EXECUTIVE AGENT MAGAZINE - INLAND EMPIRE MARCH 2022

®

EXECUTIVE E x e c u t i v e

AGENT MAGAZINE

Ag e n t

Executive Agent of the Month

M a g a z i n e . I n l a n d

JONATHAN HERNANDEZ

E m p i r e

E d i t i o n . M a r c h, 2 0 2 2

Brett Reichel NMLS #210215 Branch Manager

3281 E Guasti Rd Ste 550 Ontario, CA 91761

(909) 912-7839 office (503) 784-0482 cell

breichel@loandepot.com www.loandepot.com/breichel

loanDepot.com, LLC. NMLS #174457 (www.nmlsconsumeraccess.org). Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act CRMLA 4131040. For more licensing information, please visit www.loanDepot.com/licensing.

The POWER of PRINT & DIGITAL MAGAZINES

Reaching LOCAL & GLOBAL Markets

Please contact us at: FArrias45@gmail.com Tel: 949.702.9577 www.ExecutiveAgentMagazine.com ExecutiveAgent Magazine

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Cover Story Jonathan Hernandez Executive Agent of the Month Realtor® Jonathan Hernandez knows what it means to deliver excellent service. In fact, he was trained by the best. Jonathan spent the first eight-and-a-half years of his career as a customer service manager for the United States Marine Corps, where he assisted service members with their training and benefits.

25 Featured Professionals

8 Rick Bui loanDepot® 4

Executive Agent Magazine

14 Vincent Guerrera A List Estates

Content

March, 2022

EXECUTIVE

Six Powerful Prospecting Tips to Build Your Business -John Boe

AG E N T M AG AZ I N E

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®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias How to stay motivated to achieve your goals -Josh Hinds -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

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PROFESSIONAL PROFILES H.K. Wilson

The Importance of Constant Self-Improvement -Craig Impelman Pro -Steve Cook

16 If You Want to Change Your Results, You Have to Change Your Thinking First -Tony JearyPro -Steve Cook

EDITOR Trudy Vanderhoff

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How Patience Makes You Rich -Jim Rohn ike a Pro -Steve Cook

22 Winners -Zig Ziglarating 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 Ian Wiant 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 2022 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

How to stay motivated to achieve your goals -By Josh Hinds

T

o stay motivated to achieve anything you have to know what you want, and why …If you don’t have a clear plan and know your “why”, you’ll lose focus on your goals, or never get started to begin with.

Your “why” is the reason behind why you’re doing what you’re doing.

A person who says “I’m going to start a business to make more money” isn’t likely to get there. Yet, the person who says “I’m going to start a business to make more money in order to get a bigger home with more room for my family” is likely to do just that. The differentiator here is that the person in the second example is doing the thing for a deeper reason.

Practical Steps for staying motivated to reach your goal

To start, one of the primary focuses was to share other personal development expert’s work and content with our audience. As things evolved I began to write and share my own thoughts too, but the focus was mostly on sharing other’s work, and occasionally my own content.

This worked great for many years.

Overtime the focus began to shift towards sharing primarily my own content. I’m not saying there’s anything wrong with that. Just that in my case it didn’t really fit with the mission that’s personally important to me.

Ironically, the more “me focused” approach worked… at least by other’s measurement. I got a book deal, among other things. All that said, I realize now upon reflection that I lost the deep interest and focus I had when I was more aligned with my original mission.

My solution you ask?

1. Keep your goal plan in plain sight. What we think about gets done. Life gets busy. Any number of things popup and vie for our attention. So, if you want your own plans to have a chance, you’ve got to schedule time to work on them.

Placing important tasks on your calendar is an easy way to ensure what needs doing gets done.

2. Understand that your focus can become altered as you move through life. You must take time to reconnect with your “why.”

When I started GetMotivation I had a very clear and simple mission statement. It was “to motivate and inspire others around the world by sharing personal development resources.”

It was easy to stay on mission and do the things required to achieve the plan. Overtime, and millions of visitors later, the original mission continues to be achieved That said, along the way an interesting thing happened.

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Executive Agent Magazine

I stepped away from what I was doing online for the most part. Of course my sites kept running. The products I offer are still out there and available. I just focused in other areas for a bit.

Fortunately it wasn’t long and I decided to get back to my “roots” and refocus the mission statement. Now the work I do related to the professional development industry looks like this: I run GetMotivation, the newsletter, and other related sites I operate. My existing products are available and I’m open to creating new ones where doing so make sense. I’ve reconnected with the sharing of articles and great content from leading personal growth experts. These are in line with my “why” — the reason I do all that’s involved in making things a success.

Live BIG, Josh Hinds * Author of “Why Perfect Timing is a Myth”, and “It’s Your Life, Live Big.”

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EXECUTIVE AG E N T M AG AZ I N E

®

Rick Bui Mortgage Advisor A Home of One’s Own Written by H. K. Wilson

consolidate debt and get ahead or build an asset for their retirement. I love seeing people learn about investing and how the money they save can be put into other investment vehicles. So often, these are things they’ve never been taught before. When they see their money growing, their mentality totally changes. That’s why I enjoy the $300,000 loans more than the $1 million loans. It’s an opportunity to see people provide more for their families.”

W

ith nearly 25 years’ experience working for some of the world’s most notable banking institutions in roles spanning all aspects of loan origination, operations, management and securitization, Rick Bui was named the number one loan officer at loanDepot’s Ontario branch in 2021. When you get to know Rick, it is readily apparent that his success is fueled by more than his expertise — it is driven by his genuine desire to see every family have a home of their own. At loanDepot, he is positioned to do just that. #1 in Volume per Scotsman’s Guide.

“I enjoy helping people out and seeing them thrive,” Rick says. “A lot of my joy comes from educating working families about the importance of owning a house. I’ve seen many who were able to sell their first house and buy a bigger one, use their equity to

Executive Agent Magazine

One of the ways loanDepot supports home ownership is by leading the market in innovative loan programs designed to meet the needs of borrowers in today’s ever-changing market. “If you are a returning customer and refinance your loan with us, we will waive our lender, processing, underwriting and appraisal fees. With the recent rise in equity, we’re seeing a lot of people who are pulling cash out and building ADUs (Accessory Dwelling Units). We offer renovation loans where they can pull money out based on the home’s projected value. We’re also doing a lot of fix and flips.”

The pandemic has made home ownership more desirable than ever, as people are spending more time at home. loanDepot has been there all along, with competitive rates, the right loan programs and technology designed to make the loan process simpler and more efficient. In addition to these benefits, loanDepot’s systems have contributed to the safety of clients and professionals by making the loan process virtual. Through the mello® software platform, borrowers can complete their loan application right from their smartphone or other device. The system will even capture income and asset information so clients don’t have to deal with complicated paperwork.

Rick observes, “People are placing more importance on buying a home or improving the house they have now. They need that quality personal space, since they’re working at home, eating at home and spending more time there with their families.

Now, when clients are buying a house, they have to stop and consider whether they can see themselves being stuck there possibly for weeks at a time. I’ve seen more buyers pursuing turnkey homes instead of fixer uppers because supplies are limited and have higher costs, as are the labor issues. They want something that is turnkey and home ready so they don’t have to spend time working on it. I think a lot of sellers are improving their homes for that reason.”

Rick and his family are longtime residents of Chino Hills. His daughter is now a first-year student at the University of Oregon (go Ducks!), and his son is a senior at Nebraska’s Concordia University, where he is a baseball scholarship recipient. He is considering staying another year for his Masters.

Rick is a generous supporter of his community and gives his time and resources to numerous causes. He served as president of the Rotary Club of Chino, for which he organized a sold-out lobster fest fundraiser last year. “It really blew our minds that during the pandemic, we were able to generate so much money from the event. We plan to do it every year from now on.” Rick is also passionate about supporting veterans, and he is a certified military mortgage specialist. In addition to

helping those who have served use their VA loan benefits, Rick works in partnership with such organizations as the American Legion and Veterans of Foreign Wars. Rick was also a member of the Youth Accountability Board with the San Bernardino Probation Department and organizes many events helping children with special needs.

Recognizing that these are trying times for many, Rick offers some heartfelt words of support, “It’s important to ignore all the noise, and look for the good in life. Turn off the news and social media, and focus on enjoying your family and friends.

Nothing keeps you from going out for a walk or sitting in nature and being grounded. I’ll do everything I can to help you get into a home to experience that American Dream and see all the financial benefits of owning a home.

Rick Bui loanDepot® 3281 E. Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 714.305.2400 Email: RBui@loandepot.com Web: https://www.loandepot.com/rbui NMLS # 309803

Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

Executive Agent Magazine

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 E P. 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

WHY CHOOSE PWR?

PWR goes beyond the basics of providing MLS access and Supra Key support – we provide our members with ONE-OF-A-KIND services that help them become better REALTORS® FLEXIBLE WAYS TO PAY SOME OF THE LOWEST DUES AROUND

Monthly & quarterly installments plans through ezPay (PWR’s online bill pay)

INNOVATIVE PROFESSIONAL STANDARDS PROGRAMS

RED (Rapid Ethics Delivery) for fast & easy conflict resolution (exclusively at PWR)

THE MOST EFFECTIVE ADVOCATE FOR PROPERTY RIGHTS

The area’s only Triple Crown & President’s Cup Award Recipient presented by the National Association of REALTORS®

THE BIGGEST SELECTION OF FREE REAL ESTATE CLASSES Learn to be more productive, professional, & profitable!

NETWORKING EVENTS THAT GIVE BACK TO THE HOMEBUYING COMMUNITY

Proceeds from the Golf and Wine Tasting events fund our PWR Charity Foundation grants and programs

DEDICATED MEMBER SERVICE

PWR is the only association with an in-house Call Center to provide prompt, individualized service

PWR REALTOR® STORE

The largest REALTOR® store in the area for all your real estate needs

“SINGLE SIGN-ON” ACCESS

Direct access to REALTOR® Tools (Matrix MLS, RPR, & PWReports)

SERVICES MORE REALTORS®

More than any other local associations in the state of California

OUTREACH TEAM

Your personal liaison to help you better leverage PWR’s benefits

TO JOIN PWR – CALL 714-245-5500 FOR MORE INFORMATION VISIT WWW.PWR.NET

If You Want to Change Your Results, You Have to Change Your Thinking First

M

y team and I constantly ask ourselves, “How do we make the biggest impact on helping our clients get the results they want faster?” The powerful answer is for us to help change people’s limited thinking or help them adjust their standards or habits to support their goals. So we encourage clients to nurture thought-provoking relationships and opportunities, thus creating more thought-provoking results. Big returns come from thinking smart.

5. How effectively am I feeding my mind?

(How many books have I read in the last six months? What do I wish to become? Am I studying productively?)

6. How do I rate my lifestyle (my satisfaction with activities such as travel, exploring, attending fun events, etc.)?

7. Where is my income in comparison to where I want it to be?

Here’s a simple assessment that will trigger thought and action. Rate yourself 1 to 10 on each question below (1 is low; 10 is high). Then take a few minutes to write down what actions you want to change in response to your answers.

1. How is my life working out?

2. How’s my daily attitude; how happy am I? 3. How are my relationships with my family, friends, co-workers, coaches and mentors?

4. How’s my health (weight, overall wellness, self-esteem, stress levels, etc.)?

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8. How often do I give back to others?

9. How is my goal-setting? How satisfied am I with how my goals have manifested in my life?

Tony Jeary is an author, executive coach and presentation strategist. Jeary has published more than three dozen books about making presentations and strategic effectiveness. He coaches the world’s top executives from companies such as Wal-Mart, Ford, New York Life and Texaco.

Executive Agent Magazine 13

EXECUTIVE AG E N T M AG AZ I N E

Written by H. K. Wilson ®

Vincent Guerrera

H

igh prices, limited inventory and rising interest rates are all part of the real estate landscape in 2022.

Zillow is forecasting an 11% increase in home values in 2022, while existing home sales are predicted to total 6.35 million. That’s up from 6.12 million in 2021, which would make 2022 the biggest year for home sales since 2006.

For buyers and sellers alike, the advice of an experienced real estate professional is key to making rewarding moves in 2022 and beyond. Vincent Guerrera, broker/ associate at A List Estates in Rancho Cucamonga, is a real estate advisor focused on helping people make the most of their home investments.

Whether someone is buying their first home, selling a property or making a strategic real estate acquisition, Vincent is ready with an in-depth understanding of local markets and the trends that drive them. A successful real estate entrepreneur with real-world experience turning properties into profit, Vincent has the insight and knowhow to get you the best results for your money.

With the upward trend in home prices, rents are also increasing. This makes it a critical time for first-time buyers to get into the market. While many believe they are priced out, Vincent is ready with some creative options. “I encourage low-income buyers to look at duplex and triplex

properties. With the cash flow from the additional units, someone with a limited income can qualify to own a home and have an asset that will continue to increase in value.”

Despite the competition for housing, Vincent recently helped a young veteran purchase a home in San Bernardino.

“He wanted to buy with his VA loan and didn’t have much money in the bank. The condo he wanted had 10 offers on it, but with my experience, I was able to write an offer that made him stand out. I was persistent with the listing agent, and we closed the deal. There are strategies to writing an offer to give your buyer the advantage. I take everyone’s situation and make it look the best I can, and then advocate for my client.”

“Helping You Make the Most of Your Financial Future” Executive Agent Magazine

Whether someone is buying a family home or an investment property, Vincent is ready with practical advice to help maximize their investment. “I love homes, and I enjoy buying them, fixing them up and renting them out.

I like helping other people do that too and giving them more than just a successful buying experience. I can walk in and tell them things about the condition of the property and help them avoid mistakes and plan for future expenses.”

Vincent also knows how to position listings so that sellers get the highest possible return. “I treat every home like it’s mine,” he says, “and I know what to do to a house to get top dollar and capture the right buyers. Instead of rushing to get it on the market right away, I work with the seller to make their house look like a model home. The first thing I do is advise them about decluttering. Less is more. And when people see the home, we want to appeal to all the senses — with the blinds open and lights on, some relaxing music playing, a comfortable temperature, a nice candle burning — so people get to experience the feel of the home.” Vincent always uses professional photography to create beautiful images and then strategically posts his listings at exactly the right time to generate interest on opening weekend.

With his background in software and corporate sales, Vincent is skilled at crunching numbers and assessing trends in order to price a home correctly. “If it’s on the market too long, people think there’s something wrong with the property, and they’ll want to pay less. At the right price, you have more buyers coming in the door with competing offers that drive the price up.”

sure we had the best experience possible. He is very knowledgeable and knows the housing market well. He sold our house very quickly, and the process went so smoothly. He was available when we needed him and was easy to stay in contact with. He puts his clients interests first. He is reliable, trustworthy and supportive every step of the way. I would highly recommend him.”

Vincent knows first-hand that real estate is a vehicle for creating financial security today and a legacy of wealth for tomorrow. He is focused on giving his clients unparalleled value, with advice and service that result in lucrative real estate decisions. “I love helping people to invest because it creates residual income and retirement opportunities. It is one of the only ways to get away from working every day and freeing up time for family and the things in life that are most important. I’m not looking to just sell someone’s house and walk away. I want to continue to work with them throughout their lives and help them make the most of their future.”

Vincent Guerrera, Broker Associate A List Estates 8780 19th St., Suite 221 Rancho Cucamonga, CA 91701 Tel: 909.322.2724 Email: youragentvince@gmail.com DRE # 01436337 “Call Vincent Guerrera to Buy or Sell your home today.”

A recent seller said this about working with Vincent: “Vincent Guerrera went above and beyond what I would expect from a Realtor®. He went out of his way to make Executive Agent Magazine

The Importance of Constant Self-Improvement he Importance of Constant Self-Improvement.

Coach John Wooden challenged himself every day with constant self-improvement: Never be satisfied.

Work constantly to improve. Perfection is a goal that can never be reached, but it must be the objective. The uphill climb is slow, but the downhill road is fast.

T

He believed that valid self-analysis is crucial for improvement. In order to improve a little each day, we must constantly be learning, and to do that, we must be observing constantly and stay open-minded.

A key component of Coach’s constant self-improvement program was how he worked with his assistant coaches. He encouraged them to challenge his ideas, thus creating the valid self-analysis he knew was critical to self-improvement.

In his book A Game Plan for Life: The Power of Mentoring with Don Yeager, Coach describes how Abraham Lincoln inspired his approach: “An incredible example of Lincoln’s wisdom can be seen in the people with whom he chose to surround himself. I pride myself on having read just about every major book ever published about Abraham Lincoln, but the one that has affected me the most in recent years is Doris Kearns Goodwin’s exceptional text Team of Rivals. In this book, Goodwin examines in profound depth a welldocumented but not widely discussed political decision: When Lincoln was elected to the presidency, he appointed a number of former political opponents to serve as his advisers and to fill various posts.

“By selecting men whom he knew disagreed with him or differed from his own platform, he assured himself, he would be confronted with legitimate challenges to his ideas, rather than finding himself in a pool of yes-men.

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“Based on Lincoln’s example, I encouraged my assistant coaches to speak up with ideas that might differ from or even completely contradict my own. Those disagreements never got heated, but sometimes they were very intense. Just as I imagine Lincoln would have been, I was pleased when those challenges arose because it meant that my fellow coaches were as passionate about our team as I was. Nothing ruins a team more quickly than apathy.”

In Coach Wooden’s book Wooden on Leadership with Steve Jamison, Denny Crum, one of his former assistant coaches, describes working with Coach: “Coach Wooden never thought he knew everything.

In spite of the fact that he’d been winning championships every year—four or five of them when I got there as an assistant coach—he wanted to keep learning and improving as a coach and leader.

“When I came up with an idea, he would never tell me, ‘Well, this is the way we’ve always done it and we’re winning championships. So, no, I’m not changing.’ He was open to change. His approach was to listen; if he thought it made sense, try it. If it works, great. If not, move on. He was always searching for ways to improve.”

As Coach liked to say: A leader destined for success asks, “What can we do to improve?” A leader destined for failure says, “That’s the way it’s always been done.”

As Coach Wooden’s grandson-in-law, Craig Impelman had the opportunity to learn Coach’s teachings firsthand and wrote about those lessons for his site, www.woodenswisdom.com. He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.

-Craig Impelman

Executive Agent Magazine 17

Top 35 Sales Agents & Teams of 2020

EXPERIENCED CONNECTED & ESTABLISHED It's good to know people who know.

Blair Newman The Van Leeuwen Team #1 TEAM of 2020

#1 AGENT of 202o

The Sisters

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Nall & Rojo Real Estate

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Edmead Team

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Mother & Son Sonia Arias Real Estate

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18000 STUDEBAKER RD. SUITE 600, CERRITOS, CA 90703 | (562) 860-2625 | WWW.BHHSCAPROPS.COM | DRE #00338699

©2021 BHH Affiliates, LLC. An independently owned and operated franchisee of BHH Affiliates, LLC.

You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.

-Zig Ziglar

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Executive Agent Magazine 21

How Patience Makes You Rich -By Jim Rohn

A

patient man is always richer than an impatient one, even if the patient man has less money.

What do I mean by that statement? Well, riches and wealth can take other forms besides dollars and cents. In what sense is the patient man richer? The answer is actually very simple. A patient man is always richer than the impatient one because the patient man can always afford to wait. The patient man is never desperate. The patient man has time to spare, while the man in a hurry is always on the verge of bankruptcy as far as time is concerned.

In any situation you can think of, impatience is a source of weakness and fear, while patience represents substance and strength.

And here’s another reason why patience gives the person who has it an incalculable advantage over those who don’t have it: It gives him deeper insight into himself and others, which is a mark of philosophical refinement. If you can only see the short term, if you think only in terms of the here and now, then you are stuck in a one place. You can’t judge distances. You live in a world that’s flat

22 Executive Agent Magazine

and two-dimensional. In other words, the impatient person lacks all sense of perspective.

If you can only see the short term, if you think only in terms of the here and now, then you are stuck in a one place.

Perspective lets you measure your current plans against things that have already occurred and against your desires and aspirations for the future.

Then and now, here and there, near and far, need and know, watch and wait—these are the dual optics that allow the patient man to see in stereo.

The nearsighted person sees only the present; the fantasizer sees only an imaginary future and, more likely than not, trips over his mistakes trying to get there.

Patience enables you to see the big picture. It helps you to make the most of today while building a better tomorrow. For that reason, it’s one of the most valuable equities of all, one that you should make every effort to acquire. The payoff will be worth it.

Executive Agent Magazine 23

Know of a Realtor doing amazing things?

NOMINATE them to be our next ®

Executive Agent of the Month

EXECUTIVE

®

AGENT MAGAZINE

JONATHAN HERNANDEZ Executive Agent of the Month

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

R

ealtor® Jonathan Hernandez knows what it means to deliver excellent service. In fact, he was trained by the best. Jonathan spent the first eight-and-ahalf years of his career as a customer service manager for the United States Marine Corps, where he assisted service members with their training and benefits.

“I learned that when you have good leaders and you know what great customer service is, you want to continue to do that. I decided that in real estate, I could keep carrying on with what I was doing, talking with people and helping them change their lives. To me, helping them start their journey in life by buying a house is something special.”

Executive Agent Magazine

Jonathan bought his first house when he was only 20 years old, and he says it’s an experience that forever changed his life. “I never thought I’d own a home, but it was simple.

You just don’t know what you don’t know. I wanted a garage, since I loved working on cars, and I was living in an apartment. So I thought, let me see what it would take to get pre-approved. I went on an app and got pre-approved for a loan, and then I went to three or four agents before I found the right one. He helped me tremendously. Nobody else heard me or listened to what I had to say about what I wanted in a house and what I wanted to pay. He listened, and he got me exactly what I wanted. Nobody in my family had ever bought a house, and I was 20 and a homeowner. I want to pay that experience forward.”

24/7Realty is a rapidly growing company, with progressive leadership, experienced agents across Southern California and a modern approach to real estate that matches the way people want to buy and sell homes in the new millennium.

“It’s very family-oriented and everyone feels at home there. I like it that there is always someone who is willing to help you out if you need anything. The company has great tools and resources, and mentorship that makes me a more well-rounded agent. If I don’t know the answer

to something, there is always someone else who does.

Together, we have a tremendous amount of experience.”

Jonathan is inspired by legendary entrepreneur and motivational speaker Jim Rohn, and he listens to his words daily. One of Jonathan’s favorite quotes is this: “Don’t wish it was easier, wish you were better. Don’t wish for less problems, wish for more skills. Don’t wish for less challenge, wish for more wisdom.”

Executive Agent Magazine

When it comes to serving his clients, Jonathan never shies away from a challenge. He brings enthusiasm, a positive attitude and tireless work ethic to every transaction. “I think one of the advantages of choosing a younger agent is that I’m not afraid of work. I will work hard and be out there for you.

I’m ambitious and love what I do. I love showing homes!”

In a market where inventory is limited and many buyers Executive Agent Magazine

are feeling the stress of competitive bids, Jonathan’s communication and negotiation skills are invaluable. He is relentless about helping his clients find the home they love.

“The military helped me to be extremely resilient. I don’t take rejection personally. If I’m representing a buyer and our offer isn’t accepted, we keep moving forward. We’re going to get you a house. I set that expectation, and if this isn’t it, the next one will be.”

Helping Homeowners Love Where They Live A recent homebuyer said: “Jonathan went above and beyond to find us a home, show us properties and answer all of our questions along the way. Jonathan is a superb Realtor® with a deep passion and commitment to his job and clients. He was always available to answer our calls, show us properties, and follow up with listing agents and their potential homes. Him and his team provided us with vital tools that ultimately led to the purchase of our dream home. Jonathan was a vital asset during our home search, and we are so fortunate to have found and worked with him. We look forward to working with Jonathan again during all of our home selling and buying transactions.

Not only was Jonathan a fantastic Realtor® to work with, he also became a good friend!”

homes and helped us get an offer accepted right away!

His knowledge of the market, clear communication and friendly personality made our home buying experience exceptionally positive. As first time homebuyers, it was really important for us to work with someone who was honest, explained the process thoroughly and was available to answer questions. Jonathan was this and more.”

Now that Jonathan is the father of two boys, loving where he lives is more important to him than ever before.

He wants his clients to have the same experience, so he wakes up every day committed to helping them achieve their American Dream.

Another stated: “Jonathan was an incredible Realtor®.

He came in to work with us after being outbid on 7

Executive Agent Magazine

Jonathan Hernandez Twenty Four Seven Realty 9810 Scripps Lake Drive, Suite B San Diego, CA 92131 Tel: 323.332.8943 Email: Jonathan@247realty.com Web: www.247realty.com DRE # 02138316

Oceanfront Compound 27930 Pacific Coast Hwy, Malibu, CA

Oceanfront villa and tropical resort compound on private bluff above Paradise Cove. Over 2.5 acres of landscaped beauty, exquisite design, walls of glass: a majestic setting for lavish indoor-outdoor entertaining and sublime comfort, with tennis court, pool, private beach, gym, billiards room, movie theatre, wine cellar, four private guest apartments.

Offered at $85,000,000

Chris Cortazzo COMPASS Tel: 310.457.3995 chris@chriscortazzo.com https://chriscortazzo.com 32 Executive Agent Magazine

DRE # 01190363

E xclusi ve Tro usd a le Estate 419 Robert Lane, Beverly Hills, CA

Located on one acre in the prestigious Trousdale Estate neighborhood of Beverly Hills, a completely private and gated sanctuary...The Robert House. Meticulously crafted by famed architect Wallace Neff, this sprawling single-story home features soaring ceilings, grand open living spaces, sunken bar, marble fireplace, and landscaped grounds complete with rolling greens, covered loggias, and pool. Set across the street from the highest sale in Trousdale. 5 Bed, 9 Bath, 7,311 sq ft house, 1 Acre lot.

Price: $19,800,000

Rochelle Maize

DRE # 01365331

Nourmand & Associates 421 N. Beverly Drive Suite 200 Beverly Hills, CA 90210 Tel: 310.968.8828 rochelle@rochellemaize.com www.RochelleMaize.com 34 Executive Agent Magazine

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Waterfront Lifest yle 3470 Bayside Walk, San Diego, CA Treat yourself to a luxurious waterfront lifestyle in this exceptional custom residence ideally set along Mission Bay in San Diego! Spanning over 4,000 sq ft, this incredible beach home offers 4-bedrooms, 4.5-baths, and 3-kitchens. Fall head over heels with the impeccable craftsmanship on display, from the stunning facade to the wood-beamed structures that grace the rustic modern interior. Tasteful combinations of stone and wood details intricately blend with modern touches, creating a warm, inviting ambiance throughout. The impressive reverse floor plan excellently adjoins the primary gathering areas to the wraparound deck through retractable glass doors, opening the space to breathtaking views and refreshing bay breezes. Multiple outdoor seating areas await the lucky guests for cocktails under the stars or afternoon coffee dates.

Ultimate comfort awaits in the bay-facing main bedroom suite, one of the best indoor spots to relish the incredible views.

Aside from the multiple view decks, you could also enjoy the beautiful surroundings from the backyard with 6’ privacy fencing. As a bonus, there’s ample room to build a pool to complete your outdoor oasis, along with an attached 2-car garage and two additional parking spaces. For your convenience, one bedroom and bath can be utilized as a private apartment. Rarely available on the market, this extraordinary bayfront home is an opportunity you wouldn’t want to miss.

Valerie Zatt DRE #01444780 Pacific Sotheby’s International Realty Tel: 858.882.7932 valeriezatt@gmail.com www.valeriezatt.com 38 Executive Agent Magazine

Offered at $8,650,000

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Del Mar Vill age www.150-10thStreet.com

Located in the Del Mar Village, custom-built and designed with superior craftsmanship, high-end finishes, and effortlessly timeless materials by the architectural firm of Bokal and Sneed. Situated on a double lot, multi-level family rooms and sleeping quarters, primary suite with ocean views, white picket fence encloses the front yard garden, al fresco dining, outdoor living/kitchen area in the lush and green backyard. Only steps away from beaches, shops, and restaurants.

5 Beds | 7 Baths | 4437Sqft | 8006Sqft Lot. Offered at $8,250,000

Sean Caddell DRE #01192842 Pacific Sotheby’s International Realty Tel: 858.472.1074 OceanRanches@gmail.com www.SeanCaddell.com Executive Agent Magazine 41

L a g u n a El e g a n c e 394 Poplar Street, Laguna Beach, CA Timeless elegance surrounds you in this beautiful sanctuary amidst all Laguna has to offer. Upon entering through the courtyard gate you will experience European influence, sophistication and style. This desirable corner lot offers privacy with only one neighbor on one side. The front house features three bedrooms, two on the main level and three baths. The master suite enjoys a deck with ocean views on its own private floor, complete with a romantic fireplace. The private back yard is perfect for all occasions with built in DCS barbecue and in ground heated spa. Another great feature is the Guest House/Casita with separate entry, family room and bedroom. As well as an apartment complete with separate address featuring a family room, breakfast nook, kitchen, bedroom and large deck. This is one of a kind!.

Shauna Covington DRE # 00991380 Berkshire Hathaway Home Services 949.412.8088 direct shauna@shaunacovington.com http://shaunacovington.com 42 Executive Agent Magazine

Offered at $4,500,000

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Sophisticated Elegance 5 Oak Tree Dr, Newport Beach, CA Completely renovated in 2019 with only the most stunning and sophisticated finishes, 5 Oak Tree is a home unlike any other.

Versatile floor plan boasts a detached two-story casita, chef’s kitchen, and gracious family room, and fabulous backyard, featuring a built-in barbecue, a fire pit and spa. Located in one of Newport Beach’s premiere gated communities!

Offered at $4,999,000

Teri Armstrong Hardke DRE # 00517307 Coldwell Banker Realty Tel: 949.689.1008 teri.hardke@camoves.com www.TeriArmstrongHardke.com #5 Coldwell Banker Small Team Nationwide Executive Agent Magazine 45

EXECUTIVE

®

AGENT MAGAZINE

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COVER

DO YOU KNOW SOMEONE

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

Six Powerful Prospecting Tips to Build Your Business

W

hy is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales.

Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking two-hour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

Six Powerful Prospecting Tips to Build Your Business Tip One: Don’t Forget to Ask for Referrals.

Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate.

Most customers are initially reluctant to provide referrals without some basic training and motivation.

Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief roleplaying exercise will build your advocate’s confidence and keep them from over-educating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals.

I recommend that you call them and then follow up by sending a thank you card and or gift.

Tip Three: Strike While the Iron is HOT.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking...

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Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to

record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

Tip Five: Qualify Your Prospect at Maximum Range.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally.

Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

- W. Clement Stone John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

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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 Tel: 949.297.8323 Fax: 949.266.8757 Email: FArrias45@gmail.com

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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