EXECUTIVE AGENT MAGAZINE-ORANGE COUNTY NOVEMBER, 2020

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EXECUTIVEAGENT E x e c u t i v e

MAGAZINE

Ag e n t

M a g a z i n e

O r a n g e

C o u n t y

Tim Hayden E d i t i o n

N o v e m b e r,

2 0 2 0

ORANGE COUNTY BRANCH 320 Commerce | Suite 100 | Irvine, CA 92602

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Alan Cipolletti

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Sales Leader

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Cover Story Tim Hayden The Laughton Team - My Home Group In the midst of 2020’s many challenges, people everywhere are seeking positive, nurturing places to connect and prosper. Real Estate Broker Tim Hayden found that when he joined The Laughton Team at My Home Group.

25 Featured Professionals

08 Joe Salazar Monarch Realty Group 4

17 Escrow Options Group

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Content

November, 2020

E XECUTIVE AGENT

5 Pointers for Getting More from Your Team -Anne Gradyiating Like a Pro -Steve Cook

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MAGAZINE

PRESIDENT & CEO EXECUTIVE PUBLISHER

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Fred Arrias Communicating With Your Customers -Peggy Morrowiating Like a Pro -Steve Cook

Powerful Presentations – Speaking For Success -Terri Murphygotiating Like a Pro -Steve Cook

3 Ways to Turn Adversity Into an Inspired State of Mind -Lee Rhodesegotiating Like a Pro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

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EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

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CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen

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PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography

Change Begins With Choice -Jim Rohn egotiating Like a Pro -Steve Cook

44 How to Read People Like an FBI Agent -LaRae Quyotiating Like a Pro -Steve Cook

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

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Back to Boot Camp -Chris WidenerNegotiating Like a Pro -Steve Cook

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© 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.

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3 Ways to Turn Adversity Into an Inspired State of Mind

C

omfortable, but uncomfortable. These were the contrasting feelings I had while sitting in an impossibly inviting chair during chemotherapy, hooked up to tubes and machines that were pumping my body with lifesaving radiation.

It was during these sessions, observing the courageous cancer survivors surrounding me, that a thought began to evolve. I watched fellow patients sift through and sit with their discomfort and wondered about their specific situations and stories.

Despite a shared unease, we all sought treatment from a diverse set of life circumstances. The woman next to me was back after skipping sessions because she couldn’t get time off work; the man across from me had to scrounge for bus fare just to get there; catty-corner from me, a mother of three was grateful to get a sitter long enough to make the trip in.

Learning their unique narratives had a profound effect on me—for the duration of the chemotherapy and for every gratitude-filled day that has followed. I realized during those treatments that regardless of whether it’s grief or joy, fear or hope, we’re all in this together. I realized I wanted to help people heal.

From distress comes drive.

During treatment, I saw people trying to help their loved ones but not knowing how. After all, during times of hardship, it’s extremely difficult to find the “right” thing to do or say. Friends would often send me homemade meals in giant Tupperware containers. It was a kind gesture, but I

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couldn’t eat it all, and then I struggled to manage washing and returning the containers.

I realized people needed a way to communicate hope and kindness to their loved ones—a sentiment that became the impetus for our company. It didn’t come from any business acumen or lucrative profit model; it materialized from the human instinct and self-reliance that I’d honed while ill. That desire for healing inspired me to develop our business model that donates 10 percent of our revenue to an assortment of charities that heal our planet and protect the people and animals living on it.

This nontraditional business approach comes from the edge that adversity instilled within me. Going through my ups and downs and watching others do the same gave me the push I needed to pursue the kinds of personal and professional endeavors I’d always wanted to pursue.

Here are some additional insights I gleaned from times of personal strife that influenced and inspired our business: 1. Quiet the chaos.

In our working lives, we’re surrounded by information—tasks to complete, blogs to read, people to consult.

When you’re facing adversity in your personal life, that noise is still there, but learn to focus differently to find that flow.

Sift out the noise and set attainable goals that help you move through adversity and connect to the most important things in your life. The big-picture items you’re pushing toward can be your treatment plan, your family, or—when you’re well again—your vision for bettering the world.

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2. Find your center.

When you’re in survival mode, life can feel completely out of your control. Everything in your orbit feels like it’s in a precarious position, just moments away from veering off-kilter. That’s why it’s so important to incorporate achievable hobbies and actions, things that gratify you, into your daily routine.

Infuse your daily livelihood with joy and peace to find what inspires a quiet calm. Volunteer at a dog shelter; learn to code and start your own programs. Use your time to experiment with something you’ve never done before that brings you a sense of joy. Attaining that sense of calm can put you in the proper physical and mental space to face adversity head on and come out on the other side centered.

3. Appreciate every day.

Since overcoming cancer, I work and love with more force and more joy than ever before. In times of personal difficulty, it’s easy to feel like you don’t have any choices.

But how you seize the day is a choice that’s forever yours, so seize it with resolve and gratitude. Any milestone in life, whether it’s surviving cancer or turning 50, lights a fire under you and makes you want to seize the day.

Studies show that resilience is a powerful skill in the world of work. The ability to bounce back after adversity, to rely on yourself and to use your own mental resources to survive, has been shown to lead to greater staying power and success. In fact, U.S. employers are rapidly catching on to the value of resilience and are actively training their employees in it.

Use hardships to fuel your personal and professional goals, but don’t be afraid to stop and smell the roses.

Assess your own efforts and those of your colleagues and put each in perspective. Reward yourself for a job well done, but recognize the work of those around you, either with kind words or other incentives. Appreciating that effort shows how far you’ve come from those adverse beginnings and also reveals that you still have work to do.

Despite any discomfort we might feel when it’s happening, adversity can lead to appreciation, hardships can spark creativity, and grief can give way to gumption when it’s all channeled into positive efforts. Moving through challenges and coming out on the other side can inspire and influence your professional life as much as your personal one.

Lee Rhodes founded glassybaby in 2001 after a chance meeting between a tealight and a hand-blown glass vessel during her seven-year bout with cancer. Rhodes developed the idea for glassybaby’s one-of-a-kind votives and drinkers with the core mission of helping cancer patients she met during treatment afford basic needs such as bus fare, childcare or groceries. Ten percent of the company’s entire revenue goes toward a charitable organization; to date, glassybaby has donated more than $7 million to 350-plus nonprofits since opening its doors.

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E XECUTIVE AGENT

Written by H. K. Wilson

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MAGAZINE

JOE SALAZAR

T

he poet-philosopher Henry David Thoreau advised, “Go confidently in the direction of your dreams!”

Joe Salazar, real estate broker and co-founder of Monarch Realty Group with his daughter, Leah Friedline, believes in the magic of following your dreams. “I think life is meant to be lived,” he says. “Inside every one of us is a GPS that comes in the form of a dream or an idea. I think you really need to go for it.”

Joe was born in Texas and, at 16, he followed in the footsteps of his father and uncle to become a cowboy at the legendary King Ranch — the “birthplace of American ranching.” He joined the Army and served at the start of the Vietnam War. He served as a company clerk due to his excellent typing skills. After his military service, Joe made his way to California, and he eventually went to work for Kaiser health systems, where he worked his way up to management.

While buying his second home, Joe ran into some frustrations with the process. As a result, he decided to take real estate classes and learn about it for himself. It wasn’t long before he started selling real estate on the side. In time, he recognized that his true path was real estate.

Then, on Father’s Day of 2016, Leah had an idea: “Why don’t we just open up our own agency?”

Joe recalls, “We looked at all the options, and we saw no limitations. We had all the systems in place. It was the best Father’s Day gift for me when we decided to go out on our own. Having the opportunity to work with my daughter is a blessing, and I’m very proud of who she has turned out to be. She is the only girl out of six kids, and I’m proud of all of them. I am taken back the business has expanded to include the third generation, my granddaughter, Lynette who got her license at the age of 18.”

Joe and Leah envisioned the kind of brokerage where individual agents could excel as part of a supportive team.

As experienced agents and longtime adherents of the Mike

Ferry training system, Joe and Leah know how to get results, and they provide regular coaching and instruction to help agents achieve their own goals. “As a leader, you work through the hands of other agents by helping them to get skills that allow them to succeed. Sometimes it means practicing tough love. Sometimes the changes that people have to go through have to do with how to go from being an employee to being self-employed and working on commission, or how to go from being a non-social person to learning how to talk to people. We want to understand the people we’re working with and what they want to accomplish, whether they want to close a few deals or work full time. It’s very individual.”

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From Cowboy to Realtor® — The Magic of Following Your Dreams This same commitment to customizing the real estate experience to the needs of the individual also applies to Monarch’s approach to client service. “I think buying and selling is an individual situation. There is so much information out there online, but at the end of the day, it’s about what someone is trying to accomplish and how we are going to get them there. Everybody becomes an expert through the internet, but they don’t really understand what the market is doing and how it applies to them. We say, let’s tailor the information to your situation. That’s where the value of our expertise comes to the client.”

Known for being easy to work with, Joe is respected by his colleagues and always takes a win-win approach to closing a transaction. “The goal is to do what’s right for my client without taking advantage of anybody else.

It’s the Golden Rule.”

Family has always been the primary focal point of Joe’s life. He maintains many interests outside of real estate, including regular participation in his church. Joe is also a runner, an avid reader and a lifelong learner.

Joe often carries with him a copy of Robert Frost’s famous poem, “The Road Not Taken.” It reads, in part: Two roads diverged in a wood, and I I took the one less traveled by, And that has made all the difference.

As one of the founders of an independent brokerage, Joe has chosen the road less traveled. “When you go in that direction, you sometimes lose one or two people, but the right ones will follow you. That’s where it all comes together and makes it all worthwhile. That poem always stood out to me. We can mean well as parents or mentors, but sometimes have to let the butterfly use its own wings.

I think we do that really well here. Conversations are always free, so why not sit down, take the time to decide what you want in life, and go for it!”

Joe L. Salazar Monarch Realty Group 23276 S Pointe Dr., Ste. 115 Laguna Hills, CA 92653 Tel: 562-774-7746 Email: Joe@JoeLSalazar.com Web: https://www.facebook.com/JoeSalazar4re DRE #00954583

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Nomination Form Nominate a fellow REALTORÂŽ 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

5 Pointers for Getting More from Your Team

M

anagers are taught that holding employees accountable is the key to getting results, yet they often fail to clearly communicate their expectations. Rather than getting frustrated, try these steps: 1. Know what you want first.

We may assume others are being thoughtless or selfish when they don’t satisfy our needs, but we haven’t clarified in our own minds what we want. Get clear on this first.

2. Clearly communicate expectations and ensure understanding.

Ask the person to summarize or re-explain. This helps make sure you’re on the same page.

3. Define your desired outcome.

What do you want the end product or behavior to look like? Rather than telling an employee, “I need this ASAP,” say, “I need this by 10 a.m.”

4. Explain what you do want rather than what you don’t.

Rather than saying, “Stop emailing me about urgent issues,” try, “When an issue is urgent, I would really appreciate it if you could call me or stop by my desk.”

5. Reward the positive and coach the negative.

If your expectations are met, make sure to show appreciation. If not, before assuming the person intentionally disappointed you, clearly communicate what you wanted.

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Anne Grady is an internationally recognized speaker and author. She shares humor, humility, refreshing honesty and practical strategies anyone can use to triumph over adversity and master change. With a master’s degree in organizational communication, Anne started her own company as speaker and consultant to top organizations despite challenges she outlines in her new TEDx talk.

Her new book is Strong Enough: Choosing Courage, Resilience, and Triumph. She is also the author of 52 Strategies for Life, Love & Work. For more information, visit GetStrongEnough.com.

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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

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OUR MISSION P W R’ S M I S S I O N To remain the preeminent real estate association in UPHOLDING PROFESSIONAL

STANDARDS, PROVIDING VALUABLE EDUCATION, and PROTECTING PROPERTY RIGHTS through political advocacy for our REALTOR® members and the public.

To Learn More About the Pacific West Association of REALTORS®, Please contact Lalaine Castillo at lalainec@pwr.net.

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Escrow Options Group Written by H. K. Wilson

O

n June 22, something momentous happened in the Southern California real estate sector. On that day, Escrow Options Group merged with Everest Escrow to become one of the largest independent, full-service escrow firms in the marketplace. The company now boasts 12 locations across five counties, where its collaborative and culturally diverse team of experts is delivering personalized, ethical and reliable service to consumers and industry partners.

President Tara Johnson says that the merger was more than a year in the making, and that she and her colleagues took their time crafting this new entity from the best assets of both companies. As the former president of Everest Escrow, Tara was a key driver of that company’s success, and she relished this opportunity to identify both companies’ strengths and apply them to a forward-

looking business model. “The great thing about both brands prior to the merger is that they both had the same foundation of ethics, culture, trust, accountability, service and innovation. When we merged, it made our values that much stronger. It made us bigger and better able to serve our clients as the best in the industry.”

The fact that the merger occurred in the midst of the pandemic did not dampen the team’s enthusiasm.

According to Regional Sales Director Tom Blank (also a lateral from Everest Escrow), at a time when other companies may have crumbled, theirs kept focus on helping clients remain calm and keeping transactions on pace.

“Our escrow officers and staff continued to work every day closing transactions and getting people into homes,” he says.

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Experience the Best Escrow Option

SOC compliant. Further, Escrow Options Group is the only company in the industry to be trained directly by the FBI in the areas of wire fraud, cyber security and information security.

Bernadette explains, “We have the most updated software firewalls available, and our IT team is SSAE certified. We have never suffered a data breach, but in the event that fraud should happen, we also carry a cyber insurance policy.”

With complementary notary services and offices sanitized by MarkedSafe and its EPA-certified, hospital grade cleaning system, clients can feel 100 percent safe when trusting their health and transactions to Escrow Options Group.

As real estate transactions have surged amid low interest rates, the team has learned that its personalities mesh well, and it has pulled together as a cohesive unit. Bernadette Kerkes is the Director of Marketing and continues her longtime tenure with the Escrow Options Group brand.

“I love the brand and the company,” she says. “It’s not a job, it’s not work, it’s just fun. It’s great to be able to put a creative turn on certain things and implement my own escrow background to help us grow. I love participating in our success and the success of our Realtors® and clients.

This is a family, not just an organization. With the merger, we have all collaborated so well together, and our partners and clients feel it too.”

At a time when more business operations are moving home and the world in general feels unsafe and the future uncertain, Escrow Options Group is setting a new standard for information security. It is both SSAE Certified and

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At Escrow Options Group, people are not just a line item on a spreadsheet. Whether employees or customers, people are valued as individuals. This ethos is reflected in the longevity of employees coming from both merging brands, as well as the loyal customer following that is driving the group’s growth.

“The difference between us and other companies is simply caring,” Tom says. “We care about our clients so much that we take the time to explain the process and look at each file to make sure there are no issues or errors. The same team is dealing with the file throughout the entire transaction. They care about the consumer and want to get them in their home and make sure they got exactly what they needed. As a result, our relationships come back year after year.”

Tom concludes, “We want Realtors® to understand that we’re here to close each transaction as quickly and as efficiently as possible. Our goal is to take the stress out of the escrow process and make them shine with their clients.”

Escrow Options Group 9901 Irvine Center Drive Irvine, CA 92618 Tel: 800.794.3075 Email: info@escrowoptions.com Web: https://escrowoptions.com CA DFPI #9632271

Tara adds, “We take care of each and every escrow we get with the respect and care they each deserve. We are not believers in an assembly line process. Our escrow officers have their hands on each transaction through the entire escrow process.”

Escrow Options Group invites Realtors®: “Let us help you make time for what you do best — sell real estate.”

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Your Real Estate Business deserves the BEST option for Escrow.

We set the bar for Escrow excellence by offering you more than just traditional escrow services.

Adding value to you and your clients’ escrow experience is our goal. That’s why we offer so much more to you and your clients, at no extra charge.

Complimentary Agent Wired Commissions at closings Complimentary Seller notary signing service SSAE SOC Certified to safeguard your clients information Cyber Insurance Policy

The only Escrow Company trained directly by the FBI on wire fraud and cyber theft Multi-lingual teams 12 office locations in 5 major counties

Electronic document signing for a faster closing experience

Let us help you make more time for what you do best; sell real estate.

escrowoptions.com

(800) 794-3075

Back to Boot Camp

Y

ou know, whenever you are going to make a major change and begin to undergo a different lifestyle, it is probably good to make a massive move in that direction. Think about it. As the old saying goes, “If you always do what you have always done, you will always get what you have always got!” So if you keep on living the way you are living, you will keep right on with the life that in many ways you wish was changing!

So how do you change your life? You change what you are doing!

This is the basic idea behind the military’s Boot Camp.

You know the drill. This is where they take a bunch of 18-year-old kids who think they are in pretty good shape, both physically and psychologically and they put them through six weeks of misery! But the misery is intentional!

All of the hard work and physical and mental exercise they put the young folks through is to strengthen them and to prepare them for the jobs they will be performing later on. Could you imagine if the military took a lackadaisical approach and greeted every new recruit with, “Welcome to the Army. We are going to work you easy into your new lifestyle. You can get up tomorrow around ten and brunch will be served at eleven. Come as you are.” No way! They get them accustomed to drastic and massive change because they want them to have drastic and massive change in their lives. The only time they ever got up at four a.m. before was to go fishin’! Now it will be every morning!

So what about a life boot camp? Is it possible? Is it something we could, or should, try? I think for many people, the idea of a six-week period of drastic change would be great for them. Even if they didn’t live that way the rest of their lives they would still probably make a major shift in the direction they want to go and would be happy with the results they would receive.

So here are some thoughts on ways you could go through a life boot camp. Give it a try for six weeks, just like in boot camp, and see if it doesn’t make a difference in your life. As always, if you are going to do something physically, contact a doctor and if financially, contact your financial advisor before beginning anything.

Health.

Try getting up a half hour earlier and going for a walk or a run every day. Perhaps you just skip a half hour of television at night and do it then.

Try cutting out desserts or other favorite fattening foods.

Emotions.

Make contact with a broken relationship and begin to get together with them to restore your friendship.

Take time each day, even if just for fifteen minutes to sit quietly in silence or with some soft music just to quiet your spirit.

Finances.

Don’t make any new purchases that aren’t essential for six weeks.

Take any extra money you get and pay it all toward your debt. Every nickel!

Spiritual.

Attend your local family of faith for six weeks in a row.

Take time each day to listen to some spiritual music or read good faith building literature. (This can probably be combined with the time you take for emotions) These are just some thoughts for you. I am sure you can come up with some of your own. The idea is to make a drastic step in the right direction. Maybe you do all of them; maybe you combine just a few. The goal, however, is to put yourself into a life boot camp situation. That is what will help you change and make you strong!

Come on soldier, the trumpet is blowing!

Chris Widener is a widely recognized speaker and best-selling author on the topics of influence, integrity, leadership, sales, and personal development. His dynamic seminars help people lead successful lives, become extraordinary leaders, and transform into masterful salespeople. For booking information, contact Michelle Joyce at 704-965-2339 or visit www.ChrisWidener.com.

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How to Read People Like an FBI Agent

W

ouldn’t it be great if we could tell if someone was lying to us?

Research shows that within five minutes of meeting someone, we can often evaluate them with 70 percent accuracy. Although that seems effective, the remaining 30 percent can be costly.

To be a successful undercover FBI agent, I had to learn how to read people within minutes—and failing to accurately evaluate the person in front of me could jeopardize an entire assignment.

Detecting lies is hard work, and there is no single magic indicator, but here are two things you should know: 1. Approximately 55 percent of meaning is conveyed through body language. So accurately reading nonverbal cues is important if you want to avoid being scammed or deceived.

2. Conversations are just a string of words and gestures placed together to create meaning. One word or gesture by itself can mean many things—but it can also mean nothing. It’s important to observe a person’s initial behavior to establish a norm.

It’s a serious error to interpret a solitary gesture.

Scratching the head can mean confusion—or a serious

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case of dandruff. Many people punctuate with constant gestures and movement while others are relatively still. They key is to notice how these gestures change throughout a conversation.

Here are three areas to pay particular attention to if you want to read people like an FBI agent: 1. Hands are a gold mine of information.

There are more nerve connections between the hands and brain than any other part of the body. Our brain is hardwired to engage our hands to accurately communicate emotions, thoughts and feelings.

Some common telling hand gestures are: • Hand steepling (placing the tips of your fingers together, similar to a praying gesture) indicates you are confident of your thoughts or situation.

• Clenching hands shows stress or concern.

• Stroking the neck with one finger is a sign of less-than-normal confidence and is a subconscious way of relieving stress (the common number of strokes is five).

2. Always believe the feet.

As unglamorous as it sounds, feet are the most honest part of the body. People tend to bounce up and down when they see someone or something that makes them happy.

ExecutiveAgent Magazine

I once met an individual whom I suspected was in contact with a Russian spy. Initially, his answers were forthcoming and his body language was relaxed. But when I moved the conversation toward the Russian spy, he uncrossed his legs and sat with his feet flat on floor, ankles locked. This didn’t necessarily mean he was lying, but it did indicate he became stressed when the conversation shifted.

Use these tips to identify telling gestures: • Jiggling of a leg while seated indicates the person is uncomfortable or stressed about something that was said. Some people always jiggle their leg, so notice when they start kicking—it indicates they are being asked something they don’t like.

• Locking ankles, one over the other, indicates the individual is mentally “biting their lip” and holding back a negative emotion, uncertainty or fear.

• Pointing feet toward the door or elevator is a sign they are looking for a way to end the conversation. Many times the body will be angled in the direction of the feet even though the person has turned their face toward us.

3. Be wary of facial expressions.

Facial micro-expressions can be telling, but they can also be deceiving.

person was thinking or saying. Children are told to “wipe that look off your face,” so we learn at a very early age to control expressions.

Look for these gestures that are more telling than facial expressions alone: • Covering our mouth as children indicated we were being deceitful, but when adults are being deceitful, the hand is placed on the face in a nose-touch gesture. It can also mean they are being very careful in how they word their next response.

• Raising eyebrows is a sign of excitement to see someone or positive emotions we can’t hold back.

• Tilting the head is a powerful way of saying, I am comfortable. It’s very hard to do if we are around people we don’t like.

• Hand touching, face touching, crossing arms and leaning away are all clues that, by themselves, mean nothing, but together they are a highly accurate sign of deceit.

LaRae Quy is former FBI counterintelligence and undercover agent and founder of the Mental Toughness Center. She writes for audiences who are hungry, scrappy and ambitious in the pursuit of their goals—and drawing upon her own experiences as an FBI agent, she shows them how grit trumps talent by combining hard-nosed neuroscience with social psychology.

I never relied on them to accurately assess what a ExecutiveAgent Magazine

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Know of a Realtor doing amazing things?

NOMINATE them to be our next

Executive Agent of the Month

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Tim Hayden

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

I

n the midst of 2020’s many challenges, people everywhere are seeking positive, nurturing places to connect and prosper. Real Estate Broker Tim Hayden found that when he joined The Laughton Team at My Home Group.

Tim brings more than 20 years of experience to his role as team lead and office manager. He has succeeded as an independent broker and has helped others to succeed as a sales manager. He is an industry leader who serves on multiple boards at the local, state and national levels.

In 2017, Tim was recognized as Realtor® of the Year

by Orange County Realtors® and is currently a member of OCR’s board of directors, chair of the independent

broker alliance and is an ethics advocate. He also serves on the board of directors for the California Association of Realtors®.

Tim joined The Laughton Team on March 16th of this year, and the very next day, the office was forced to close in response to COVID-19. But he didn’t miss a beat — he met his team members over Zoom and immediately pivoted to keep the organization’s momentum progressing forward. He identified a new location for the company’s Orange County hub, right near the intersection of the I-5 and I-405 freeways, an ideal site for agents to connect with clients and grow their businesses as the economy moves out of shutdown.

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A Happy Place To Be As a non-producing manager, Tim takes a holistic approach to growing a team and culture that champions everyone’s success. He and Janisse Dale, designated broker and VP of sales, are united in providing exceptional training and tireless support to agents inside a business paradigm that is unique in Orange County. Even while working from home, Tim, Janisse and the team’s leaders in Arizona have maintained morale and continued to deliver steady service to both agents and clients. “What we’re hearing from our agents is that they’re thanking us every single day for bringing them here. Our training is exciting and different from other firms. We all train on the same stuff, but it’s how we train that makes us different. You feel like people really care, and we all feel connected even though we’re far away.”

The Laughton Team is the number one real estate team in Arizona and in the top 1% in the nation for Zillow

conversion rates. With the brand comes the privileges of success. Team members get the benefit of tried-and-true business systems and a steady pipeline of quality leads.

Tim explains, “Our model is different from most, in that we’re not a discount firm. We provide everything for our agents, including marketing, leads, CRM, extensive training, signage and 24/7 live support. All an agent has to do is talk to the leads we give them.”

The Laughton Team enjoys preferred status with the premier lead generators and zillow.com. Tim is currently developing teams designed to manage leads flowing from Realtor.com’s Opcity and Zillow’s Flex. “My Flex team is very excited about the number of leads. I’ll be adding to the team in the next few months. We have a core team on-board now and I would like to see the team grow by 20% each month.”

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Tim describes the agents that he and Janisse are seeking for The Laughton Team as “people that understand the team concept. It’s not about the individual or egos. It’s about helping other people. If you help somebody else out for the benefit of the team, everybody wins. We believe

that everybody is responsible for the success of the team.

The people we have now are wonderful. They are all upbeat, happy and excited, with no negativity. It’s all about culture here — it’s not just a word we throw out. It’s the reason I came on board.”

ExecutiveAgent Magazine

A natural optimist, Tim says he is anticipating a prosperous 2021. “We plan to keep growing. Our goal here is to open multiple offices, or hubs, in Orange County and the region, including San Diego, LA and San Bernardino counties. Rather than trying to recruit agents, we hope they will hear what we’re doing and come to us.”

The Laughton Team invited Tim to lead because of his reputation as an ethical, experienced and caring professional.

These are the very tenets upon which The Laughton Team is built. Tim is fully committed to nurturing his team’s success now and long into the future. “We offer a really great culture at The Laughton Team. It’s a happy place to be.”

Tim and his wife have been married for 33 years, and they recently welcomed their first grandchild. They love living with their two dogs in Mission Viejo, and they carve out every moment they can to spend time with baby Charlotte.

ExecutiveAgent Magazine

Tim Hayden - Team Lead and Office Manager Laughton Team – My Home Group 25201 Paseo De Alicia, Suite 105, Laguna Hills, CA 92653 Tel: 714-747-5500 Email: TimH@LaughtonTeam.com - Web: www.mycahomesearch.com DRE #01203544 ExecutiveAgent Magazine

MALIBU LIFESTYLE MALIBU, CALIFORNIA With generous space, luxurious furnishings, guesthouse, pool, and panoramic ocean vistas, this chic Malibu residence is gated, with a guardhouse, on over 2.9 acres with approx. 256 feet of beach frontage. The main house features vaulted ceilings and herringbone hardwood floors highlighting spacious office, entertainment room, recording studio, gourmet kitchen with butler’s pantry, formal living and dining rooms, wine room, and staff office. Three en-suite bedrooms plus elegant master with dual baths and walk-in dressing closets, in-ground saltwater spa, outdoor shower. Three-story guesthouse has three bedrooms, large main room, full kitchen, mirrored room, bath, bonus room, plus a patio with an aquarium-wall.

Beautiful grounds for entertaining with stunning views, pool/spa, patios, lawns, basketball court. Stairs and funicular to cabana; steps to sandy beach, with huge wood deck for beachside entertaining. Ample parking. Malibu lifestyle at its best with 7 Bedrooms, 10 Bathrooms. 27560 Pacific Coast Hwy., Malibu, CA. $125,000,000 32

ExecutiveAgent Magazine

Chris Cortazzo is an icon. His name is synonymous with Malibu, a rare breed of real estate agent who was born and raised in the famed coastal haven. When Chris speaks about his beloved hometown, you don’t just hear the passion in his voice — you sense it at the soul level. It’s one of the many reasons why countless celebrities and high-profile business leaders continue to seek him out for real estate representation. “Malibu is the greatest place to live and work in the world,” he says. “My clients trust me because I know the market better than anyone.”

With over $5 billion in sales, Chris has been widely hailed for his outstanding production and his market making opinions, which are sought after by business and financial publications, and broadcast media.

Chris Cortazzo

DRE # 01190363

Tel: 310.457.3995 chris@chriscortazzo.com https://chriscortazzo.com ExecutiveAgent Magazine

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MONARCH BAY DANA POINT, CALIFORNIA Start living the dream in this newer 5 Bedrooms, 5.5 Bathrooms, 6,400 Square Feet, 22,905 Square Feet lot oceanfront seaside home in the exclusive Monarch Bay enclave community in Dana Point CA. Situated halfway between LA and San Diego on the pristine Orange County coastline. Monarch Bay has the only private Beach Club on the sand with full service dining and refreshments managed by the Waldorf-Astoria resort. Main floor master bedroom is perfect for any generation. Amazing panoramic ocean views and craftsmanship. 24 hour Guard Gated community.

57 Monarch Bay Dr., Dana Point, CA. $21,500,000 34

ExecutiveAgent Magazine

Over 4 decades ago, Phil started selling Real Estate at 19 years old while majoring in Real Estate and Marketing at San Diego State University. By 28 years old, he became the youngest Vice President of Coldwell Banker in the United States.

He was promoted to the corporate office in Newport Beach and reported to the Chairman of the Board. After an illustrious corporate career, Phil went back into sales when his daughter, Torie, was born. After joining Prudential/Berkshire Hathaway, he became the #1 agent in Orange County and #8 in the U.S.A. In 2018, he joined forces with Pacific Sotheby’s in Dana Point. Today, he is the proud father of 3 children. After college, his son, Ryan, joined him growing the Immel name into a two-generation Father/Son team. It’s proven to be the perfect blend of “old school meets new school.”

Phil Immel DRE # 00545198 Ryan Immel DRE # 01975613 Andrew Vandenberg

DRE # 02108533

Tel: 949.212.7676 VIP@ImmelTeam.com https://ImmelTeam.com

ExecutiveAgent Magazine

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ULTIMATE BEACHFRONT HIDEAWAY! LAGUNA BEACH, CALIFORNIA Private and secluded yet offering unforgettable views from a spectacular 60ft balcony!! Towards the north, fabulous views of Main Beach. Towards the south, gorgeous whitewater coastal views. In the middle BROOKS STREET!!! Any conversation about Brooks Street begins and ends with surfing as this famous spot in Laguna Beach is sought after by expert surfers for the high-performance waves. This elegantly remodeled DUPLEX features modern sophistication throughout also has PRIVATE BEACH ACCESS, Viking and Bosch appliances, private garage parking and inside laundry. Property offers 2BD/2BA, plus a second residence with 4BD/2BA. In both residences you can enjoy open floor plans, clean lines, quartz countertops, and a FANTASTIC INVESTMENT OPPORTUNITY! Rent both units or just one and live in the other!

LOCATION has so much to offer and is just a SHORT WALK TO MAIN BEACH. Positively a must-see opportunity!

1241 Ocean Front, Laguna Beach, CA. $8,500,000 36

ExecutiveAgent Magazine

PRESENTED BY JOJO ROMEO Whether she’s selling real estate, creating harmonious homes through feng shui and staging, or starring on Bravo’s TV show “Real Estate Wars,” JoJo Romeo is always inspired…and inspiring. A charismatic and compassionate entrepreneur who cares deeply about her clients, her family, her work and her community, JoJo’s love for all of her endeavors shines through and is the secret to her success.

JoJo Romeo DRE # 01878195 & ASSOCIATES 949.350.9363 Pacific Sotheby’s International Realty jojoromeo11@gmail.com https://www.jojoromeoandassociates.com

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BALBOA PENINSULA NEWPORT BEACH, CA 92661 This Cape Cod Beach Gem Sits One House from the Ocean on Balboa Peninsula with Priceless Ocean Views. The home’s interior is welcoming with high-quality fixtures. Perfect as a prestigious year-round home or enviable holiday retreat, there’s plenty of room for friends or visitors to come enjoy all the Point has to offer. A soothing fountain adds grandeur to the formal front garden upon arrival. The first level consists of a Remodeled Kitchen, dining/living space, guest bedroom & full bathroom. This property combines coastal charm, sophisticated luxury & iconic beach location just a few blocks from the world-famous Wedge! A large master bedroom with ensuite boasts a gorgeous bathroom complete with a soaking tub, walk-in shower & a private balcony. Timeless French doors & windows connect the indoors & out. The third level is simply amazing & provides an adaptable open space with lots of enclosed storage cabinets & a spacious lofty bedroom. Seamlessly flowing out to the expansive third level rooftop deck with jacuzzi & room for lounging, you will never want to leave!

The magnificent ocean views consume the top floor! Living on the Peninsula is truly incredible. Tennis court memberships are available along with access to a Private beach & Barbecue area on the bay for residents only. Impeccably presented, this residence epitomizes luxury beach side living to give you the lifestyle you’ve been waiting for. ELEVATE YOUR QUALITY OF LIFE & Secure your own piece of Oceanside paradise today. $3,895,000

Carl Capitano

DRE # 01078792

COMPASS 303 3rd Street # 200 Huntington Beach, CA 92648 Tel: 714.625.8767 carl@carlcapitano.com https://www.carlcapitano.com ExecutiveAgent Magazine

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ExecutiveAgent Magazine

CATALINA AND COASTAL VIEWS LAGUNA BEACH, CALIFORNIA PANORAMIC OCEAN, CATALINA, AND COASTAL VIEWS FROM THIS UPPER DIAMOND CHARMER in a quiet cul-de-sac. 3 bedroom, 4 bath plus an office with a contemporary flair. Located on an oversized lot nestled in the hillside with wonderful privacy and spectacular ocean views. Ride the brand new, state-of-the-art Hill Hike lift that whisks you up in an easy trip to the main level. Light and bright with a spacious floor plan and views from every level.

Chef’s kitchen features with an island, custom Carrera and polished concrete countertops, stainless steel appliances and walk in pantry. The second level includes two bedrooms and a large master suite with a cozy fireplace. Enjoy the spacious deck from every room. This property includes a large detached office for working from home. Three spacious decks with panoramic ocean views are great for entertaining and watching the sunsets. Rare large 3 car garage with high ceilings capable for double stack car parking or RV compatible. Situated in the lovely city of Laguna Beach, famous for it’s breathtaking beaches, art galleries, world class shopping and five star restaurants.

881 Diamond St., Laguna Beach, CA. $2,495,000

Shauna Covington DRE # 00991380

949.412.8088 direct shauna@shaunacovington.com http://shaunacovington.com PREMIER RANKINGS & AWARDS Shauna Covington was recently named one of the leading real estate professionals in the entire country, placing among the top one-half of 1 percent of more than 1,100,000 Realtors® nationwide. #1 Individual Agent in Orange County 2012-2019. Top 10 Individual Agent in North America 2014-2018. Chairman’s Circle Diamond from 2009 -2019 ExecutiveAgent Magazine

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ExecutiveAgent Magazine

STUNNING ESTATE YORBA LINDA, CALIFORNIA You want a home that’s elegant, yet comfortable. Refined, yet relaxed. Welcome home! This stunning estate offers fabulous living space, both inside & out. From the gated courtyard entry to the stunning kitchen with professional grade appliances and quartzite counters, massive rooms and fantastic backyard with pool, spa, room to roam and zoned for 2 horses too, it’s all here and waiting for you. 4 Bedrooms plus bonus room and library, 4.5 Bathroom, 4,182 sf, 17,000 sf lot. $1,749.000

The Edie Isreal Team DRE # 01399225

Coldwell Banker Residential Brokerage Tel: 714.623.3543 edie@edieisrealteam.com https://www.ediesellshomes.com

ExecutiveAgent Magazine

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Change Begins With Choice

A

ny day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge.

Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.

We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.

We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence.

The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, “The fault is not in the stars, but in ourselves.” We created our circumstances by our past choices.

And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don’t like how things are, change it!

You’re not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.

We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.

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Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. © 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

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Powerful Presentations Speaking For Success

I

t’s been said that many of us would rather die than get up in front of a group and have to speak with any level of comfort. Too often the childhood scenario of being in front of the classroom ruminates in our brain and in a second, we are back to being that timid kid at the front of the class stammering, and hoping the recess bell rings to save us.

The truth is whether you are offering a toast at a wedding, introducing business colleagues to each other, or actually presenting at a meeting, powerful presentation skills are a terrific asset and immediately communicate your level of personal power.

In our consulting practice, we find with a heightened awareness, most people can improve their communication skills to in many areas of their personal and professional life, even if they are not professional speakers. Here are a few things to remember when presenting:

1. TEST the sound equipment BEFORE the event or meeting. Nothing is worse than annoying feedback or a microphone that cuts out or isn’t working. Get there early and check out the equipment with the Audio Visual department. The biggest mistake made is testing the microphone close to your mouth, and then presenting with the microphone a foot or more away.

2. Learn to use a MICROPHONE effectively. So many presenters frustrate their audience because they turn away from the microphone as they speak, have it too low to make it effective or worse, mumble their words. Others may speak too loudly, which is equally annoying. Practice, practice, practice.

3. DRESS for success. Neat, clean, professional dress is key, unless you are an entertainer or a celebrity.

The rest of us need to look the part.

4. Basic EYE CONTACT is essential to make the connection with authentic and personal connectivity to one or a hundred people. Be sure to make eye contact with those you are passing as you walk to the front of the room.

This initiates a more personal and real experience for those about to hear your presentation.

5.

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confidence or self esteem will be easily read by your audience if you are unsure of yourself. Any communication you deliver is more about the message, than you. Being prepared will help you communicate in a more relaxed, but powerful way.

6. OUTLINE your presentation in short bullet points on a card or sheet of paper to help prompt you during your presentation and to keep you organized. Don’t freelance it or read it word for word. Trying to remember everything you wanted to say and backing up to add it later will impact your credibility.

7. If you are using VISUAL AIDS or power point in your presentation, don’t rely on it so heavily you are not relevant to the program. Go to black between slides, keep the words LARGE and avoid the impulse to put too much on each slide. If they are reading the screen, it detracts from you as the presenter.

8. STICK to your allotted time. Don’t go beyond the time allowed or you may wreak havoc on the rest of the program timing.

You don’t have to be a professional to deliver a report, a toast at a wedding or honor a high achievement by an employee. Delivering the best you is the best policy for any communication opportunity that allows for your special leadership and expertise to shine.

Terri Murphy is one of the industry’s leading consultants on the integration of traditional marketing and communication with today’s Web and Internet tools. Her expertise is developing and growing customer relations to create a more profitable business model for Fortune 500 corporations and real estate companies nationwide.

She has 24+ year career in the real estate industry and holds the GRI, CRS, LTG & CREC designations. She is the CIO for U.S. Learning, Inc. and a frequent spokesperson for sales industries nationwide. Copyright© 2005, Terri Murphy. All right reserved. For information about Terri’s presentations, contact the Frog Pond at 800.704.

FROG(3764) or email susie@frogpond.com; http://www.

FrogPond.com

Be conscious of your BODY LANGUAGE. Your ExecutiveAgent Magazine

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Communicating With Your Customers

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hat happens when customers try to communicate with your company? For example, when they have a complaint or want some information? Is it a positive experience-one that will ensure their continued loyalty? Or is it a frustrating experience-one that will make them easy prey for your competitors?

I’m sure at sometime you have ended up in “voice mail hell” after you have gone through the “press one” for this and “press two” for that. In a recent customer service class, several participants told me that the impression they receive when they have to navigate through a long automatic routing system is the feeling that the company does not really care about the customer, just in saving money.

What about your company? Do you have several methods for customers to contact you? Or do you set up as many barriers as you can to try to force them to use your website? Yes, websites definitely have a place in the communications mix, but customers should have other options, too. Not everything can be answered in a FAQs section.

Are your systems highly responsive? Are your e-mails, voicemails, and tweets checked often? Do you have online, live chat available? Everyone is in a hurry today and they need information NOW, not in 48 hours as one company told me when I requested information. At least they set my expectations by telling me when to expect a reply. Many companies do not even do that.

you can put up a portal to the company and your customers can literally plot their own course. The key is a variety of choices that make communication fast and easy because that is often one of the ways your customers judge your company and decide whether to do business with you or not.

In general, make your contact channels customer friendly. I recommend that you perform a “dummy check” on your various methods to contact your company. Have a friend or business associate call your company to see how easy it is to get their questions answered. You may be surprised!

And as always, please think of me to help your organization establish a culture of true customer service or build better teams. peggy@peggymorrow. com.

Peggy Morrow, CSP, is President of Peggy Morrow & Associates. She is an author, consultant, certified professional speaker and training consultant in business for over 27 years. Author of two books on customer service, she has also published over 400 articles on management and customer service as well as being named a “content expert” for Inc Magazine’s web page, Inc.com.© 2012, Peggy Morrow. All rights reserved. For more information about this article or author, contact Susie@FrogPond. com. For the most current local Housing Trends, go to http://www.HousingTrendseNewsletter.com.

In the “old days,” our method of communication with customers was by telephone or the written word. Then it moved to FAX and finally e-mail. Now

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ExecutiveAgent Magazine

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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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