EXECUTIVE AGENT MAGAZINE-ORANGE COUNTY, JUNE 2021

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E x e c u t i v e

Ag e n t

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

Sam Chinarian

®

EXECUTIVE

C o u n t y

E d i t i o n . J u n e, 2 0 2 1

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Cover Story Sam Chinarian Executive Agent of the Month Sam Chinarian believes he is the luckiest guy in the world, and with his sunny disposition and optimistic outlook on life, he is. A real estate professional for more than 35 years, Sam says he doesn’t really believe in awards, although he’s earned a lot of them in his career.

25 Featured Professionals

08 Mark Reavis COMPASS 4 Executive Agent Magazine

14 Mariam Faltas Einstein Realty

Content

June, 2021

EXECUTIVE

How to Become More Motivated -Simon Bailey Like a Pro -Steve Cook

AG E N T M AG AZ I N E

12

®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias Successful Selling...What Does It Really Take?

-Bill Brooksa Pro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

06

EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

Embracing Enthusiasm -Don LoydLike a Pro -Steve Cook

16 Setting Expectations -Peggy L. McNamaraike a Pro -Steve Cook

48 VALUE OF SILENCE -Dirk Zellerng Like a Pro -Steve Cook

22 Affection, Acceptance and Approval -Zig Ziglaratating Like a Pro -Steve Cook

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CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com © Copyright 2020 Executive Agent Magazine. All rights reserved.

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

Executive Agent Magazine 5

Successful Selling...What Does It Really Take?

I

t has often been said that sales is the hardest easy work you could ever do. It has also been said that High Point is the Furniture Capital of the World.

The second statement is true. The first is false.

Sales is, perhaps, the most demanding and difficult profession in the world. The problem? It looks easy.

And this is particularly true when you observe a real pro - a top performer in action. Go watch a struggling salesperson and you’ll see just how difficult the sales profession can really be.

The problem is that sales is a profession to which many are called and woefully few succeed. And I mean really succeed. I don’t mean just making a living. I mean making a meaningful, fulfilling life. A life of financial freedom, independence, balance and prosperity.

The sales profession can provide you all of that and a lot more. But in order to allow it to do all these things for you, you must bring a lot to the table.

Unfortunately, there are lots of errors, mistakes in training and erroneous assumptions that sales is an easy-to-do thing. Nothing could be less true.

Let’s take a look at a list of 25 skills and a second list of 25 attributes required for sales success. Scan the list and check off those you have (a) mastered; (b) are working on; (c) need to work on, or (d) haven’t even given much thought to or about: Skills Listening, Questioning, Goal Setting, Time Management, Planning, Scheduling, Prospecting, Dealing With Objections, Computer Knowledge, Proposal Writing, Group Presentation, Skills, Negotiation, Effective Presentation, Audio-Visual Use, Persuasion, Finalizing Transaction, Consensus Building, Dress, Style and Image, Telephone Skills, Organization, Rapport Building, Non-Verbal Communication, Strategy, Account Development, Networking.

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Executive Agent Magazine

Attributes Self-Starting Capacity, Handling Rejection, Physical Stamina, Emotional Stability, Ability to Focus, Tenacity, Empathy, Goal Directedness, Handling Stress, Dealing With Ambiguity, Balance, Rebounding From Setbacks, Self-Esteem, Positive Expectation, Loyalty, Thinking On Your Feet, Resiliency, Self-Renewal, Self-Awareness, Problem Solving, Self Discipline, Results Orientation, Compartmentalization, Emotional Maturity, Flexibility.

As you look at these fifty skills and attributes are you surprised that sales is such a demanding profession? Whoever said that it’s the “hardest easy work you could ever do” was obviously comparing it to pure physical labor. Have you ever felt the fatigue that sets in after lots of rejection, refusal and emotional upheaval? How about the fatigue of fourteen hour days, marathon meetings, lots of airplane (or auto) travel, lunches, dinners, events, trade shows, early mornings and late nights?

Yes, sales is a great profession. A demanding profession. A rewarding profession. But it is also, perhaps, the most misunderstood profession of all.

These fifty skills and attributes are really only the beginning. We haven’t even discussed product knowledge, customer or marketplace know-how, emerging technology or all the rest. Let’s hold those for another day. We both have enough to work on right now.

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 2000-2001, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

Executive Agent Magazine

7

EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

Mark Reavis

A

third-generation Angeleno and second-generation Realtor®, Mark Reavis knows Southern California real estate. He began his career in the ‘90s working alongside his father, broker/owner of Reavis Realty Corporation, a firm specializing in industrial real estate. It didn’t take long for Mark, a visual artist and social adept, to realize that his true calling was in the residential side of real estate. “I enjoy residential real estate because it’s a much more personal and emotional transaction,” he says.

“Industrial was strictly business and hard-core negotiations.

There is a much more human aspect in residential, helping people buy their first house or transition to the next place.

I enjoy being part of that experience.”

Today, Mark works alongside his partner in life and real estate, Allison Schwarz, leader of the Allison Schwarz Group at Compass Beverly Hills. There, he trains and manages the team’s agents in addition to maintaining his own award-winning real estate practice. Mark has a passion for teaching, and he has trained real estate professionals for some of the world’s most notable brands. “I love helping new agents and seeing them close their first few deals. I also love working with buyers and sellers through the real estate process. It can be terrifying for people who have never done it before. In addition to being the expert on real estate, your job as a Realtor® is also to be part teacher and part psychologist.”

Selling L.A. An Insider’s Perspective Mark works with buyers and sellers at every price point throughout Southern California. By means of his extensive professional network, he can also assist clients in other regions of the state and across the country. He is reputed for cultivating respectful peer relationships, which give his clients a competitive advantage in tough transactions, especially in the current market, where low inventories mean contending against multiple offers.

Mark is best known for his representation in Westside Los Angeles, where a lifetime of firsthand observations about real estate trends make him an invaluable advisor. He possesses both the knowledge and savvy to represent the most discriminating clients in this sophisticated real estate market. “In these transactions, my relationship with my clients becomes more like an attorney-client relationship, where I am providing my expertise, counseling and advice.

My clients are also hiring me for the trusted team I have around me in terms of the contractors, lenders and other professionals I work with. If someone needs a plumber or a contractor’s opinion on a remodel, I’m there for them even if it’s years after the deal closes. Along the way, we really become friends.”

A client who sold and bought a home with Mark said, “Mark, you sold our house in L.A. and found us the home of our dreams. You are honest, trustworthy, knowledgable and a pleasure to work with. Thank you from the bottom of our hearts. We will always recommend you!”

Another client who closed multiple transactions with Mark said: “I had the pleasure of Mark’s real estate expertise in selling my home in Playa Vista and buying a home in Palm Desert. He gave me great advice on getting the best possible price for my home and he got it. He sold my home in two days way over the asking price. It was absolutely a painless process as he handled everything for me. Next, I had to relocate, and he helped select only the best properties for me to view and visit. He negotiated a great deal for me on the home I selected, and I will be

forever grateful to him for his unwavering help and real estate acumen.”

Although his dad is retired, Mark says he still goes to him often for business advice. “My dad taught me the basics of real estate and sales, and he’s still a legend in the industrial real estate market. Even though residential is different, the anatomy of a deal is the same.”

In his free time, Mark prioritizes spending time with his teenage daughter, and he still enjoys creating art. “I used to be pretty involved in the burgeoning graffiti art scene.

I was a neoimpressionist painter and a graffiti artist. I’ve been merging the two lately.” Mark is also an avid supporter of Save A Warrior, a program that provides holistic healing experiences for active duty military, veterans and first responders who are suffering from post traumatic stress disorder (PTSD). “A friend of mine founded the organization, and I give to them every year and from every deal I do.”

Mark strives to deliver a seamless and stress-free real estate experience for his clients. “When I advise a client, I give them the same care and advice I would give if I were doing the transaction for my mom. I can’t promise better than that.”

Mark Reavis Compass Beverly Hills 9454 Wilshire Blvd., 4th Floor Beverly Hills, CA 90212 Tel: 323.828.2680 Email: mark@markreavis.com Web: http://www.markreavis.com https://www.compass.com/agents/mark-reavis DRE # 01197741

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How to Become More Motivated

12 Executive Agent Magazine

W

e’ve all been through a lot over the past year.

The pressure cooker experience of the pandemic has required us to rethink and revise our daily lives. For a large swath of Americans, how we work, learn and socialize has completely changed to some degree. The prolonged adjustment has been exhausting.

Although it’s important to honor our experiences and be empathetic adapters, the individuals who find a way to accelerate while others are standing still will thrive.

The future is for sale, and they are the shareholders of tomorrow’s success.

We are all given the same 24 hours each day—how we use them is the differentiator. Reignite inspiration, invest in yourself and get motivated with these three steps.

1. Celebrate your progress.

It’s easy to find something to feel good about if you’re looking for it. Regardless of your emotional relationship to the previous year, the truth is there were 365 days of accomplishments and they are all worth celebrating. Bulletpoint, list or illustrate your triumphs to spark pride in your achievements and ignite initiative.

2. Learn something new.

Adding to your skillset not only increases confidence and competence, but it also feeds innovation. Whether

it’s reading a book or enrolling in an accredited course, stimulating your mind is a great way to rekindle motivation.

3. Keep good company.

I was recently speaking with my mentor, Mark Chironna, when he challenged me to, “experience life at the speed of relationships.” My interpretation of this was that we can only go as fast or as far as the people around us. Depending on which expert you listen to, we are the average of the five to 10 people we spend the most time with. Take inventory of yours. Energy is contagious, and your network is either an asset or a hindrance.

This year is yours. If you invest in yourself by focusing on progress, prioritizing development and keeping good company, the ROI will be a productive and purposeful year. Whenever you feel stuck, remember this Chinese proverb: “The best time to plant a tree was 20 years ago.

The second-best time is now.”

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).

Executive Agent Magazine 13

EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

Mariam Faltas

A

ccording to “Forbes,” there are 16 personality traits that real estate agents need to be successful.

The top three are: Drive, Curiosity, and Honesty and Persistence.

Realtor® Mariam Faltas possesses all of these essential qualities and more. Because of them, she is not only making her own dreams come true, she is also helping to actualize the dreams of others.

Mariam immigrated to the U.S. from Egypt when she was only 18 years old. After living in Michigan for 13 years, she took a vacation to California to visit her sister.

She fell in love with the warm weather and outdoor lifestyle, and two weeks later, she relocated with her husband and children. When she arrived in California, Mariam was in search of a fulfilling career she could succeed in while also having the flexibility to be a wife and mother. She found it in real estate.

Nobody Mariam knew had experience in real estate or sales, so she had to learn the nuances of the business all on her own. Her journey was not always easy, but she was determined to follow her dream. “I said, this works for me and my family, and I’m going to make it work. I could see something coming. It was tough in the beginning, but I wanted to do it. I chose this as my career, and I was willing to work for it.”

Mariam obtained her license and started out working as an assistant to top-producing agents while she steadily built her own practice. One of those agents was Broker Sal Kabir. When he opened boutique Einstein Realty, Inc., he invited Mariam to join him. After working with a large real estate brand, Mariam says she enjoys being part of a company that is more focused on the needs of individual clients. “I also get to work closely with my broker. I can call or text him anytime, and he’s right there.”

Fulfilling Life’s Big Dreams Trilingual in English, French and Arabic, Mariam can communicate with and relate to people of many cultural backgrounds. She sometimes assists her real estate colleagues as a translator. Mariam is known for being patient, responsive and professional in her dealings with her clients.

She answers her phone no matter what time of the day someone calls. “I know they’re calling for something specific, and I want to try to find out the answer for them right then so they don’t have to sit and worry.”

Mariam’s honesty, compassion and tenacity are some of her best qualities. “I put my whole heart into what I do,” she says. “When I meet a family or individual who is buying a house, I put myself in their shoes. I respect their time, needs and wants and will do everything I can to get them into their home. I’m very persistent. I don’t feel like I’m just selling someone a house. I’m giving them a home where they will live and make memories. It’s not a thing they are buying — it’s a life. I love being part of that. I love helping people. It has been my passion from the beginning.”

Clients who have worked with Mariam always give her service five stars. One said: “I would recommend Mariam Faltas with great enthusiasm. I moved from another state and wanted to find a house, and she found the perfect one for me and my family in just a few days. She took care of everything and was just great.”

Another stated: “Mariam is a great resource in the Inland Empire area, and she helped me buy my home in Fontana. She worked tirelessly with me over the course of several months, showing me a lot of homes until my wife and I found our dream home. What I like most about that experience is that she really understood our needs and started to send us emails with some focused search with houses that she knew we would like. We ended up buying one of the houses she sent us by email, which I could have easily overlooked. She never pushed us to make an offer on a house that we didn’t 100 percent like and was with us all the way through closing. A five-star experience.”

Outside of real estate, Mariam enjoys everything California has to offer with her two girls, ages 7 and 13. “I love spending time with them, playing games and cooking. We enjoy the peaceful energy in nature and love going to the ocean and mountains. We travel a lot on weekends. It’s one of the great things about my job. Even though I’m still working, I’m able to get away.”

Having reinvented herself more than once in life, Mariam has a message for anyone who is thinking of buying a home or taking on another big life goal: “No matter how old you are or where you are in life, if you have a dream, work on it. It may be hard, but you will get there!”

Mariam Faltas Einstein Realty 239 N. Euclid Ave. Upland, CA 91786 Tel: 909.552.1917 Email: mfaltas@gmail.com mls-client.com/9C7EE0E0 DRE # 02009458

Power by Embracing ENTHUSIASM

“You can do anything if you have enthusiasm. Enthusiasm is the yeast that makes your hopes rise to the stars.

With it, there is accomplishment. Without it there are only alibis.” Henry Ford Enthusiasm is rarely a topic that comes to mind when we think of success. And yet, without it life becomes mundane and the spark we wish to ignite in others fizzles away without the desired result.

Embracing enthusiasm is important because it replaces fear and worry. When I was in my early 40s I experience what many call a mid-life crisis. Prior to this dark, short chapter in my life, I was accustomed to making many and huge decisions. I spiraled downward into a period of depression in which I could not decide on the color of my socks each morning.

The catalyst for my turn-around was the new project I tepidly decided to take on. Early in the process, enthusiasm was a quality I forced on myself. I pretended I had it until it finally showed up. It showed up because (I think), as others became excited about my dream, their excitement spilled over to me and replaced pretending enthusiasm with the real thing.

I grew into a bona fide, honest cheerleader for finding success in every day. That was the end of bad days for me. Now there are good days and, better yet, great days! And an interesting thing happened: my enthusiasm and excitement became contagious. Others reflected my newly refashioned positive mindset. The spark I sought to ignite became a forest fire from which many lives were positively impacted.

Here’s my advice to you if you want to enjoy success and are having a tough time getting excited: Fake enthusiasm until it becomes real (no, you will not be a phony)

16 Executive Agent Magazine

Surround yourself with positive people (don’t listen to negative talk) Think about how you can help others less fortunate than you (gets the focus off you and on someone else which is a great thing for your well being) Learn how to give yourself and some of your money to others (if you refuse to give, then the things you own and the money you possess OWNS you).

Norman Vincent Peale states, “Often enthusiasm is the bridge between poverty and prosperity.” I know, from personal experience, he’s right.

He also wrote: “Enthusiasm releases the drive to carry you over obstacles and adds significance to all you do.”

Now it’s up to you. What will you do with this information? File it away in some dark corner, or get excited about your dreams and go for them? It’s your choice.

Now, go make it an enthusiastically great day.

Don Loyd has been involved in real estate in some form for more than 38 years. He has written several books on the subjects of real estate, business, goal setting, and personal development. He writes a weekly column, and has served as a co-host for a financial services radio show. For more information, go to http://www.

RealCashFlow.net.

Executive Agent Magazine 17

18 Executive Agent Magazine

Affection, Acceptance and Approval

A

n article that appeared in The Dallas Morning News was particularly fascinating because the author was writing about Vitamin A (for affection) which is advocated by Inez Bloomingdale who is the owner and director of Miss Bloomingdale’s Academy, a child care center in Las Colinas. Miss Bloomingdale pointed out that she doesn’t merely operate a business, but that she wants to make sure children have all they need to help them grow.

She received the Paul Harris Award from the Dallas Rotary Club which is given to recognize a lifetime commitment to education.

Miss Bloomingdale is “right on.” Research indicates that all of us have a need for affection and everybody wants to be accepted and to gain approval. We also want to be right and to be understood. Unfortunately, we all cannot always be right but all of us can listen attentively to a person, whether child or adult. If we cannot agree with their position, we can give them personal approval for the originality of their ideas.

With children and, for that matter, with adults affection is important. We all have a “skin hunger” that can only be satisfied with genuine affection from an unselfishly caring person. The parent or teacher of

any kind who demands certain performances before they give acceptance causes the recipient to wonder if they have performed well enough to “deserve” that acceptance.

Approval comes in many forms. A simple “good job” or “congratulations” or “my, I like the way you shined your shoes (or brushed your hair) this morning” is sometimes all a struggling child needs to hear to feel they are worthwhile.

Combine what Ms. Bloomingdale is teaching with the fact that over 60% of a child’s working vocabulary is acquired by age three and 80% of their character is formed by age five, as well as 90% of their personality by age seven, and you can understand why Ms. Bloomingdale receives such high accolades. Follow her approach to dealing with your children and I’ll SEE YOU - and the kids - 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

EXECUTIVE

®

AGENT MAGAZINE

SEARCHING FOR OUR NEXT

COVER

DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: FArrias45@gmail.com Tel: 949.297.8323

VALUE OF SILENCE

T

he difference between great and good is very little.

It’s the last inch, or two, that separates great from good. It could be the smallest detail that gets overlooked by most people, but to the person who wants to achieve greatness, it is never overlooked.

In selling, it’s the little nuances of what we say and how we say it. It’s the properly selected words we use to convince the client to move forward. Too often, we wing it without spending the time to properly craft the questions.

When the questions are delivered well, they will elicit the response we desire. In selling, we need to be a wordsmith.

Just as a master silversmith works with silver to craft an elegant tea service, we must work with our words to craft a compelling reason to do business with us. A master silversmith spends time refining the silver over fire. The heat of the fire removes the impurities from the silver. The mold is then built for the silver to be poured into. Once cooled, the silver piece is polished to brilliance.

Your words must go through the same steps to achieve perfection. As a good salesperson, you must think, write, and rewrite your words; especially the key words contained in your prospecting scripts, listing presentation, and objection handling scripts. You then need to mold these words into a comprehensive and cohesive presentation.

The presentation needs to address the benefits of doing business with you, versus anyone else. It must focus on the client and clearly answer the question: Why should I hire you? Just as the silversmith will fail if the mold is inferior, so will the salesperson. Check your mold.

Next, you must polish the presentation. You need to spend hours perfecting the delivery. The silversmith polishes the silver until it shines with brilliance. He will spend hours upon hours making it perfect. Then, when it is perfect, he stamps his logo, or signature, on the piece.

22 Executive Agent Magazine

When was the last time you practiced your scripts? When was the last time you taped your listing presentation? You stamp your signature on every presentation. How good is your signature?

One of the key areas between good and great in the presentation is the silence. It’s the silence after a direct question. Too many sales people fear the dead space in a conversation and think they have to fill it up. That need to fill the void will keep you from greatness in sales. The void of silence causes our client or prospect to think. At this moment the sale is made.

Arthur Rubenstein, the world famous pianist, was once asked, “How do you handle the notes on the page as well as you do?” He responded, “I handle the notes no better than many others, but the pauses…ah! That is where the art resides.” Your sale process needs to be like a great piece of music. It causes a reaction and emotion from your client or prospect. The real artistry is in the pauses. It’s in the void of quiet after the question. Don’t run through the pauses with another question or statement. Let the power of the pause take over. Rubenstein would let the note resonate throughout the hall. Let your question resonate in the conference room, living room…wherever you are making your presentation.

If you step into the pause you invalidate, or soften, the last question. You are at the moment of truth. You will find out valuable information about your client or prospect at that moment. The power of silence is deafening. Make sure to use it to your advantage. Becoming a great salesperson requires watching the little things. Spend time daily breaking down the words and your delivery. Invest your time into practice. Perfect your craft of sales. Lastly, work to create and leave the pause in the presentation.

There is immense power in the pause.

Written by Dirk Zeller

Executive Agent Magazine 23

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Executive Agent of the Month

EXECUTIVE AGENT MAGAZINE

Sam Chinarian Executive Agent of the Month

®

Sam Chinarian Written by H. K. Wilson - Photography by Michelle Fairless

S

am Chinarian believes he is the luckiest guy in the world, and with his sunny disposition and optimistic outlook on life, he is. A real estate professional for more than 35 years, Sam says he doesn’t really believe in awards, although he’s earned a lot of them in his career. (Among his many notable achievements, he is a Hall of Famer at First Team Real Estate.) Instead, Sam’s trophies are the 22 years’ worth of photos that hang on his office walls featuring the thousands of friends and clients he’s taken to watch the Angels play baseball over the years. One of his greatest joys in life is hosting the “Annual Sam Chinarian Takes Everyone To The Angel Game,” or ASCTETTAG for short.

“I don’t care about achieving ‘X’ number of sales or being number one in an area,” Sam says. “For me, it’s all about the client experience. I have been doing this for

so long, I am now selling to the children of past clients. I just love taking care of my clients. That is how the Client Appreciation Angel game started. I’m Armenian, and we are hospitality-driven people. I was raised that way.

Taking 400 clients to a single Angel game is my way of showing them how important they are to me. We do a massive tailgate party before and after the game with every kind of tailgate food you can imagine — it’s a lot of fun for everyone.”

After graduating from Whittier College and sustaining an on-the-job injury, Sam was eligible for job retraining.

He chose real estate. He earned Rookie of the Year his first year in the business, and he never looked back. While his career has been consistently stellar, Sam says he could never have done it without the support of his wife Jeri.

“There have been some lean times. Without her rock solid support, I don’t know where I would be.”

Delivering the Ideal Client Experience Interestingly, Sam says his greatest successes occur when the market is performing at its worst. The year 2020 was no exception. Why? Because when everyone else gave in to the prevailing consensus of doom, Sam rallied. “When COVID hit, I got on the phone and told my clients if someone has their home on the market in this environment, they have to be motivated to sell. I got my clients some great deals in a down market! I have clients that want to buy now, so I am looking for opportunities that are not in MLS. I am identifying neighborhoods my clients want to buy in, then bombarding those areas with ‘I have a buyer’ letters.

I am also searching the First Team Real Estates Sneak Preview section of homes not on the Net Yet Homes. It’s a great place to find homes that are coming on the market but not in the MLS yet!”

Sam’s business philosophy is simple: he won’t sell people something he wouldn’t live in himself; he treats people the way he would want to be treated; and he tells the truth.

“I’m well-paid for what I do, and with it comes a lot of responsibility. I just do what’s best for them. That’s what it comes down to.”

A recent client who entrusted Sam with the sale and successive purchase of a home said this about the experience: “We both sold and purchased homes with the guidance of Sam and will not hesitate to use him in the future. His honest approach to real estate was refreshing after several prior experiences I would like to have forgotten. Sam sold our home, and it was in escrow in less than 30 days. After the sale, we needed to find a home quickly; Sam was instrumental in helping us find a home and making sure both escrows closed at the same time. Our extraordinary outstanding and, in my view, perfect real

estate transactions would not have been possible without Sam’s attention to detail, his experience dealing with escrow companies, his understanding of how to deal with finance companies and his ability to deal with real estate agents. Sam always kept our best interest first throughout both transactions. In my experience, there just aren’t many agents that are exceptional at both selling a home and purchasing a home; Sam has the skills and expertise to do both transactions flawlessly. You will not find a finer agent to trust when dealing with the most important transaction in your life.”

Sam has many interests outside of real estate, and all involve having fun and making memories with friends and family. His most treasured pastime is spending time with his two grandsons, who are also the stars of his client newsletter. Sam has a big heart and is a generous supporter of many community causes. He donates blood platelets every other Friday, and even his haircut is a social statement. “My hair is short, very short,” Sam says. “The reason is one of my female clients contracted breast cancer. She lost all her hair, and in order to support her, I had my then 2-year-old grandson give me a similar bald haircut. Two years later, she is doing fine, and I have kept my hair very short in support of cancer patients who have lost their hair.

I’ve grown to like it.”

Raised by a single father, Sam helped raise the younger of his six brothers, and he worked full-time through high school and college. He sacrificed things to take care of his family, but he says those experiences are what made him the man he is today. “I’m thankful every day for what I have. A lot of times people don’t realize what they have.

They’re always wanting more. I don’t care about all that; I care about family. I have fun selling real estate, and want my clients to appreciate the journey. I don’t want it to be a stressful journey, so I make it as easy on them as possible.

If they’re not having fun during the biggest purchase of their life, it’s not worth it.”

Sam Chinarian First Team Real Estate 4040 Barranca Parkway #100 Irvine, CA 92604 Tel: 949.422.4726 Email: samchinarian@gmail.com Web: www.SamChinarian.com DRE # 00924001

Expansive views and lavish amenities highlight this private knoll-top estate. Exquisite finishes, superb quality, light-filled, open spaces oriented to ocean views for indoor-outdoor living and entertaining. Elegant living/dining with fold-away wall to shaded portico and backyard. Ocean-view chefs kitchen a study in culinary style, with walk-in pantry, large breakfast alcove with tall, arched windows. Family room also opens portico and pool. Main level office, lounge with wet bar, two en-suite bedrooms. Lower level features huge wine cellar, dramatic billiards lounge, wide-screen movie theater, recording studio, mirrored gym, massage room and large sauna. Upper floor has four en-suite ocean-view bedrooms, including spectacular owners suite with dual bathrooms and private balcony. Ocean view grounds fit for sparkling entertaining, with outdoor living and dining areas, infinity pool. Stone steps lead to birds-eye-view lookout for cocktails at sunset and star $35,000,000 gazing into the night. 6 Beds, 9 Baths, 11,622/VN Sqft. 3903 Carbon Canyon Road, Malibu, Ca.

Chris Cortazzo COMPASS Tel: 310.457.3995 chris@chriscortazzo.com https://chriscortazzo.com

DRE # 01190363

Unique Bluff-Top Estate 58 N. La Senda, Laguna Beach, CA 92651 Situated atop a bluff with private stairs to one of five natural salt-water pools built into the Laguna Beach coastline, 58 North La Senda presents a unique experience born from its premier location and architectural excellency. This estate offers features that include panoramic views from virtually every space, a lap pool, a detached guest studio, and two garages accommodating six cars. Additional highlights include a wine cellar and theater, multiple terraces, fire pit, and clifftop driving range platform. 5 Bed, 6 bath, 6,135 SF, 16,944 SF Lot. Offered at $29,950,000 34 Executive Agent Magazine

John Cain DRE # 01467294

Pacific Sotheby’s International Realty

Tel: 714.655.8940 Email: john@caingroup.com Web: www.caingroup.com Executive Agent Magazine 35

36 Executive Agent Magazine

Modern Architectural Smart Home in the Pacific Palisades 15213 De Pauw St, Pacific Palisades, CA 90272 Located on the Via Bluffs, this stunning Modern Architectural Smart Home offers a sophisticated coastal living experience. 5 Bed | 5.5 Bath, Pool/Spa. Many Impressive features and top of the line materials imported from Italy.

Rooftop deck with 360 degree views from the coastline to the mountains and Potrero Canyon. $10,995,000

Adam & Ally Jaret jaretgroup@compass.com Tel: 310.562.4073 Adam DRE #: 01786090 Ally DRE #: 01279883 Executive Agent Magazine 37

OCEAN BAY VIEWS 6 bed/5.5 bath with over 7,000 sqft. living space with Ocean/Bay views from 2 levels, 8 car parking, pool, 1000 bottle wine cellar. www.1010kingsroad.com.

Newport Beach, CA 92663 - Offered at: $10,000,000

Brian Liberto Newport Heights Specialist

Berkshire Hathaway HomeServices 714.931.3287 DRE # 01473233

Lido Isle Masterpiece 119 Via Mentone, Newport Beach, CA Positioned on idyllic Lido Isle, this wonderfully remodeled residence is complemented by a variety of impressive features.

Sitting on a wide, 45’ parcel, blending seaside charm with modern amenities, the 4 bedroom, 4.5 bath, 3500sf home with a desirable 3-car garage has a hint of Polynesian architecture accented by ample outdoor space and multiple gathering areas in which to enjoy the relaxing island atmosphere.

Price: $4,395,000 40 Executive Agent Magazine

Jon Flagg

BRE # 01316048

VILLA REAL ESTATE Tel: 949.533.7878 JFlagg@villarealestate.com VILLAREALESTATE.COM Executive Agent Magazine 41

42 Executive Agent Magazine

Majestic Naples Island Estate LONG BEACH, CALIFORNIA Welcome to the most private estate on Naples Island. Concealed on a rare three-lot location, it is a world apart where every comfort and luxury has been accounted for and no expense has been spared. This is a residence of sophistication and incomparable opulence. Ten minutes drive to Long Beach airport and walking distance to the Marina. Live your best life in this truly majestic estate, either year round or as a seasonal getaway.

93 Giralda Walk, Long Beach, CA 90803 Offered at $8,995,000

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 43

Sonja Huter

DRE # 01384572

Luxury Home Specialist Top 2% Berkshire Hathaway HS Network Berkshire Hathaway HS California Properties

Tel: 619.246.2606 sonja@sonjahuter.com www.sonjahuter.com 44 Executive Agent Magazine

Build Your Dream Home ACREAGE! LOCATION! PRIVACY! VIEWS! Build your DREAM HOME! Very RARE approximately 12.46 ACRES PARCEL just a few miles from Del Mar beaches & race track! Located in Del Rayo Estates, one of the most exclusive MULTI-MILLION dollars communities in Rancho Santa Fe, CA. Directly across from the Rancho Valencia Resort & Spa enjoy exceptional world-renowned dining at The Pony Room, Veladora and the Wine Cave. Lifestyle features are nearby at Del Rayo Plaza and just a few short miles away at the Del Mar Thoroughbred Club racetrack, shops, restaurants and beautiful beaches. This is a one-of-a-kind property of distinction. This is your chance to design an irreplaceable masterpiece! 5872 Rancho Diegueno Rd, Rancho Santa Fe, CA 92091 Offered at $6,785,000 Executive Agent Magazine 45

46 Executive Agent Magazine

Gorgeous Blossom Valley Estate 15325 Creek Hills Rd, El Cajon, CA, 92021 Blossom Valleys Best magazine worthy pool by far! Gorgeous Blossom Valley Estate offers the highest quality of living in your very own backyard resort! Light and bright floor-plan offers 4 bedrooms upstairs w 3 full baths and downstairs offers 1 full bedroom w bathroom plus additional half bath.

Asking $1,400,000

Mike Aon

Bridgette Young

DRE # 01300658

DRE # 01847648

Real Estate Broker

Luxury Real Estate Specialist

Mike@TheAonGroup.com TheAonGroup.com

Bridgette@BridgetteYoung.com TheAonGroup.com

Tel: 619-504-5042

Tel: 760-443-5300

Executive Agent Magazine 47

Setting Expectations

O

ne of the key components to effective leadership is setting expectations for those who follow you. You’ve heard it before; people will, most of the time, rise to a level of performance/behavior that is set for them. In that light, what expectation are you setting?

Some key points to consider:

• Does your team hear you cast your expectations on a regular basis? Don’t leave this for the annual meeting or retreat that you hold. Make sure that your vision and expectations are repeatedly stated throughout your tenure.

• Are you holding people accountable to the behavior expectations that you have set? It won’t do any good to state your expectations and then not follow through with your team if an individual is not playing along. Dissension can be fatal. It is important that you allow the people that work with you freedom to express their opinions and beliefs without any negative ramifications.

However, it is equally important to realize that not everyone is going to agree with every decision that you make. Let them know that you realize that. And, when it does take place, you need to help your team understand the why’s behind the decision and ask for their respect with it.

Holding people accountable to behavior is not dictatorship; that went out some time ago. And, it also does not mean that you are to go around and clean up every single statement that is made that is petty in nature. This is about creating one-on-one face time, when needed, with the influential people in your team. You know who they are. Every group has at least one, if not more; that individual who is either publicly vocal about her woes with you or works quietly behind-the-scenes to create doubts

48 Executive Agent Magazine

and frustrations. Don’t tolerate it. Gracefully confront the issue. Repeatedly state the clear value that she has to your team. Remind her how much you need her assistance but be firm with your statement of expected behavior.

• Are you the calm-in-the-storm? Chaos is part of every business these days. The key is for you to create a sense of organized chaos in your organization versus heavy dysfunction. Your team needs strong guidance during turbulent times and, whether you want to accept it or not, turbulence is here, and has been for quite some time and I’m not sure how quickly that will dissipate, if ever. Help your people understand the organizations priorities as well as reminding them how far you’ve come. Share the history as well as the future. Tell stories of successful ventures and what has been learned from the perceived failings. Remind them that we’re in this together and can get through it. Show some vulnerability while also sharing your dreams for the future. Let your team hear the passion and confidence in your voice.

Allow emotions to be shared.

True leaders have lots of demands on them and yet, that is usually why they are in that role. Without demands, boredom could set in and there is nothing worse than a driven leader feeling bored or unchallenged. Set your expectations. Set them high…not so high that they are impractical or unreachable but just high enough so your team has to stretch a bit to get there. Stretching is good; as long as it is handled with courage and grace.

Peggy L. McNamara’s overall theme, or brand, is Stimulate Some Action™. She is an expert in the area of personal development. Peggy is the author of inspirational book, “My Tender Soul - A Story of Survival”. Copyright 2004, PLM, Inc. All rights reserved. For information about Peggy’s Keystone presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Executive Agent Magazine 49

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

DO YOU KNOW SOMEONE

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

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