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TM

EXECUTIVEAGENT Dennis Rosas

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

MAGAZINE


Gabriel GabrielGarza Garza

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

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

Maria MariaRosa Rosa

Melody MelodyGomez Gomez

NMLSNMLS485364 485364

NMLSNMLS485314 485314

NMLSNMLS259837 259837

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

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

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

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

Rufina RufinaGuinto Guinto Mortgage Mortgage Advisor Advisor NMLSNMLS294533 294533

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

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

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

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

Diane DianeAvina Avina

Patty PattyFonseca Fonseca

NMLSNMLS382664 382664

NMLSNMLS255279 255279

Mortgage Advisor Mortgage Advisor

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

Mortgage Advisor Mortgage Advisor

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

Dan DanVillarreal Villarreal

Marie MarieBawe Bawe

NMLSNMLS340045 340045

NMLSNMLS1514419 1514419

Mortgage Mortgage Advisor Advisor

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

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

Marlene MarleneDamian Damian

Modesta ModestaGarcia Garcia

Ashley AshleyGarza Garza

NMLSNMLS484173 484173

NMLSNMLS1518436 1518436

NMLSNMLS1799019 1799019

Mortgage Mortgage Advisor Advisor

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

Mortgage Mortgage Advisor Advisor

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

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

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

Mortgage Advisor Mortgage Advisor

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

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

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

Give Giveour ourexperienced experiencedlenders lendersaacall calltoday! today! ©2019 ©2019 Finance Finance of of America America Mortgage Mortgage LLC LLC is is licensed licensed nationwide nationwide | Equal | Equal Housing Housing Opportunity Opportunity | NMLS | NMLS IDID #1071 #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, 5, Horsham, PAPA 19044 | (800) 355-5626 | AZ Mortgage Banker License (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building Horsham, 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed byby thethe Department of of Business Oversight under thethe California Residential Mortgage Lending ActAct | Georgia Residential #0910184 | Licensed Department Business Oversight under California Residential Mortgage Lending | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed byby thethe N.J. Department of of Banking and Insurance | Licensed Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed N.J. Department Banking and Insurance | Licensed Mortgage Banker -- -NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. Mortgage Banker NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. This document is is provided byby Finance of of America Mortgage. Any materials were notnot provided byby HUD or or FHA. It It has not been approved byby This document provided Finance America Mortgage. Any materials were provided HUD FHA. has not been approved FHA or or any Government Agency. FHA any Government Agency.


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Please contact us at: ExecutiveAgentMagazine@gmail.com Tel: 949.702.9577 www.ExecutiveAgentMagazine.com ExecutiveAgent Magazine

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Cover Story Dennis Rosas Executive of the Month According to Dennis Rosas, President of Berkshire Hathaway Home Services California Properties, maintaining status as the industry’s “Forever Brand and Forever Company helping its Forever Agents” means working with integrity.

25 Featured Professionals

08 Maria, Melody, Rufina, Marlene Finance of America Mortgage 4 Executive Agent Magazine

14 Francesca Reyes Coldwell Banker Town & Country


Content Improving Your Intellectual Image -Tony Alessandrang Like a Pro -Steve Cook

April, 2021

E XECUTIVE AGENT

TM

MAGAZINE

46

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

Empowering Your Agents: Negotiation -Rich Casto a Pro -Steve Cook

48

EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

How to Break Into the Luxury Market -Jim Remleyg Like a Pro -Steve Cook

18 How to Access the Power of Ambition -Jim Rohn Like a Pro -Steve Cook

22 Choose to Enjoy Life! -RVMting Like a Pro -Steve Cook

06 Once In A Lifetime -Chris Wideneriatating Like a Pro -Steve Cook

12

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

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Choose to Enjoy Life!

6

Executive Agent Magazine


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e have a choice to make our life interesting and exciting, or we have a choice to get into the mundane of life. When we get into the mundane of life, life escapes us, to be gone never to return. Very few of us actually take it up as a challenge to enjoy life and to make it exciting. Most of us just slip through life. We drive through life as if we are driving on a highway without choosing to go left or right. We just keep going where the road is going, and at the end, we arrive at a destination that we may not have decided to reach. But because we did choose to go where we want to go, we have reached and arrived somewhere else.

Stop! Don’t just drive through the highway of life, but think who are you? What do you want? Where you want to go? If you keep going where you are going, will you get to where you actually want to go? When you get to where you were going, will you be happy? These questions must always be on the top of our minds , and they must decide the direction and where we are going. RVM is a ‘Positivelife’ philosopher, an Author, Speaker, Poet, Singer, Philanthropist and Motivator.

Executive Agent Magazine

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Gabriel Garza

Branch Manager | Mortgag NMLS-208008

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

Maria Rosa

NMLS- 485364

NMLS- 485314

Sales Manager Mortgage Advisor

c: (323) 422-7752

c: (323) 353-5352

Phillip Johnson Sales Manager Mortgage Advisor

NMLS 485314

NMLS 259837

MAKE THE MOVE TODAY, BE A

Rufina Guinto

Rufina Guinto Mortgage Advisor NMLS NMLS- 294533

294533 c: (626) 993-4126

Marlene Damian

Mortgage Advisor PART OF SOMETHING NMLS- 484173

Mortgage Advisor

c: (562) 244-6340

c: (951) 217-4619

Melody Gomez

Diane Avina NMLS- 382664

NMLS- 255343

Maria Rosa

Sales Manager Mortgage Advisor

Dan Villarreal

Mortgage DamianAdvisor Marlene NMLS- 340045 Pascual c: (562) 718-0409 NMLS 484173

Modesta Garcia

Mortgage Advisor BIGGER! NMLS- 1518436

c: (626) 536-1195 c: (661) 301-0705 Finance of America Mortgage is a diversified national lender dedicated to providing solutions to improve the financial well-being of its customers. Established in 2014, Finance of America serves borrowers through trusted brands including Finance of America Mortgage LLC, Finance of America Reverse LLC and Finance of America Commercial LLC. Combined, Finance of America’s divisions are licensed in all 50 states, Washington D.C., Puerto Rico and the U.S. Virgin Islands and operate in retail and wholesale channels.

WE HAVE WHAT YOU NEED

Give our experienced lenders a

©2019 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opp Variety of loan options | Co-branding opportunities | We direct lender | Local (www.nmlsconsumeraccess.org) | 300are WelshaRoad, Building 5, Horsham, PA 19044 | (800) 355 #0910184 by the Department of Business Oversight under the California Residential Mo underwriting and processing | Our very own| Licensed suite of propriety products | Purchase, refinance Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Departme and much more Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender | Massachuset

LOAN OPTIONS

This document is provided by Finance of America Mortgage. Any materials were not provided by H FHA or any Government Agency.

Conforming | FHA | Jumbo | High Balance | Seconds | Renovation Loans | Construction | USDA | Down Payment Assistance In 2020, we funded 29.8 BILLION in total loan volume.

In 2020, we launched 118 new products, programs, and policies to provide our customer the best home financing needs.

In 2020, we helped 89,710 Americans achieve homeownership.

Gabriel Garza Branch Manager NMLS-208008

c: (323) 819-3660 ggarza@financeofamerica.com ©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 ( www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355- 5626 Licensed by the Department of Financial Protection and Innovation under the Cali fornia Residential Mortgage Lending Act Not intended for consumer distribution or use. For mortgage or industry professionals only. Equal Opportunity Emp loyer


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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.”

M

elody Gomez has devoted more than 17 years to perfecting her understanding of the mortgage loan process. Her clients and real estate partners have long relied upon her expertise in interpreting the latest market trends and innovations in lending programs. She has successfully guided more than 2,000 families to home ownership over the course of her career, and she looks forward to helping many more achieve the American Dream. Through her tenacity and outstanding work ethic, Melody has maintained high sales production and attained management status within several organizations. After eight years as a branch manager at a mortgage company in Whittier, Melody reunited with longtime colleague Gabriel Garza at Finance of America Mortgage in City of Industry. As sales manager, Melody assists with recruiting and training loan officers while continuing to originate loans. “Ive known Gabriel since the beginning of my career.”

F

or Rufina Guinto, Mortgage Advisor at Finance of America Mortgage in Montebello, life has come full circle. After earning her Bachelor’s degree in Civil Engineering in her home country, the Philippines, Rufina enjoyed a successful first career in the homebuilding sector. Answering the call to adventure, she came to the United States in 2005 to see what new opportunities awaited her. Once here, she replied to an ad for a mortgage loan officer position who hired her and offered training. Rufina says she didn’t realize how challenging the path ahead would be. In addition to learning her new job duties, she also had to adjust to a new culture. “I’m a dreamer, but I’m also a believer and a doer,” Rufina says, “In everything I do, I always give my best and if things don’t work out with the timetable I gave myself, I’d move on. Luckily, I got my first client on my third week at the job and the rest is history. It was not that easy but hard work and dedication paid off. I am grateful that since 2005, I’ve had clients who eventually became friends then became extended families as well.”

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eet Marlene Damian-Pascual, Mortgage Advisor at Finance of America Mortgage in City of Industry. Marlene’s comprehensive experience in the housing market spans both new home sales and mortgage lending. Over the past decade, she has worked with some of the industry’s largest financial institutions, and she has become a specialist in down payment assistance programs. Marlene says she is delighted to be working at Finance of America, where she has many resources to help her clients become homeowners. “All of the products and support we offer for down payment assistance is really wonderful. My manager, Gabriel Garza, is looking in the same direction of how to help people with these programs.” According to Marlene, the extra paperwork and additional work hours that such programs require are well worth the effort. “You have to have a passion and dedication to do these types of loans. It’s not for the money; it’s for the dreams you’re giving to the families. That’s what gives me the energy to do this.”


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Once In A Lifetime

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subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.

“Isn’t every moment of our lives, once in a lifetime?” he asked. Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment. What happens though is that we figure we will be able to live another moment in the same way we are passing on right now. Time becomes a commodity that we trade… and the riskiest commodity of all – futures! We pass on this moment for the option to live it in the future. The problem is that there is no guarantee of the future… Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day: The opportunity to play with your children or grandchildren. The opportunity to love your spouse. The opportunity to take that business risk. The opportunity to take that dream trip you have thought of for years. Live for today my friends. Make today the best day that you can. Be aware of every moment and how it is the last time you will be able to make the decision on how to spend it. Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference. As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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Executive Agent Magazine 13


E XECUTIVE AGENT

TM

MAGAZINE

Written by H. K. Wilson

Realtor® Francesca Reyes lives by the three Ps: Patience, Perseverance and Persistence.

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native of the Philippines, Francesca migrated to New York at 16 years of age and, at 17, she began working for a large bank. Manifesting her three Ps, she quickly moved up the ranks, receiving promotions and becoming knowledgeable in international and corporate lending. Francesca eventually relocated to California, where she married, started a family and completed her bachelor’s degree at California State

University, Los Angeles. By age 20, Francesca had purchased her first property, and she has continued to invest in real estate throughout her lifetime. “Real estate was always engrained in me,” Francesca says. “It’s something I inherited from my business-minded grandfather back in the Philippines. He bought a lot of properties there, and it’s where his wealth came from.” After succeeding as an entrepreneur in the retail and event planning sectors while raising five children, Francesca finally shifted her focus to real estate. “When my last daughter graduated from college, it hit me that I needed to follow my first passion — real estate.” With her tireless work ethic and determination to succeed, it is no surprise that Francesca quickly distinguished herself as an award-winning agent at Coldwell Banker Town & Country. Trilingual in English, Cebuano and Tagalog, she has worked internationally with Sotheby’s Puerto Vallarta and Coldwell Banker Singapore, helping clients to sell and rent homes. Francesca is happy to go wherever her clients need her, from Los Angeles County to Orange County to the Inland Empire. Due to the reputation for honesty and service excellence she has established as a longtime business owner in the region, more than 85 percent of her clients come from her sphere of influence. Francesca especially enjoys working with buyers, and she is known for her candid advice, extensive market knowledge and attention to detail. “I love helping buyers find their home. In this business, you have to know your clients’ wishes and wants. I’m frank about properties they see, if I don’t think it is of value or there are too many repairs to be done. If I don’t think it’s the right fit for them, I say so even if they like it. Once I have said my part, at the end of the day, it’s their decision.”


Going the Extra Mile to Make Dreams Come True With such low inventory in the current market, buyers are facing special challenges. Francesca’s experience as an investor along with her diligent market research bolster her ability to negotiate favorable offers. “With so many properties selling over asking price right now, I do a good market analysis of each property and give my clients a range of how much to offer over asking. I have been an investor for four decades through all the ups and downs. I don’t want to put my clients in a position to lose a property later. It’s a seller’s market, and buyers want to buy because of low interest rates. I’m here to look after the welfare of my clients and make sure they’re doing the right thing.” Francesca’s reliability, communication and professionalism are evident during every stage of a transaction. When she tells a client something will get done, she follows through. Clients can count on her to answer their calls, emails and texts at any time of day. And at the closing table, Francesca is a deal maker. She is a bold advocate with the knowledge and confidence to negotiate to her clients’ best advantage. “That is the essence of excellent service,” she says. Francesca’s clients often express their gratitude for her representation with glowing reviews. A client who recently sold and bought a home with Francesca said this: “Francesca has been amazing from beginning to end! She is very knowledgeable, professional and takes good care of you! She went above and beyond. When another agent from another company told us we would not be able to sell and buy a home, I thought that there wasn’t much hope for us. However, Francesca came as a recommendation from a friend, and we are so glad we found her. She was able to prove another agent wrong. She was able to sell our home over asking price, mind you, and open escrow in a matter of weeks — even through this uncertain time of COVID! To top it off, we are now in a brand new home — our dream home! Thank you, Francesca, for

all that you have done for us! We are forever grateful! We highly recommend and trust her for any real estate needs!” All five of Francesca’s children are college graduates and successful professionals in their chosen careers. She is now enjoying her seven beautiful grandchildren and looking forward to welcoming an eighth. Francesca is also looking forward to resuming her volunteer work with the Rotary Club and other organizations when the pandemic is over. When it comes to home ownership, Francesca says, “Where there’s a will, there’s a way. I will do everything possible to make someone’s buying or selling experience happen. With my knowledge and experience in loans, finance and real estate, I know I can help them make their dream come true.” Francesca Reyes Coldwell Banker Town & Country 345 E. Rowland Street Covina, CA 91723 Tel: 626.825.4511 Email: Francesca.Reyes.Realty@gmail.com DRE # 02009878


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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How to Break Into the Luxury Market

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aybe you’re waiting for your big break to go from traditional sales to luxury. If so, Jim Remley, author of books like “Real Estate Presentations That Make Millions,” recently shared some of his tips on luxury home sales in a recent webinar. Learn how luxury buyers are different. “Luxury home buyers aren’t like other buyers,” says Remley. “You don’t find them in the same markets, or sell to them the same way you would other home buyers.” Luxury buyers view themselves as special and exclusive and expect to be treated that way too, Remley says. They prefer private showings or open houses that are invitationonly. They like party vibes at the showings too, which may include special touches like wine, food, and live music, Remley says. Also, their wealth has made them skeptical of some people’s intentions so they tend to rely on their close personal network to find out who to use as a real estate professional and where to buy. What’s more, great real estate for them isn’t just a great home – the great amenities that come inside of it are a big selling point too. They love ultra-exclusivity. Remley suggests creating a branded, property specific luxury home booklet for a luxury listing that can be distributed to potential buyers. He recommends

using professionally produced, full-color photographs that feature the home’s interior and exterior. The special, high-end booklets help create that ultra-exclusivity feel for the buyer, he says. Make an emotional pull. Remley says that people are willing to spend millions on a home because the way it makes them feel. Therefore, use the power of emotions in your marketing to help them feel good about the property. For example, instead of writing “This home has a great deck.” Try: “Couldn’t you see yourself hosting a great graduation party for your kids on this deck?” Remley says it’s important to engage buyers emotionally so that they can connect with the home’s features and imagine their lives there. Build buzz through a network hub. Create buzz for your luxury listing within your network hub – that is, those who are more socially engaged than others, Remley suggests. He describes network hubs at three levels: network hub (those who are active at work and volunteer in their community; as he notes, “oddly enough, people most likely to become millionaires are volunteers first.”); mega hubs (people who are really visible, such as CEOs, celebrities, and reporters); and social hubs (those who are leading a social group, like at a church or Rotary Club). Executive Agent Magazine 19


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

OUR FIVE POINT PLAN

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

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!

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


How to Access the Power of

AMBITION

W

hat is the origin of true ambition? There exists really only one place to find true ambition, and that is within you—in every thought, in every movement, in every motivation. Your ambition is an expression of who you truly are, your own self-expression. Ambition says, I know who I am and I know where I want to go. I’m accumulating knowledge and experiences and feelings and philosophies that will help prepare me for opportunities that I know will show up without notice or any help on my part. Because you know where you want to go, you have already been working on the parts of your personality that will make you better. Working on your attitude, working on your health, working on your time management skills. Putting it all down on paper. And you constantly see yourself in the place you want to be, going in the direction you want to go. Direction determines destination. So here is a question you must ask yourself: Are all the disciplines that I’m currently engaged in taking me where I want to go? What an important question to ask yourself at the beginning of the month, the beginning of the week, the beginning of the day. Don’t kid yourself— fingers crossed—hoping you will arrive at a good destination when you’re not even headed that way. You have to ask yourself often, AM I? Am I doing the

22 Executive Agent Magazine

disciplines that are taking me in the direction I want to go? Don’t neglect to ask these important questions, questions that help determine your direction, the set of your sail, your destination. Is this the direction I want for my life? Is this someone else’s direction? Is this a goal I have been ingrained with since my childhood? Is this goal my parent’s, my spouse’s, my boss’s, my children’s—or is it MINE? Ask yourself these questions and then debate them. After you have answered these questions within yourself, then take it one step further and ask, What am I doing that is working or not working? Debate it all. Work with your mind to figure out the best possible direction for you—your self-direction. And then ambitiously pursue your own self-direction. Let the power of your own ambition take you where you want to go, to do what you want to do, to create the life you want to live. Jim Rohn was a leading author, speaker and business lecturer. He is the author of 7 Strategies for Wealth & Happiness: Power Ideas from America’s Foremost Business Philosopher, among other fantastic books and audio programs.


Executive Agent Magazine 23


Know of a Realtor doing amazing things? NOMINATE them to be our next

Executive Agent of the Month


EXECUTIVEAGENT

TM

MAGAZINE

Dennis Rosas


Dennis Rosas “Living by Integrity and Passion of Purpose” Written by H. K. Wilson - Photography by Ian Wiant

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ccording to Dennis Rosas, President of Berkshire Hathaway Home Services California Properties, maintaining status as the industry’s “Forever Brand and Forever Company helping its Forever Agents” means working with integrity. “Our parent company is owned by Warren Buffett,” he says. “I was attracted not by his wealth, but because he says that in business, you should do the things you’re proud of, that every action you take should be something you’d be confident with if it appeared in the newspaper the next day. We aim to live by that higher integrity.” Dennis is a second-generation real estate professional who obtained his sales license while attending college. What began as a means to earn a second income to help support his single mom, three brothers and sister,

turned into a lifelong and successful career. Imitating his mother’s tireless work ethic in real estate, Dennis went on to work alongside two mentors who helped shape his professional path: Wayne Peterson and Bruce Mulhearn. In 1986, Dennis became a licensed broker and took over Home Brokers Inc. of Whittier from Peterson. He expanded the brand and, in 1993, he merged his business with Mulhearn’s, culminating in a company that now boasts 18 real estate offices, 12 escrow companies, 76 broker associates and 1169 licensed agents. Since Mulhearn’s passing in 2018, Dennis has continued to work in partnership with Tomazina, Bruce’s widow and chairperson of the company, to preserve her husband’s legacy. “I have the utmost respect for her,” Dennis says. “She worked hard and supported her husband for decades. I want to make her shine, as well, as my partner.”


Positivity and progress are the standard at Berkshire Hathaway HomeServices California Properties, where high touch and high tech meet to create an affirmative work environment for agents and a personalized service experience for clients. “Tech platforms and computers provide information, but it’s the relationships we build that make us leaders in our market. Success in our business means surrounding yourself with people you want to be around, where you will grow and develop, and bring value to buyers and sellers. Right now, we’re using technology to continue training agents every week by Zoom. Some are still uncomfortable with it, but it’s a way for us to remain connected as individuals.” Personally inspired by authors John Maxwell and Simon Sinek, Dennis dedicates time each day to listening to audio books so that he can, in turn, inspire others. “One thing I’ve taken away is that self talk is so important. How we talk to ourselves will carry over to the people around

us. We want people in our organization to learn how to be the best version of themselves. We see people as people and think about how we can help the individual when they walk into our company. My job when I’m talking with an agent or a prospective buyer or seller is to ask how can I help them achieve what they want in life. We treat other people how we want to be treated and give them respect whether they buy with us or not.” Dennis lives by the motto: “Never have more than one bad day.” He explains, “That means that bad things are going to happen, but you don’t let it affect you for more than one day. Kick the wall, hug the dog, and move on. I’ve been asking people what one word they’d use to describe 2020, and how that word has become part of their action to build purpose in 2021. For me, the word is resiliency. It’s important to make that second effort. Everybody has challenges, but we have to keep moving forward. Bruce Mulhearn always said, ‘Be the last man standing.’”


Berkshire Hathaway HomeServices California Properties is meeting the challenges brought about by the pandemic with “empathy for the world,” Dennis says. “People still need housing. More than ever, people are buying a home because it is their safe haven — the place where they work as well as have socially distanced relaxation with family and

friends. Through the process of buying or selling a home, we deal with people’s health concerns with empathy and understanding. We honor social distancing requirements out of respect for people. Wearing a mask is about having respect for you and your family.”


A steadfast supporter of the community and industry, Dennis has given years of service and leadership to numerous organizations, including: East Whittier YMCA, Board of Directors; Whittier Chamber of Commerce, Director; Whittier Girls Softball, President; St. Bruno Church, Finance Chairman; California Association of REALTORS® (CAR), State Director; and National Association of REALTORS® (NAR), National Director. Dennis is happily married to his wife of 36 years, Rosemarie

Rosas and has two lovely daughters, Danielle and Kymberly. “What I live by is passion of purpose,” Dennis says. “We are committed to helping agents who are committed to our company by helping them grow their income and their ability to take care of their family. We’re here to help them with their business in any way we can. When our agents succeed, our clients succeed.”


Dennis Rosas, President Berkshire Hathaway HomeServices California Properties 18000 Studebaker Rd. Suite 600, Cerritos, CA 90703 Tel: 562.207.2727 – 562.587.7674 Email: DennisRosas@bhhscaprops.com Web: https://www.bhhscaprops.com DRE # 00602101


Serra Retreat 23111 Mariposa De Oro St. Malibu, California A complete masterful renovation of an iconic Mediterranean estate in Serra Retreat, Villa Mariposa sits in an Eden of manicured tropical landscaping. Rich with Moorish accents and exquisite materials/finishes, the residence invites lavish entertaining and sublime sanctuary. Stunning architectural details and fine imported materials include high ceilings with massive beams, arched windows/doorways, numerous skylights, and French doors opening onto courtyards, patios, the verdant grounds, and pool/spa. At the heart of the home is a huge family-style kitchen that adjoins an impressive dining room featuring an antique brick vaulted ceiling. There is a shelf-lined library/office, state-of-the-art theater room, and a guest wing with a professional gym, infrared sauna, and steam room. A staff apartment is above one of two double-car garages. This glamorous, destination-style gated estate also features whole-home water filtration, guest parking for up to 23 cars, and new A/C. Offered furnished or unfurnished. $13,995,000 32 Executive Agent Magazine


Chris Cortazzo DRE # 01190363

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

Laura Kalb DRE # 00872948 HILTON & HYLAND Tel: 818.371.9350 laura@hiltonhyland.com http://www.laurakalb.com

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Royal Oaks of Encino 3951 Royal Oak Pl, Encino, California Welcome to your captivating new construction modern masterpiece, located in the coveted Royal Oaks of Encino. Located at the end of a Cul-de-Sac, behind large private gates, sits this grand estate perched above boasting 10,900 sqft of refined luxury. Awe inspiring main level welcomes you to quintessential California living featuring exceptional views radiating from massive glass pocket doors the moment you enter. Incredibly open floor plan generates a smooth flow from the sweeping family room, sumptuous dining room, chef’s kitchen with center island and attached breakfast table, butler’s pantry, bedroom with en-suite bathroom, and patio overlooking the ultimate entertainers dream backyard. Upstairs beholds 4 exquisitely designed en-suite bedrooms perfect for family and friends. The romantic master retreat features a stunning fireplace, expansive walk-in closet, luxurious spa-like bathroom, and glass sliding doors leading out to the extensive balcony with incredible views. Downstairs presents a large subterranean garage perfect for any car collector that can showcase up to 8 cars. Lower level can also accommodate music recording studios and recreation spaces. Additional conveniences include home gym, sports courts, and Creston smart home automation system and high-tech security. Architecturally designed with meticulous perfection, this trophy estate is unlike any other. Close to the best shops, fine dining and many more. Asking Price $10,995,000

Dennis Chernov

Adi Livyatan

Tel: 818.432.1524 info@chernovteam.com https://chernovteam.com

Tel: 818.919.4060 adilivyatan@yahoo.com https://adilivyatan.com

DRE # 01850113 Keller Williams Luxury International

DRE # 01892750 Rodeo Realty

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Mediterranean Estate 3039 Roscomare Road, Bel Air, CA 90077 North Bel Air, Mediterranean, 7,670 sq ft, 24,504 sq ft Lot, 2-story foyer, 6BR, 8BA, kitchen with large island, formal dining and living rooms, library/office/study, wine cellar, Master Suite and baths, closets, gym, private balcony, family room opens to covered patio, lawns, pool, spa, motor court, garages, service entrance. Offered at $7,690,000

Felix Pena

DRE # 01414250 ESTATES DIRECTOR HILTON & HYLAND 257 North Cañon Drive Beverly Hills, CA 90210

Tel: 310.256.0770 felix@hiltonhyland.com

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The Tranquility House 6311 Calle Del Alcazar, Rancho Santa Fe, California 92067 The Tranquility House is sited on a quiet, view lot within the exclusive community of Fairbanks Ranch. An exceptionally crafted and maintained single-level estate home where open-concept living is infused with a beautiful mix of eras and styles that work together to create a sophisticated and comfortable space. Resting on a 1.27acre parcel, the site delivers a choice selection of sun-lit exterior living including a lushly landscaped and gated front courtyard. Measuring nearly 7,658 SF, the timeless design encompasses 4 bedrooms & 4.5 bathrooms including the primary suite featuring floor to ceiling windows that extend into oversized walk-in closets, dual bath areas and exercise/meditation room. Offered at $4,795,000 38 Executive Agent Magazine


Danielle Short

DRE # 01199071

Tel: 619.708.1500 Pacific Sotheby’s International Realty Danielle@DanielleShort.com www.DanielleShort.com

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Awe-Inspiring Views 2525 Ocean Blvd #1C, Corona Del Mar, CA 92625 The epitome of luxurious condo living, this is a rare and highly sought-after double unit, one of only three in the community. Take advantage of this unique chance to obtain two units in one, featuring spectacular ocean and harbor views that promise to leave you in awe. The interior feels bright, modern, and generous in size with an open-concept floor plan and large windows that expertly showcase the breathtaking outlook. You can take your pick from a selection of sumptuous living spaces. Both kitchens are beautifully finished with high-end stainless steel appliances, glistening white cabinetry, ample countertop space, and an open design that embraces the living areas. At the end of the day, you’ll love to host guests on the covered outdoor areas or retire to any one of the impeccable bedrooms on offer. Awe-inspiring views are all yours to enjoy, and for the boating enthusiast there’s also a 28-foot dock on the main channel with an entrance leading to the harbor. Residents of this well-maintained building relish peaceful, private, and secure living with access to a host of amenities, including a BBQ area, a shimmering pool, and a spa. Offered at $4,750,000 40 Executive Agent Magazine


Michael Mena

DRE # 01948813 Broker Associate, REALTOR®

Harcourts Prime Properties 190 Newport Center, Suite 290 Newport Beach, CA 92660 Tel: 714.609.8859 michael.mena@harcourtsprime.com www.mmgrouphomes.com

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Brand New With Magnificent Views! RANCHO SANTA FE, CALIFORNIA Outstanding BRAND-NEW construction in Rancho Santa Fe in prestigious gated guarded Rancho Del Lago in Southern California. Warm Contemporary, simple lines and bold shapes with unobstructed MAGNIFICENT sit-down views, quiet, with disappearing pocket doors on approximately 5.46 acres. 6 Bdr main house (approximately 9470 sqft) with living room, family room, office, game room/media, study, massage/yoga room, 500 bottle temperature-controlled wine room, attached 4+2-car garage plus detached guest (approimately.980 sqft) house with full kitchenette. www.18490LagoVistaRSF.com. Price: $11,500,000

Sonja Huter

DRE # 01384572

Luxury Home Specialist Top 5% Berkshire Hathaway HS Network Berkshire Hathaway HS California Properties

Tel: 619.246.2606 sonja@sonjahuter.com www.sonjahuter.com

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Stunning Spanish Colonial PALM SPRINGS, CALIFORNIA Incredible restoration of this one of a kind, romantic 2-story Spanish Colonial on 1 acre of land in coveted Old Las Palmas. The 5 bed/9 bath home offers approx. 6255 sq ft of living with 2 master suites & 3 guest suites plus a theater, upstairs sitting room and exercise room. The sparkling pool is saltwater and redesigned in ceramic blue tile with a tanning bed and built in spa. The views and the grounds are impeccable offering a fruit orchard and 56 palm trees. Ideal for that car collector as there are 3 garages attached to the house and a free standing 2000 sf garage w/ 12 ft ceilings & it’s own driveway designed to house a luxury RV or up to 6 cars & motorcycles. (Ideal conversion to art / music studio or guest house) First time on the market in some 20 years, it is a rare opportunity to own an exquisite estate that needs no work & priced below replacement. Located at 735 N Prescott Drive l Old Las Palmas l Palm Springs, CA. $6,995,000

Louise Hampton

DRE # 00802409

The Louise Hampton Team Berkshire Hathaway HomeServices California Properties

Cell: 760.861.5191 l Bus: 760.320.4586 louise@louisehampton.com www.louisehampton.com

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Improving Your Intellectual Image

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his aspect of your personal image comes from how well you’ve developed what’s inside your skull. This is your intellectual self. I’m not talking about a high IQ or your ability to win at Trivial Pursuit. I’m referring to the depth and breadth of your knowledge, your mental fitness. Most of us were given plenty of basic intelligence. We alone decide whether we’ll use it to capacity or let it get flabby or stiff from disuse. Can your mind lift abstract concepts from The Wall Street Journal, or from the professional journal in your field? Can you grasp the intricacies of a problem explained by someone in a field completely different from your own? Can you see an issue from a perspective that’s 180 degrees from your own feelings? Can you entertain ideas that come from a different culture, or from people you don’t like? Can you hang in there when it’s going to take a lot of convincing to get people to see things your way, or when it’s going to mean clearing seven committees and the CEO? Training your mind to take on longer-term and more demanding tasks gives you the stamina you need when mental marathons come up. Other ways to strengthen your mind might include: • Taking some classes in a subject you’ve always wondered about-say, art history, acting, or geology-but never studied. • Learning to play a musical instrument. Or, if you prefer, learning to scuba dive. • Committing to teaching yourself a new and difficult skill: celestial navigation perhaps, or gourmet cooking, or origami, or winemaking. • Joining a foreign-affairs group or an investment club or a reading circle where new issues and speakers abound. • Buying an expensive subscription to a weighty series of books or musical performances. Paying so much, you’ll probably feel compelled to get your money’s worth. • Here’s a real test of mental discipline: Listening to a daytime TV talk show without making judgments about the intelligence of the participants! Another intellect-strengthening exercise is to get in the habit of not assigning labels to people. When you’re at a party and another guest is introduced to you as “a life-insurance salesperson,” don’t you, mentally at least, take a couple steps backward? Ditto, perhaps, for “IRS auditor,” “debutante,” “parole officer,” or “yachtsman,” depending on your mind-set. Thus, the hidden assumptions of language can control your behavior. Your preconceived notions of accountants, say, as bland and boring, or of professors as tweedy and reserved probably does you and them a disservice and may prematurely kill off what could be a valuable relationship. To maximize your intellectual image, attempt to get past the labels. Don’t overlook, for instance, the opinions of a mere “clerk” while perhaps overvaluing those of a “consultant.” It takes intellectual strength to avoid the trap of confusing the specific for the general. But if you can get into the habit of appreciating people’s unique, human side and not judging them generically, you’ll win their respect-and you may learn something, too. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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Empowering Your Agents:

NEGOTIATION

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reat recruiters are great coaches. They have a great sense of the business and pass that knowledge to their agents. This will be the first of a series of articles that address critical areas that agents need coaching in. It is called The Empowerment Series. One of the most crucial skills sellers’ want from their agent is the ability to negotiate. Most agents have no strategy. No strategy means it is not addressed in the listing presentation. This makes the agent vulnerable to discounting agents. Below is actual dialogue that is based on principle: “Mr. and Mrs. Seller, the most critical piece in the process of getting your home sold is the negotiation. Let me specifically detail how I will negotiate an offer on your home.” “When we receive an offer I will immediately call the buyer’s agent and thank them for their hard work. Commend them for a job well done, recognizing the fact that it takes a lot of hard work to find the right home for buyers and also to go through the contract process. I will also commend them for making the offer on (my sellers’) home. “I want to enroll the other agent. We want to make this a win-win situation. Most agents negotiate winlose or they have no negotiating strategy at all. Did the other agents explain their specific negotiating strategy? Wouldn’t you agree that this is the most important part of getting you the highest price?” “Ok, back to this offer. I will let the agent know that we will get back to them promptly.” “No matter what the offer looks like, even if it is way too low of a price, we do not have to get upset. The reason? We don’t have to sell it for that price!”

counter offer price. At that time, I will gather all the evidence possible that proves that your counter offer makes your house the best house at that price in the entire area. I will attach this evidence (comparables) to the counter offer.” “I will put a cover letter on the counter offer, covering a few items: 1. Thanking the buyers for their offer. 2. Letting them know their agent is working hard for them and has earned my respect. 3. Letting them know that our counter offer, based on the evidence attached, makes the property the best house in the area for this price. And to please review the offer with their agent. 4. Telling them that the sellers (you guys) are very thankful for the offer and want to insure that all parties are pleased with the contract and want to create a win-win.” “Mr. and Mrs. Seller, wouldn’t you agree this is by far the best way to get the highest price for your home? Did the other agents demonstrate their skill and understanding in negotiation? Would you agree the ability to negotiate could get you 2, 3, 4 or 5% more for your home? So, you may be getting a listing fee discount of 1%, but it may cost you much more on what you actually receive from selling your home.” If you want your agents to have more value in the listing presentation coach them to be more skillful. That is the value you should bring to your agents. Provide that kind of value and you will stop recruiting, and start attracting. Rich Casto is Founder of Rich Casto & Company, The Real Estate Coaches, The Leading Management and Recruiting Solutions Experts. © 2008, Rich Casto. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

“At that point, I will show you a snapshot of the market, both houses sold and those currently in competition with you. Then we will come up with a Executive Agent Magazine 49


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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