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EXECUTIVEAGENT MAGAZINE

Robert Attyah Cotier Properties

Maria Rosa Finance of America Mortgage

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EXECUTIVE AGENTS OF THE MONTH

Jesse Aguayo & Yvette Medina CENTURY 21 Powerhouse Realty

Professional Profiles

Robert Attyah

Maria Rosa

Cotier Properties

Finance of America Mortgage ExecutiveAgent Magazine

Los Angeles/San Gabriel - June, 2020

Editorials

E XECUTIVE AGENT

MAGAZINE

Negotiating Like a Pro -Steve Cook

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

ADVERTISERS’ INDEX A negative MIND will never give you a positive LIFE -Negative MIND

City of Hope..........................................................34 DAOR.......................................................................28

Finance of America Mortgage.........................2 & 25 Kinecta Federal Credit Union................................15 iPhotography Studio...............................................23

Invest in Yourself -Stacy Holder & Heather Seitz

NAHREP.............................................................................3 SRAR.................................................................................14

Ticor Title.................................................................36 VAREP.....................................................................29

Persistence -Dirk Zeller

Photography: iPhotography Studio, Michelle Fairless Photography, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2020 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Laughter -Zig Ziglar

30 ExecutiveAgent Magazine

E XECUTIVE AGENT

MAGAZINE

Maria Rosa Sales Manager / Mortgage Advisor Written by H. K. Wilson

s a Sales Manager and Mortgage Advisor at Finance of America Mortgage, Maria Rosa is passionate about helping families move their dream of home ownership forward. Born in Nicaragua, Maria’s parents immigrated to the U.S. when she was a baby. She watched them struggle to learn English and integrate into American culture. Her father eventually became a Realtor®, which further enhanced Maria’s appreciation for the American Dream. When Maria earned her bachelor’s degree in business finance from California State University, Long Beach, he recommended that she enter the mortgage side of the industry. Maria began her career as an assistant to a top-producing loan officer during the boom market of the early 2000s. After a year of intensive experience, she became a licensed loan officer in her own right. “I fell in love. I liked that people were coming to me for help. It’s not like trying to sell something to them. I’m helping with their dream.” After excelling at several notable financial institutions, Maria joined Finance of America Mortgage in 2017, where she reunited with branch manager Gabriel Garza and other team members who had worked well together at other firms. “My assistant has been with me for over 10 years, and there are a lot of familiar people here who have all worked together at previous companies. Our office has a great team vibe. We all have the same common goal to try to help people. We all have the same urgency where the client is our first priority, and we help each other succeed so the client succeeds.” As a sales manager, Maria participates in recruiting and hiring new Mortgage Advisors, and she says she

is looking for individuals who have the same customer-focused mission as the rest of the team. “It’s not about just closing the deal,” she says. “This is a relationship business, and we take that very seriously. The majority of our Mortgage Advisors do a lot of purchase business, and you only get the referral when people trust you. Our reputations are very important. We only want people who are very honest and take the initiative to get educated. We constantly keep up with all the new program guidelines, since those fine details can make or break your deal.”

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Finance of America Mortgage is known for its wide array of loan programs and make-sense approach to underwriting. Maria and her team are well-versed in down payment assistance programs currently available in the California marketplace, and they are committed to making the American Dream possible for families who thought they couldn’t become homeowners. “There are a lot of people whose credit and work history might be great, but they don’t have enough savings to purchase a home. I like to present them with -these options. A lot of companies don’t like to do these loans- because they feel they’re not profitable. But we want to do what’s best for the client. We don’t exclude those beautiful 20 percent down loans, but we take pride in knowing how to do these specialty loans and the relationships we create along the way.” Maria also gives back to the community by educating people about credit so they are better prepared for home ownership. -

Maria says she still remembers how nervous she was when she purchased her first home, and that experience inspires her compassionate approach to home lending. “I wondered if I was really able to afford it. I take myself back to that and have that empathy for -my clients. Purchasing a home is nerve-wracking time for -anybody. They come up with questions at all odd times and want answers. I think my clients appreciate that I’m always available to educate them and give them peace of mind. They can count on me to tell them what to expect and then follow through. I take it all very personally, and I can’t sleep at night if something - is not going right.”

knowledge made this entire process go as smooth as possible.”

- described her as “experienced, timely, Another accurate, mindful, and overall a good person that helps and understands her clients. Friends and family have been her customers, and you can thank me later when you work with her!” Maria is married with two daughters, and she and her family love to explore the world and other cultures.- Most recently, they visited Shanghai - and the Great Wall of China. “My family is very important to me,” Maria says, “and that’s why when I’m helping these families, it means everything to me. I understand how amazing it is to be able to build wealth through home owner- for your ship. It means being able to provide stability kids. Many people think it’s impossible to do this, and I encourage them to reach out to a professional that can guide them. There is no charge to help counsel them, but they have to take that step to reach out. When they do, we’re ready to help them.” -

Maria Rosa – Sales Manager / Mortgage Advisor NMLS # 485314 Finance of America Mortgage 13200 Crossroads Pkwy. N., Ste. 325 City Of Industry, CA 91746 Tel: 323-353-5352 Email: mrosa@financeofamerica.com Web: www.FOAmortgage.com/mrosa

Maria’s clients give her the highest praise for going above and beyond to help them through the loan process. One said: “Maria provided us with high quality customer service. She was very detailed and always available. Her sincerity and work ethic made us feel like we were truly valued. Her experience and

ExecutiveAgent Magazine

Persistence

was asked recently what the one skill is that a REALTOR® needs in order to be successful. That was a tough question. The one skill…I thought about it over and over. There are so many skills Agents need to be successful. We have to have good presentation skills, marketing skills, negotiating skills, objection handling skills, technology skills. Then it hit me. All those skills pale in contrast to this one: Persistence. It is the one skill that will make up for our deficiencies in all the other areas. It will allow us to win in life no matter what obstacles that are placed in front of us. Calvin Coolidge our 30th president said it very well. “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Geniuses will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” It truly is a noble skill to have the ability to move forward when everything around you is collapsing, meeting the challenge head on and grinding through the competition. We are all professionals or we aspire to be a professional. The definition of a professional is someone who does something even when he doesn’t feel like doing it. Many of us know what we need to do; yet we don’t do it. We spend our time looking for the one step that will change our life, rather than using the path of persistence to win. We look around for the magic answer that will solve all our problems. Do you realize that over 80% of the late night infomercials are centered on “get rich quick or lose weight instantly”? We live in a liposuction society where we want abundance-yesterday. We don’t want to do the diligent, persistent work to achieve success. My friend Zig Ziglar has a great line. That is: “Life is like a cafeteria. First you pay then you get to eat.” It’s not a restaurant where you sit down, get served and get your fill. When you are full and satisfied, then the bill arrives. You have to pay before you receive the reward. Persistence is crucial to ultimate success in life. To learn the skill of persistence you must first learn to persist in the little things. The first step for mastery of persistence is the ability to decide, and have the clarity of decision that you will do it or else. Start with persistence in your eating habits or workout habits. You could even just select one thing or task you need to do today. Then make sure you complete it before the end of the day. Don’t ever end your day before you get it done. 8

We often select too many things or set the bar too high too early. This will cause us to fall short, and the negative self-talk will begin. The journey to run a marathon begins with a walk around the block. Start with the walk around the block, and in a few days go twice around. Then in a week you can do 4 times around. By the end of the month you will be able to walk a mile. The process in business is the same. Start with calling a few past clients or sphere of influence. Call 5 people a day. You don’t need to do 4 hours of prospecting. That’s like running a marathon without training. If you managed to actually do it, which would be rare, you would be so sore and tired and spent. You would be worthless for a week. Build the skill of persistence. The best technique to learn persistence is to just start. The truth is, it’s the start that stops most people. Just beginning is the biggest barrier for everyone. Getting your sneakers on and stepping on the treadmill or picking up the phone the first time is never as bad as our mind makes it out to be. Once you begin, you pick up momentum and that positive self-talk of accomplishment. My father taught me a saying many years ago. It is a saying about persistence. It’s a saying that exemplifies his life. Once a task has begun Never leave until it’s done Though the task be great or small Do it well or not at all. Persistence is by far and away the skill that we need to master. It is the one skill that guarantees success in both your personal and professional life. There is no substitute. Remember it is the start that stops most people. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, selfstudy programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www. RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com; http://www.FrogPond.com.

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E XECUTIVE AGENT

MAGAZINE

Robert Attyah Written by H. K. Wilson

native of Santa Monica, graduate of USC and lifelong real estate entrepreneur, Robert Attyah is a true SoCal original. As broker and co-founder of Côtier Properties Group at Nationwide Real Estate Executives in Irvine, he stands by this promise to his clients: “I’ll do whatever it takes to ensure their success in the purchase or sale of real estate.” Robert is a third-generation investor who learned the intrinsic value of owning real property from his enterprising father and grandfather. He obtained his broker’s license early in his real estate career, and he and his father parlayed a chain of Southern California bowling alleys into a substantial commercial portfolio. Over the course of several decades, Robert acquired property in seven states, and with it, the experience to help his clients prosper in real estate — regardless of market trends. From luxury residential to commercial and industrial acquisition, sale and development, Robert is Southern California’s resident expert on all things real estate. While Robert’s real estate expertise is unrivaled, it is often his warm personality and hometown relatability that draw others into his professional orbit. “My forte is people,” he says. I get along with all kinds. I teamed up with a big tech guy in real estate, Greg Parker. Together, we offer old-school service mixed with advanced real estate technology. At Côtier Properties, we like to say ‘we specialize in you.’ Whatever someone might want, whether it’s an industrial space, a commercial lease or they need to buy a house, we’ll take good care of them.” In 2019, Robert began helping investors take advantage of Qualified Opportunity Zones, areas the federal government has set aside for special development. In addition to representing his clients in these transactions, he also

teaches seminars about the program. “The tax savings is huge. If you sell a property, instead of putting the money into a 1031 exchange, you can put the capital gains into this fund. You have a year to use it as long as you go into one of these areas. This program has only been around for about three years, and there are opportunity zones for apartments, commercial and industrial development. The areas open for development are not undesirable — they are just in neighborhoods that need help to develop. A lot of my clients are excited about jumping into this. It’s also important to know that if you enter into the program now and they change the law later, you’re still grandfathered in.”

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Specializing In You The word “côtier” means “coastal” or “along the coast” in French. It is a fitting name for this real estate team, since the Southern California coastal lifestyle is another specialty of the house. As a longtime resident of Newport Beach, Robert knows the area’s every nuance, and the most sophisticated clients trust his acuity, discretion and proficiency in representing their real estate interests. When it comes to service, Robert and his team leave nothing to chance. Their award-winning representation includes complete 24/7 concierge services, with staging and repair services; comprehensive property and community data; and worldwide marketing exposure spanning print advertising, virtual property tours, aerial photography, interactive website, social media campaigns and television opportunities. Outside of real estate, Robert is a self-proclaimed foodie who loves to get into the kitchen and cook for his friends and family. He is the creator of Bobby A’s Cookies, with a menu of famously delicious recipes that are a big hit at his open houses. He also enjoys sharing his treats with local charity organizations. His best-loved cause is St. Jude’s Children’s Research Hospital, and supporting the organization is a family tradition begun by his father. “When I was a kid, we used to go to a lot of the St. Jude’s functions at the Beverly Wilshire Hotel. We’re now giving a percentage to St. Jude’s from every closing.” In this quickly changing economic climate, Robert stands by his belief that real estate is a sound and enduring investment. “Especially here in California, you can never go wrong investing in real estate. Even if you paid too much and then it goes down for awhile, it will always be worth more in a few years. It doesn’t matter what kind. And if you can see the ocean, that property will be valuable forever. If you can buy real estate, buy it and hold onto it.”

are not completely satisfied. “At Côtier, we specialize in you and what your needs are. Because I’m old-school in customer service, I like meeting with people face-to-face. First, I want to learn all about them, their family, what they do and their background, and move on from there. When you’re dealing with people at a distance, the trust isn’t there. That’s my biggest concern. I want my clients to always get the service they deserve.” Robert Attyah Nationwide Real Estate Executives Cotier Properties Group 9170 Irvine Center Dr., Suite 100 Irvine, CA 92618 Tel: 949-212-1043 Email: Robert.Attyah@cotierproperties.com Web: www.CotierProperties.com DRE #00711648

Robert is so committed to meeting and exceeding his clients’ expectations, that he offers a cancellation guarantee that protects their right to end a transaction if they

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NEGOTIATING LIKE A PRO

know that one of the toughest things for a beginning investor is negotiating deals. We are often our own worst enemy when it comes to this. For the most part, I think that when we envision good negotiators, we see smooth talking individuals with an answer for everything. For many of us, this is a horrifying vision because smooth and slick does not come naturally to us and, if we’re honest, we don’t want to come across that way. So how do we negotiate a good deal when we don’t have the gift of “slick”, and we don’t want to become “slick”? I do not consider myself to be a smooth and slick negotiator, but believe that I’m pretty good at what I do. Negotiating didn’t come naturally to me, but came together over time and with practice. There were two things that made me a good negotiator and can help you as well. First, you must be willing to stop talking and listen. When dealing with someone in this business, whether you are the buyer or the seller, you need to sell yourself. You can not sell yourself without listening to the other party’s needs. Listen for what is important to the other party and then show them that you can address it. In my negotiating, I keep the other party talking as much as possible. When they run out of things to say, I ask another question in hopes of learning a hot button of theirs. When I hear it, I ask a question that acknowledges I heard their needs. An example would be as follows: Seller: “My house needs a ton of repairs, but I can’t afford to fix them in order to put the house on the market. Plus, we can’t really live here anymore because the water is coming in through the roof.” Steve: “So basically you need someone like me who is willing to buy your home as it sits right now to help you out. Is that true?” My question to the seller acknowledges that I heard their need, provided them with the benefits of dealing with me, and got them to acknowledge that dealing with me would be good for them.

The second thing that will make you a good negotiator is knowing, without hesitation, what the deal needs to look like to be a good deal. Other investors often ask me how I get such good deals and I tell them that I’m not willing to pay above a predetermined amount. When dealing with sellers, know what your top dollar amount is. For example, if I walk into someone’s home and know I will only spend $150,000, then I’m firm in my convictions and all of my questions are leading the sellers toward selling me their home for $150,000. I don’t negotiate up because the sellers say that they need more money. Once they acknowledge that I’m the person to help them, we need to come to the price that I’m willing to pay in order to help them. If the sellers tell me that they want $170,000, I don’t give them $170,000 because they say that is what they need. I stick to my guns and tell them the advantages of dealing with me. Price eventually becomes secondary to the seller and dealing with me, the person who is guaranteed to solve their problem, becomes most important. Be firm in your conviction of what you need to pay. If you are only hoping to get it for a certain amount, you will pay more every single time. I get good deals because the price that I have in mind is all I’m willing to pay. As long as the number keeps coming in my direction, I will negotiate until it reaches the level where I need it to be. To be a good negotiator, you need to learn just a couple of things. First, listen to the other party, and second, know what it is you are trying to accomplish before going in. If you don’t know, the other party will get their way. As far as being smooth is concerned, your flow will get better in time. Just focus on getting what you want and listening to the seller in order to lead them where you want them to be. Since 1998 Steve Cook has flipped many hundreds of houses as an active Baltimore-area real estate investor. Steve’s unique specialty is the “flipping homes 1-2 punch”, a proven system of real estate investing that powerfully combines wholesaling and rehabbing houses. Also the founder of www.FlippingHomes.com, Steve is dedicated to helping others in this thriving online community succeed through understanding and aggressively applying his timetested, step-by-step approach to flipping real estate.

You must listen, it’s very important!

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Cover Story

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

herever you want to make your home in Southern California, the SoCal Team has you covered. Realtor® Jesse Aguayo, together with his partner in life and real estate, Yvette Medina, can help you find your dream home, sell your home for top market value, or simply get accurate and timely market information. With offices in LA County and the Inland Empire, Jesse and Yvette bring the combined resources of CENTURY 21 Powerhouse Realty and RE/MAX Time to delivering an unforgettable real estate experience. Born and raised in Southern California, Jesse is a second-generation real estate professional who obtained his license just out of high school. Today, he has nearly 25 years of industry experience. He says he is grateful that early on, his parents instilled in him the value of real estate. “They always told me that owning real estate is up there with gold and silver. It will always be worth something. They told me, ‘Whenever you can, invest in real estate,’ and it’s always worked out well for me. I like being in a position to teach other people that lesson.”

For Jesse, real estate is a family business, and it calls for treating people like family. The SoCal Team’s no-pressure approach and emphasis on communication inspires both peace of mind and confidence. “We never want a real estate transaction to be a pressure deal and make people sign a contract that says they have to sell. We’re not attached to those kinds of outcomes. I also think our communication is by far better than most. Texting works for a lot of things, but it’s important to pick up the phone. You can hear the expression on someone’s face in their voice. It’s a totally different feeling than just texting, and it is especially important dealing with different generations.” A first-time buyer said this about their experience with the SoCal Team: “Yvette and Jesse were so amazing! We are first-time homebuyers, and they answered all of our (endless) questions. They were quick to respond and made sure we felt comfortable throughout the whole deal. They were very knowledgeable when showing us different properties and really listened to what we liked and disliked. I would recommend them to anyone looking to buy a house!”

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Your Go-To Real Estate Professional

When listing a property — no matter the price point — the SoCal Team goes all out, with 3-D property scans, virtual tours, professional photography and placement on dozens of online real estate platforms and social media. In the new business environment resulting from COVID-19, Jesse is implementing virtual live open houses for his listings. “I will be at property and describing it to potential buyers and sellers in the area. People need to know that things are still happening; it’s still possible to buy or sell a home, and Realtors® are still essential to that process.” Always an optimist, Jesse says he feels certain that things are going to work out in the housing market. He also of-

fers some practical advice to homeowners: “People need to be proactive by calling their bank and asking what types of deferral programs they have. They all offer something different. Anyone who can should hang in there and do that instead of jumping the gun and selling their house out of fear. Whatever is happening to one person is also happening to their neighbors, and the banks don’t want those properties back. For buyers, there will be a lot of great opportunities with low interest rates, but so far, prices are holding. It’s important to look at history in the real estate market. Whatever goes down always comes back up. If home ownership is important to you and you’re ready to buy, you should buy no matter what.”

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Jesse and Yvette live in the Inland Empire with their two children. As a family, they are active supporters of local food banks and initiatives to help the homeless. Jesse has been a member of Rotary for eight years. Jesse also maintains two storage units filled with items to help the community. The first is for bicycles that he refurbishes in partnership with Don’s Bicycles in Rialto. Together, they distribute the bikes to kids and homeless individuals. In the other, he collects appliances and other home furnishings to share with people who need them. “I offer them to people, usually firsttime buyers, who don’t have money for a washer and dryer or other things for their home.” There’s another lesson that Jesse says he learned from his parents: Never take short cuts. When it comes to helping someone with their greatest financial investment, the SoCal Team will go the distance to ensure the most favorable outcome. One client stated: “If you are looking for a professional, Jesse is your go-to real estate agent. Give him a chance; you wont be disappointed!”

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JESSE AGUAYO CENTURY 21 Powerhouse Realty 3452 E Florence Ave., Huntington Park, CA 90255 YVETTE MEDINA - RE/MAX Time 10535 Foothill Blvd, Suite 100, Rancho Cucamonga, CA 91730 Tel: 213-590-7380 - Tel: 323-493-4761 - Email: jesse@socalteam.net Web: www.facebook.com/thesocalteam - DRE # 01229534 ExecutiveAgent Magazine

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Invest in Yourself W

hen you are just getting started, it is natural to want to save your money and do things as inexpensively as possible. That’s how we started this and many other businesses that failed. We read a lot of books, but missed a few pieces. You see, the authors of books aren’t going to give you all their secrets. Not necessarily because they don’t want to, but because there is too much to put in one book and it can be complicated for new investors.

We found ourselves waking up one day realizing it was time for a change. We took a seminar for $4000 that we borrowed from someone else with no means to pay it back. I don’t know if it was because we were out of options that we came to this point, but nonetheless, we were there! People used to call and ask us if it was worth it to pay for the course. Our answer was always “We made $12,000 that weekend that we wouldn’t have without the course”. But, really what they were asking is “Can I do this?” The answer to that is a simple “Yes.” Will you do it is another question. And that is where investing in yourself is so important. It is easy to get beat up and knocked down in the beginning, with or without a partner. You need to learn as much as possible from people that are doing it NOW. And more importantly than the theoretical knowledge, you gain motivation and belief. After a three day training event, you leave pumped up and ready to go full speed ahead.

seminars including a trip to Los Angeles, purchased several boot camps and training series, attended single day workshops, and several other smaller things. We have probably attended over $15,000 in training and purchased a few thousand more in materials and software to help us become more efficient and effective. We are getting ready to spend another $20,000 (yes twenty thousand dollars) on a training seminar. WOW... THAT’S A LOT OF MONEY! You are correct! But we have made more than that back! The experts that teach these courses ALWAYS give you something that you didn’t have before or at the very least remind you to do something you had been forgetting! More importantly, you leave excited and energized. You don’t feel beat up anymore. You meet new people and get on the right track again. The more you invest in yourself, the more successful your business will be and the faster you will get there! Stacy Holder and Heather Seitz began their real estate investing career with absolutely nothing! They learned to leverage other people’s time, money and resources to purchase over $2 Million in real estate in their first 8 months. They have just completed two products, The “Complete Guide to Getting Started” and “The Complete Guide to Organized Rehab.”

We have, in the last six months, taken 6 weekend

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PRODUCTION

70+ YEARS

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

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

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

119 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

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

OUR FIVE POINT PLAN 1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities. 2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services. 3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families. 4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program. 5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.

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

Laughter L

aughter is a great stress reducer. If you have never read Norman Cousins’s account of his experience of self-healing as described in Anatomy of an Illness, I encourage you to do so. When diagnosed with an incurable illness, he brought a movie projector into his hospital room and watched reel after reel of old classic comedy movies, laughing himself into hysterics. He found he could relieve his otherwise significant pain on a consistent basis through laughter. That practice, along with some other novel therapies, resulted in his healing. He left his prestigious journalistic career and taught on the faculty of a major medical school about the power of the mind and emotions in healing the body of disease. Next to love, laughter has been described as the secondmost powerful emotion we can express. It has been said that laughter is like internal jogging—it stimulates the respiratory system, oxygenates the body, relaxes tense muscles, and releases pleasure-producing chemicals in the brain. You cannot laugh and be mad, laugh and be tense, laugh and be stressed. Laughter is low-calorie, caffeinefree, and has no salt, preservatives, or additives. It’s 100 percent natural and one size fits all.

up a relationship. Laughter is shared by the giver and the receiver. Laughter costs nothing and its non-taxable. Laughter is a trend-setter. If we can find ways to laugh first thing in the morning, it may in fact set the trend for the rest of the day. Let me close by telling you the most important use of laughter I have ever discovered: The ability to laugh at ourselves. I stopped taking myself too seriously years ago and it was the best decision I ever made. Don’t get me wrong—I’m still serious about what I do. But not so serious that I can’t be the first one to laugh when I mess up (which happens all too often—it’s why I spend so much time laughing!). When you’re the first person to laugh at yourself, you leave little room for others to laugh at you. 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.

Laughter is truly God’s gift to humankind. You can get high on laughter but never overdose. Laughter is contagious—once it starts little can be done to stop it. Laughter never felt bad, committed a crime, started a war or broke

ExecutiveAgent Magazine

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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