unspoken. You can seem so stern sometimes!

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.

Copyright© 1999, Tony Alessandra. All rights reserved.

This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996).

Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

Ease up on your need to control. Walk around and spend more time with the troops, chatting up people at the water cooler or in the lunchroom.

Wake up to the fact that you can have high standards without requiring perfection in each instance. That’ll take a load off your shoulders--and off your employees, too.

Whatever your style, being adaptable can help you to build bridges to your employees and make them feel

48 Executive Agent Magazine

Executive Agent Magazine 49

Growth, mentorship and culture matter, and NAHREP has allowed me to be a voice in my community while still succeeding in the industry.

No other organization provides you with a platform to excel in your professional or personal life as NAHREP does.”  O L I V I A C H AV E Z , S A N F E R N A N D O C H A P T E R

KEY PLATINUM BENEFITS UNIVERSAL MEMBERSHIP Entrance to any NAHREP national, regional or chapter events at the discounted member rate, particularly popular with members in concentrated markets.

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N A H R E P 10 O N L I N E C O U R S E Complimentary access to the 3-part NAHREP 10 online course, covering the wealth disciplines, principles of financial management, and public speaking skills.

ACCESS TO THE LEADERSHIP ACADEMY Eligibility to register and attend NAHREP’s exclusive leadership training, and become a part of an elite group of professionals.

P R I V AT E N E T W O R K I N G O P P O R T U N I T I E S Admission to private receptions at all NAHREP National events.

I N D U ST R Y D I S R U P T I N G C O N T E N T Key workshops, educational sessions, and webinars presented by industry leaders.

UPGRADE TO PLATINUM FOR ONLY $199 nahrep.org/join platinum@nahrep.org

Our Construction-to-Permanent loans are easier on their budget.

If your client’s heart is set on a remodel, a tear-down, or totally new construction, talk to us first.

Kinecta’s Construction-to-Permanent loan is an all-in-one option that saves them time, money, and hassle.

• Our credit union status lets us offer lower rates than most national banks.

• The loan amount is determined by a single appraisal of the future value of the post-construction home.

• As a locally based lender with portfolio underwriting, you both get answers fast.

• Plus, they can borrow up to $4 million with an up-front rate lock.

Contact one of our mortgage loan consultants today, and give your clients a better financing experience.

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

Kurt Olson Sr. Mortgage Loan Consultant & Construction Loan Specialist cell: 619.507.4642 efax: 310.727.8071 NMLS# 378459 kurt.olson@kinecta.org

Banks are for profit. Kinecta is for your client.

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

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