Robert Attyah Cotier Properties Annette Schultz Compass
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EXECUTIVE AGENT OF THE MONTH
Tarah Walker Nationwide Real Estate Executives
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Orange County - June, 2020 Editorials
E XECUTIVE AGENT
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
City of Hope..........................................................34 DAOR.......................................................................25
Finance of America Mortgage...................................2 Kinecta Federal Credit Union................................15 Michelle Fairless Photography..............................23
Invest in Yourself -Stacy Holder & Heather Seitz
The Termite Guy......................................................3 Ticor Title Company...................................................36 VAREP.....................................................................29
Persistence -Dirk Zeller
Laughter -Zig Ziglar
30 ExecutiveAgent Magazine
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.
E XECUTIVE AGENT
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.”
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
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.
E XECUTIVE AGENT
Annette Schultz Written by H. K. Wilson
ealtor® Annette Schultz grew up in Poway and achieved her Master of Education degree from National University. After graduation, she spent two months traveling by herself in Europe, and she returned
industry. What resale agents don’t realize is the amount of construction education you get, from trenching to pouring the foundation, from bricks and sticks in the air to selecting finishes. You learn how a living space can actually look bigger when you fill it versus how it looks when it’s empty. You also assist clients all the way through the building process, which may be as long as 18 months. You have to paint a picture of a home that doesn’t exist yet on an empty lot. All of this was so valuable in my transition to selling resale homes.” Now a seasoned professional with nearly 20 years’ experience in real estate, Annette still brings the heart of a teacher to her real estate practice. She takes the time to educate her clients about the real estate process, even if they have bought or sold a home before. “I teach every day. I work with a lot of first-time buyers, but even if someone has bought or sold before, it’s usually been awhile, and the laws and contracts change.” Highly organized right from the beginning of a transaction, Annette creates a simple, working calendar for her clients that will be their roadmap through the real estate process. “I bust out a calendar for the next two months, and using different colored highlighters, I show them that this will be the escrow period, the money period, the contingency period — so they can visualize each of the steps. It’s elementary, but it’s one of the things clients say they appreciate most.”
with a new outlook and a determination to try something completely new: real estate. “I had always loved to look at model homes, so I applied with a home builder. I think the knowledge you get from a builder is so underrated in the
Rather than focusing on volume, Annette prefers to work with no more than three to four clients at a time, allowing her to give each of them her best service. “I believe that if I spread myself too thin, I will not serve anybody well.”
The Expert in Your Home Town The five-star reviews Annette has received from her clients attest to the efficacy of her methods. A recent buyer said: “Annette was a perfect match as a Realtor®. I can honestly say that we would not have found our home without her! She was patient, helpful and relentless (in a good way!) to ensure that we found our dream home. She answered all of our questions, was available to meet with us on our schedule, and made us feel like we were her only clients. Thank you so much for making a seemingly stressful process seem attainable. We are equipped with an organized binder of all of our documents, and she made this process really feel personal. We are so grateful for your help in finding our new family a new home. Annette really felt like family after this process!” A longterm client stated: “Zillow is great, but having someone who really knows real estate is invaluable. Annette has always been a great resource for me and helped me with many real estate transactions. I strongly recommend working with her.” Annette describes herself as a “collaborative agent” who enjoys working with her peers to ensure their success and that of their clients, and she says the culture at COMPASS supports that spirit. She attends five pitch sessions every week, including one she leads with a colleague for the Del Mar/Solana Beach area. “I am notorious for putting deals together, even if I’m not on either side of the transaction. The pitch sessions are an opportunity to share information about new listings or buyer needs, so when I hear an agent pitch someone else’s need, I pick up the phone and connect the parties. My colleague and I have developed another opportunity, not just to network, but to create a Realtor® Roundtable and put deals together outside the MLS.” Annette and her colleague are continuing to host sessions via Zoom, which are well-attended by more than 50 agents. “Everyone is so grateful that we have created
a platform to maintain enthusiasm and energy in our industry. Good energy breeds itself.” A high-impact individual both in and out of real estate, Annette is a 10-time marathoner and world adventurer. She and her fiancé have surfed in El Salvador, climbed Kilimanjaro, hiked the Inca Trial to Machu Picchu, and swum with the sharks and turtles of the Galapagos — often accompanied by their two boys. As residents of Encinitas, they also love the beach and extraordinary lifestyle the San Diego coast has to offer. Annette says the thing she loves most about real estate is the honor of working in her home town. “There is an element of pride in being able to give the keys to someone and invite them to live in my home town. I get to know about them so I know where the best fit will be for that person/family. I feel I can authentically serve people who are looking for a home in San Diego.” Annette Schultz COMPASS 682 S. Coast Hwy. 101 Suite 110 Encinitas, CA 92024 Tel: 619-838-9872 Email: Annette.Schultz@compass.com Web: https://www.compass.com/agents/annette-schultz DRE # 01412317
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.
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Brad Martin Construction Lending Manager cell: 949.293.1900 | efax: 310.536.3622 NMLS# 260513 | Bradley.Martin@kinecta.org kinecta.org/bmartin
kinecta.org/construction-to-perm Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Subject to credit and property approval. Rates, program terms, and conditions are subject to change without notice. Not all products are available in all states and for all loan amounts. Other restrictions and limitations may apply. The actual terms of the loan will depend upon the specific characteristics of the loan transaction, the applicant’s credit history, and other financial circumstances that may apply. 23761-07/19
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Written by H. K. Wilson - Photography Michelle Fairless
arah Walker is a licensed broker, top-producing Realtor® and partner in one of the fastestgrowing privately owned firms in the U.S., Nationwide Real Estate Executives (NRE). A wife, mother and powerhouse female entrepreneur, Tarah is recognized as a masterful negotiator who gets the job done. She is a leader among Southern California’s real estate elite with an uncompromising commitment to focusing on her clients’ needs and delivering phenomenal results.
“Having worked with hundreds of clients over the years, I realize that people are often very apprehensive about the process of buying and selling real estate,” Tarah says. “It can be overwhelming, especially with all of the information available online, it’s difficult to know exactly where to start. The best advice I can give to anyone in that situation is to consult with a caring, experienced and driven professional who will take the time to understand your unique needs and create a strategic plan. Hiring the right agent will give you peace of mind and clarity.”
As the managing partner of NRE’s South County Regional Division in Irvine, Tarah maintains a high-volume practice while overseeing the day-to-day operations of her branch. She leads from the front, demonstrating to her growing roster of agents the importance of continually adding value to the people and communities they seek to serve. NRE has a forward-thinking culture with a focus
on embracing the latest technology, tools and systems that optimize the client experience. It’s no surprise that Tarah and her team have collected hundreds of five-star reviews and testimonials online. Tarah says, “Delivering phenomenal results to someone who has put their trust in you to guide them as a professional is exhilarating.”
Helping Others Chart a Path to Their Future In a recent LinkedIn recommendation, one of Tarah’s current clients wrote, “Tarah is a beautiful soul. She truly loves what she does, and it shows in her work. She has an amazing work ethic and will take on any obstacle for her clients. Tarah is very knowledgeable in the real estate industry, and she will do everything in her power to get the job done. I have learned so much from her in the little time that I have known her. I will never pass up an opportunity to work with Tarah.” According to Tarah, “The mission of NRE is to be the vehicle of opportunity, for our clients and agents alike. Real estate has had a huge impact on my life and the life of my family. It’s a privilege and joy to share that opportunity with others.” Tarah is a living example of what it takes to achieve the
American Dream. “Growing up, my family experienced multiple evictions, lived in motels and camped out in the living rooms of friends and relatives.” At the age of 8, Tarah found a permanent home with her grandmother, an immigrant from the Pacific island of Palau, who owned a small two-bedroom bungalow home in West Long Beach. Tarah describes her grandmother as an “incredibly strong and loving woman” who taught her the “importance of having self discipline, pursuing education, maintaining integrity and faith. The moment I had a permanent place to call home, I excelled academically which gave my grandmother a lot of pride and made me feel like I was capable of accomplishing anything. Humble beginnings can be a huge blessing — teaching compassion and fueling drive that carries on for a lifetime.”
Tarah put herself through university working for one of the largest law firms in California. She and her husband opened a gym, and once it was running successfully, Tarah turned her ambition to real estate. In less than a decade, she wielded her grit, creativity and unrelenting work ethic — along with the support of her mentor, NRE Founder and CEO, Daryl Owen — to become one of the top 4% of agents in the country. Fueled by the love of their two daughters, Tarah and her husband continue to operate multiple businesses together, including a financial services business under the direction of “Top 50 Wealthiest Under 50” entrepreneur, Ed Mylett. Tarah is known for going the extra mile for her clients and delivering value well beyond the close of escrow. Her clients continue to rely on her for market insights, mortgage guidance, insurance claims, home repairs and other
major financial considerations. “There is no limit to what I will do to help people achieve their goal in real estate. Hustle and heart will set you apart. I have a deep level of care for my clients. That genuine level of care can be observed through actions and through communication. It fosters trust. I study the markets daily and offer unique insights as a practitioner. I am driven daily to be a master in my field, in order to provide true, expert guidance.” She continues, “I’ve never been about the bravado that’s typical of this industry. It doesn’t matter how many homes you’ve sold; it matters how much you care about the people in the homes. My goal has always been to serve selflessly with passion, honesty and diligence, with the full confidence that the results I deliver will speak for themselves.”
Tarah Walker Nationwide Real Estate Executives RealtorÂŽ | Vice President of Sales 9170 Irvine Center Drive, Irvine, CA 92618 Tel: 949-424-3604 / 562-569-2222 Email: TarahWalker@NRELiving.com Web: www.TarahWalker.com - DRE # 01928992 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
HELPING MILITARY & VETERAN
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AMERICAN DREAM! 2,600 + VETERANS
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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
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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
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
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
WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt
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