EXECUTIVE AGENT MAGAZINE LOS ANGELES - OCTOBER, 2020

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EXECUTIVEAGENT E x e c u t i v e Ag e n t M a g a z i n e

MAGAZINE

LA/ S a n

G a b r i e l

V a l l e y

E d i t i o n

O c t o b e r,

LUTHER

Executive Agent of the Month

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SANCHEZ


Gabriel Garza

Branch Manager | Mortgage Advisor NMLS-208008

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

Maria Rosa

Melody Gomez

NMLS- 485364

NMLS- 485314

NMLS- 259837

Sales Manager Mortgage Advisor

c: (323) 422-7752

Phillip Johnson Sales Manager Mortgage Advisor NMLS- 255343

c: (951) 217-4619

Rufina Guinto Mortgage Advisor NMLS- 294533

c: (626) 993-4126

Marlene Damian

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

Diane Avina Mortgage Advisor NMLS- 382664

c: (562) 244-6340

Dan Villarreal

c: (213) 926-5137

Patty Fonseca Mortgage Advisor NMLS- 255279

c: (323) 697-9695

Marie Bawe

Mortgage Advisor

Mortgage Advisor

c: (562) 718-0409

c: (310) 658-1031

NMLS- 340045

Modesta Garcia

Mortgage Advisor

Mortgage Advisor

c: (626) 536-1195

c: (661) 301-0705

NMLS- 484173

Sales Manager Mortgage Advisor

NMLS- 1518436

NMLS- 1514419

Ashley Garza

Mortgage Advisor NMLS- 1799019

c: (808) 463-2319

Give our experienced lenders a call today! Š2019 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. This document is provided by Finance of America Mortgage. Any materials were not provided by HUD or FHA. It has not been approved by FHA or any Government Agency.


Growth, mentorship and culture matter, and NAHREP has allowed me to be a voice in my community while still succeeding in the industry. No other organization provides you with a platform to excel in your professional or personal life as NAHREP does.” OLIVIA CHAVEZ, SAN FERNANDO CHAPTER

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N A H R E P 10 O N L I N E C O U R S E Complimentary access to the 3-part NAHREP 10 online course, covering the wealth disciplines, principles of financial management, and public speaking skills.

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Cover Story Luther Sanchez Executive Agent of the Month Luther Sanchez is a top-producing broker associate in the number one CENTURY 21 office in the U.S., and he knows California real estate.

25 Featured Professionals

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Melody Gomez Finance of America Mortgage 4

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Jason Nagy Coldwell Banker West


Content Why Negative Experiences Can Lead to Profound Growth -Shawn Achoriating Like a Pro -Steve Cook

October, 2020

E XECUTIVE AGENT

TM

MAGAZINE

PRESIDENT & CEO EXECUTIVE PUBLISHER

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Fred Arrias 3 Tips for Finding Your Voice -Simon T. Baileyotiating Like a Pro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

20 Be Patient With Yourself and With Your Borrowers! -Linda Brakeallegotiating Like a Pro -Steve Cook

Having Faith And Trust Will Lead To Success -Mark Victor HansenNegotiating Like a Pro -Steve Cook

Believe In What You Sell Or You Won’t Sell It -Pam Lontos egotiating Like a Pro -Steve Cook 5 Traits of Emotionally Wealthy People -Rhett Powerotiating Like a Pro -Steve Cook

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

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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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Success Showdowns -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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Having Faith And Trust Will Lead To Success

am a big believer in goal setting. I know for sure that when you set a goal, and believe in your heart of hearts that it’s going to come true. This Universal law has been proven to me over and over again throughout the years – basically it is “ask and you shall receive.” The thing you desire the most will eventually come to fruition. But it’s the “eventually” part that can be frustrating.

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What do you do when you have been wanting the same thing for so long – maybe waiting for years – and you still don’t get it? Just hang in there, knowing that what you want is already yours. When you know what you want and have done everything you can, the only thing you can do is have faith and trust that Infinite Intelligence is working to make your dreams a reality. Sometimes it takes a while. We have to know our dreams were ours the minute we decided we wanted them. They are manifesting themselves. We just need to be patient. Is being patient an easy task? Not always. Sometimes it can even be depressing waiting for what we want to show up in physical form. But we have to realize if we weren’t supposed to have what we dream about then we would never have had the dream. We just need to believe in our dreams and ourselves and allow the Universe to work in its own divine time. You need dedication combined with perspiration moving toward a destination to get your ideal realization. In closing this week, I’d like to offer an exercise to complete in the week ahead:

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So, how do you keep the faith when it doesn’t seem like anything is happening? Stay focused. Stay focused. Stay focused. Keep your mind focused on your goal. Don’t allow present circumstances to fool you into thinking that this is your future circumstance. You know your future. You know what you’ll be doing. It’s manifesting itself right now. You just have to meet it and be ready when it arrives. One way to do this is by “acting as if”. Act as if you are already living in your dream home. (After all, you will be). Act as if the promotion or new job you desire is already yours. (In reality, it is.) When you wake up in the morning I want you to close your eyes and see yourself living your dream. If a new job is what you really want, see yourself arriving at that new job, smiling and ready to go to work. If a new home is your dream, watch yourself as you walk outside to retrieve the morning paper. Turn around and look at your dream house. It’s there. It’s yours. You dreamed about it. Now it’s a reality. Do this 10 minutes every day, first thing in the morning and last thing at night. “Act as if” until you’re living your dream. Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. Copyright(c) 2003, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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E XECUTIVE AGENT

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MAGAZINE

Melody Gomez Sales Manager / Mortgage Advisor Written by H. K. Wilson

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elody Gomez has devoted more than 17 years to perfecting her understanding of the mortgage loan process. Her clients and real estate partners have long relied upon her expertise in interpreting the latest market trends and innovations in lending programs. She has successfully guided more than 2,000 families to home ownership over the course of her career, and she looks forward to helping many more achieve the American Dream. Melody grew up in the Boyle Heights neighborhood of Los Angeles and earned her degree in English from UCLA with a dream of attending law school. As a student, she worked part time as an assistant to a real estate agent, and upon graduation, she decided to remain in the industry as a loan officer. Through her tenacity and outstanding work ethic, Melody has maintained high sales production and attained management status within several organizations. After eight years as a branch manager at a mortgage company in Whittier, Melody reunited with longtime colleague Gabriel Garza at Finance of America Mortgage in the City of Industry. As sales manager, Melody assists with recruiting and training loan officers while continuing to originate loans. “Ive known Gabriel since the beginning of my career,” Melody says. “I trust him and know him as a good manager. He is very knowledgeable about loan programs and always there to help.” With so many years of experience and leadership to her credit, Melody says she enjoys motivating others to reach their highest potential. As she helps to expand the team at the branch level, she is focused on helping other loan officers refine their abilities as salespeople. “I’m always looking for someone who knows how to do loans but needs to work on the sales side. When you find that diamond in the rough, it’s inspiring to be able to help somebody. Sometimes, they know how to structure a loan, but they lack the ability to socialize and build relationships. A lot

of times that part is hard for loan officers to do, but to be successful, you have to have a little bit of both.” Melody brought her personal production team along with her to Finance of America Mortgage, Diane Avina and Victoria Rojas. “Diane started as my assistant more than 15 years ago then obtained her MLO license, she also has a background as a Branch Operation Manager/ processing, with all the knowledge under her belt she was promoted to my partner. Together we are able to accommodate more buyers & help them achieve the American Dream of Home Ownership. My wonderful assistant Victoria works hand & hand with the clients & provides the best customer service. Vickie is at the office every day, so Diane and I can be out of the office with clients. Someone on our team is always available to help 24 hours a day, whatever our clients need. A lot of my success is because those girls are 100 percent reliable. I think any person working in the real estate industry needs to have a good team.”

DELIVERING A SEAMLESS HOME BUYING EXPERIENCE ExecutiveAgent Magazine


Melody says that one of her most important objectives with clients is developing trust. She enjoys a challenging transaction, and she strives to always deliver on what she promises. “A lot of my past clients call back because they say they remember that when they closed their deal before, whatever I told them is what happened. When I give an estimate, I try to set realistic expectations and then do better than what I originally promised. I just had a client who closed with a down payment assistance program. I told her she’d have to come in with $2,300, but in the end, she got her deposit and appraisal back and came in with zero. She was super happy, and so was her agent.” Outside of the office, Melody is a busy wife and mother of five children, including twin baby daughters. She proves that it is possible to have it all — with hard work and careful planning. “It’s important to be very organized with my time and productive when I’m at work. I want to let other women in our industry know that it is possible to have both. It’s about working smarter not harder. When I’m at work, I focus on work, and I return calls and emails promptly. My team is available when I’m with my kids. I take time with my kids to volunteer at the mission in L.A. to help those who are not as fortunate, and I go to all of my sons’ basketball games. Time is important to building humans. I tell them I can have all the degrees and awards, but at the end of the day, if my kids don’t succeed, neither do I. I’m proud that I’ve been able to balance it all.” According to Melody, maintaining balance also means knowing when to give herself permission for self care without feeling guilty. “It’s important to recognize that

you’re a person. My kids are just as important as hitting my numbers, and so am I.” With the diverse products, efficient systems and reliable team at Finance of America Mortgage, Melody is able to give her clients the best service the industry can offer. She says, “We work together to make the process as seamless as possible when buying a home.” Melody Gomez Sales Manager / Mortgage Advisor Finance of America Mortgage 13200 Crossroads Pkwy., N. City of Industry, CA 91746 Tel: 213-926-5137 Email: megomez@financeofamerica.com Web: www.FOAmortgage.com/megomez NMLS 259837

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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


Be Patient With Yourself and With Your

Borrowers!

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t’s been frantic lately, hasn’t it? Lots of re-fi’s, and activity; not quite enough people on staff. People are tired, stressed and snappish.

The first rule of sales and marketing is they have to like you: Like being with you, like talking to you and come away from every encounter with you feeling better about themselves. Do your customers, clients, & borrowers feel good after they’ve worked with you or do you infect them with that disease called: There-aren’t-enough-hours-in-theday-leave-me-alone-or-else! I wish I had a magic wand that would give you more hours in the day, relieve your stress, and get all of the work done for you. I don’t. I can tell you what I’ve learned over the past 17 years of being in sales, management, and functioning as a human being: If you don’t take care of yourself, no one else will. Whenever there are too many demands on your time, your mind and your body that is exactly when you have to lighten up! Have to. Not an option. HAVE TO. I recommend a 4 step approach. First, get some exercise. Marathon training is not required but you’ll find that even a ten minute walk at lunch will have an amazing effect on your mind, body and attitude. If you can’t get outside, go up and down a few flights of stairs. Get that blood moving! If you’ve been sitting all

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day, the blood has settled in your nether regions and there is none left in your brain! Not good. Stir it up! Part 2. Get organized. Keep a small notebook with you at all times and WRITE DOWN all those things that have to be done. Yes, everything. Personal, professional and anything else! (Even a reminder to pick up suit at the dry-cleaner!) And draw a line through them as they are finished. You’ll have a concrete record of what you’ve done and nothing will fall through the cracks. Part 3. Get up 10 minutes earlier so that you have time to ease into your day. An extra cup of coffee and a visit with a book, a newspaper or that special someone makes the whole day easier. Part 4. Be patient with others and yourself! Remember: Everyone is doing the best he/she can with what is available to work with right now. Don’t take it personally! And hang in there! Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at http:// www.lindabrakeall.com - Ph: 800-662-7249.

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E XECUTIVE AGENT

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MAGAZINE

JASON NAGY Written by H. K. Wilson

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oldwell Banker West, the largest Coldwell Banker conglomerate in San Diego County, is changing the real estate landscape in North County. Homeowners in Oceanside and Escondido will now enjoy the benefits of this world-class brand with the flexibility and service of a small, local boutique. Heading up this expansion is North County Manager Jason Nagy, a top-producing Realtor® and dynamic industry leader for more than 15 years. “The opportunity was too great and the market too under-serviced not to have our marquee brand plan its flag to serve the local community,” Jason says. “With the area’s huge military presence, tremendous diversity and up-and-coming luxury living, we saw our chance to serve people at the local level with the same excellence we are already known for in the South, East and downtown San Diego markets.” Nagy is in good company among a legendary leadership team that includes Co-Owners Peter Mendiola and Penny Nathan; General Manager Cory Shepard; and President of Global Luxury Steve Games. “Peter Mendiola is very entrepreneurial, with a remarkable ability to be flexible in this market and to think outside the box. We have a powerhouse leadership team from across the county, and I love that it’s an absolute organic build from scratch. We can truly build the culture we want, which is client focused. When I say client focused, I mean agent focused, because we want to make sure that we are treating our agents as our clients. When we make our agents happy, they are able to make their clients happy.” Jason emphasizes that his team’s strength comes from being adaptable, yet unwavering in its goals. Committed to delivering the finest resources and technology, Jason

says that Coldwell Banker West agents are poised to succeed through shifting markets. “We have a clear vision of where we’re going and remain laser focused on our mission and purpose. We’re here to serve, empower and build our agent population through servant leadership.” A record-breaking salesperson and outstanding team builder, Jason has overseen thousands of successful real estate transactions. He offers his partner agents the knowledge, validation and motivation to succeed. “You can only bring people on board to work with you if you serve them and if they believe you have the capability to bring their business to the next level. We are in the people business, and until people know how much you care, nothing else matters. I have our agents’ backs and am always available for them to help them structure deals, mastermind, and share both successes and struggles.”

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A Reliable Partner in the American Dream The number one goal for 2020 is to complete the Oceanside office build-out so that agents in the region have a place to call home. “We expect to have at least 40 to 50 agents by end of year. We’re already at 20 in the local market. In 2021, we want to continue to build on that momentum coming out of COVID, gaining marketshare and brand awareness for our client agents. Our ultimate goal is to be number one in every market, and we do that by taking care of our people.” What kind of agents is Jason looking for to join the team? “I’m looking for agents that are collaborative, team focused and have a growth mindset. We have a learningbased culture here, with a goal of being better agents for our clients and, in turn, better for our families. We have a bigger vision than just selling another house, and we think every agent deserves an opportunity.” Coldwell Banker West also promotes a culture of giving back. So far this year, the company has donated $25,000 to the San Diego Food Bank to help families struggling due to COVID-19 and purchased new sports equipment for schools in South County through its nonprofit foundation.

“We believe in being a leader rather than a follower in the market,” Jason says. “If you’re an agent, we will meet you right where you are and help you go to the next level. If you’re a client, our brand speaks to multiple demographics and price points. We work with high-net-worth clients through our Global Luxury brand, and we have the privilege of helping people build wealth by purchasing their first home. We reach across generations, cultures and economic status to serve every person as if they were our only client.” Jason Nagy – Branch Manager Coldwell Banker West 2300 Boswell Rd Chula Vista, CA 91914 Tel: 626-244-5000 Email: soldbyjasonnagy@gmail.com Web: https://www.coldwellbanker.com/ColdwellBanker-West-1187c/Jason-Nagy-7503901a DRE #01710981

The Coldwell Banker legacy was established by a young real estate agent named Colbert Coldwell in 1906 when, in the aftermath of the San Francisco earthquake, he saw that families needed honest and reliable help to piece their lives and fortunes back together. A constant in the marketplace for more than a century, the company remains a reliable partner in the American Dream.

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Why Negative Experiences Can Lead to Profound Growth

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Thanks to Tedeschi’s research, we can say for certain (not just anecdotally) that great suffering or trauma can lead to great positive change across a wide range of experiences.

What this does is give these soldiers a mental map with only two paths—normalcy and psychic distress. While PTSD is, of course, a well-documented and serious consequence of war, another large body of research proves the existence of a third, far better path: post-traumatic growth.

Of course, this isn’t true for everybody. So what distinguishes the people who find growth in these experiences from those who don’t? There are myriad mechanisms involved, and not surprisingly, mindset takes center stage. People’s ability to find the path up rests largely on how they conceive of the cards they have been dealt. The strategies that most often lead to post-traumatic growth are positive reinterpretation of the situation or event, optimism and acceptance.

any of us struggle when trying to envision the paths in life that are available to us. One particularly salient example of this is the fact that when soldiers are heading to combat, psychologists often tell them they will return either “normal” or with posttraumatic stress disorder (PTSD).

Bereavement, bone marrow transplantation, breast cancer, chronic illness, heart attack, military combat, natural disaster, physical assault, refugee displacement. This might read like a list of the worst things that can befall us. But it also happens to be a list of events researchers have found to spur profound growth in many individuals. Psychologists have termed this experience post-traumatic growth. Over the past two decades, psychologist Richard Tedeschi, Ph.D., has made studying post-traumatic growth his mission. Tedeschi is the first to admit that the concept is nothing new—surely you’ve heard the maxim “what doesn’t kill you makes you stronger.” But, Tedeschi says, only in the past 25 years or so has this topic been truly researched from a scientific perspective.

As one set of researchers explain, “it appears that it is not the type of event per se that influences post-traumatic growth, but rather the subjective experience of the event.” In other words, the people who can most successfully get themselves up off the mat are those who define themselves not by what has happened to them, but by what they can make out of what has happened. Shawn Achor is a Harvard-trained researcher and bestselling author of The Happiness Advantage and Before Happiness. Get a daily dose of happy at Shawn’s Facebook page.

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3 Tips for Finding Your Voice

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f you Google “how to find your voice,” the search engine will display about 1,710,000,000 results in less than .53 seconds. That is almost 2 billion suggestions of how to speak your truth from sources outside yourself. Now more than ever, it is crucial to operate from a place of alignment and authenticity in our personal and professional lives, and the truth is… you’re the only expert there is on what that means for you. In my own life, this became very clear when I felt it was time to leave a Fortune 500 company, but I also couldn’t bring myself to take any of the four silver-platter alternative offers—so instead, I decided to start my own business. Seventeen years later, I’m beyond grateful to myself for taking the risk and letting that inner whisper become a full-volume life. The best way I’ve found to connect to your own truth is to take care of yourself and then get out of your own way. In the words of American saxophonist Branford Marsalis, “Do your homework and your voice will find you.” 1. Take your M.E.D.S. If you’re pouring from a less-than-full cup, you’re showing up in your life with less-than-full effort. Mental health, physical health and self-confidence are all interconnected. Prioritizing meditation, exercise, a healthy diet and quality sleep is the best way to set yourself up for success and self-awareness. 2. Celebrate small wins. Most of us tend to hold off treating ourselves until we’ve accomplished something over the top, or reserve personal celebrations for that one day of

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the year we grow older. Taking the time to honor your efforts will accrue valuable emotional deposits (or as I like to call them, EROI: emotional returns on investment), as well as establish great reflection points to track your progress. 3. Reflect on what went right. We’re evidence-based beings. If you adjust your focus to what you’re proud of, or what you did “right,” you’ll start to see two beautiful side–effects: First, you will begin to cue-in to similar experiences, and then, build confidence by reiterating your ability. New York Times best–selling author Kris Carr has said, “It’s not about finding your voice, it’s about giving yourself permission to use your voice.” By taking care of yourself and celebrating your capabilities, you can connect to what is true for you, share that truth and operate above the noise. If I could leave you with one last piece of advice that my own mentor shared with me recently, he said, “You do not have to compromise to be recognized.” Your voice is important and worthy of being heard. Now that you know how to find your voice, watch the video to learn what to do next. Simon T. Bailey is an international speaker, writer and personal transformation strategist. He is the author of Shift Your Brilliance: Harness the Power of You, Inc., and Be the SPARK: Five Platinum Service Principles for Creating Customers for Life. When he’s not working, he enjoys rooting for the Buffalo Bills (his hometown team).

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5 Traits of Emotionally Wealthy People

hich would you rather be—financially wealthy or emotionally wealthy? You might not realize it, but having mental strength—or an acute awareness of the power behind your emotions and how best to use them and act on them—is much more worthwhile than having a cushy bank account. Don’t believe it? Here are five characteristics of emotionally wealthy people that might just make you re-evaluate your idea of the good life: 1. They are positive. To be wealthy in something, whatever surrounds it has to be healthy first. Just as someone might have healthy investments that are growing as a healthy living thing should, so should you be nourishing your emotional self. What does this really mean? Are you feeding yourself with positive things, focusing on the good thoughts that lead to growth? Or are you focusing on the negatives and anxieties of life that give no emotional nutrition and can hinder growth? It’s been said a joyful heart is good medicine. In what areas do you need to medicate your emotional self?

losing and, before giving it, accepting the fact that it might never come back to you. But it’s not all scary, because the upside to a little risk is a great reward—like a booming business or a happily-ever-after marriage. How can you take a calculated emotional risk today? 4. They are secure. Robbing a bank isn’t easy in real life like it is in the movies, and there’s good reason for that. If it was easy to steal money from people’s accounts, why would anyone keep it there in the first place? The same is true for your emotional wealth—only people you want taking your emotional goods should be able to withdraw them. And people you don’t? They should quickly see you’re secure enough that they can’t get anywhere near the valuables. While you might be investing and taking risks in some people, only a few trusted individuals need to have your pin number. This isn’t to say you should lock people out or never give out small loans, but that you limit who gets full access to your emotional account. Who should you relegate to restricted access? 5. They are givers.

2. They are investors. Looking for that ever-elusive dollar tree you can plant? Bad news, it doesn’t exist. But emotionally prosperous people can help grow their own wealth. How? By being willing to invest in other people’s emotional growth funds. By intentionally planting and investing your own emotional wealth in others and trying to grow it, you’ll also grow, seeing the fruit of your investment. More people than you know would benefit by a little purposeful investment by you. 3. They are risk takers. The people who have successful careers or thriving relationships didn’t get there by playing it safe—they knew they had to take risks. Emotional wealth is no different. Emotionally wealthy people invest and give their wealth to others, and realizing the liability involved, they never give so much away that if they were to lose it, they’d become unhealthy themselves. The key is not giving away more than you can handle 22

Giving might seem similar to investing, but they are actually quite different. When you invest, you expect something in return, like to form a friendship. But when you give, you should expect nothing in return—to give for the sole reason that it feels good to do good. Like the old proverb says, “It is better to give than receive,” the same is true with emotional wealth. When you can give love, grace, mercy or patience to someone with no thought of return, it’s 1) very safe for you and 2) can return your personal investment in your own emotional wealth better than any interest rate. You might feel like you’ve really given nothing, but you’ll gain much more than you gave if you do it for the right reasons. Now, are you ready to fill up your emotional bank? Rhett Power is the author of The Entrepreneur’s Book of Actions: Essential Daily Exercises and Habits for Becoming Wealthier, Smarter, and More Successful and co-founder of Wild Creations, an award-winning start-up toy company. Learn more at rhettpower.com.

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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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LUTHER SANCHEZ Executive Agent of the Month ExecutiveAgent Magazine


LUTHER SANCHEZ

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

L

uther Sanchez is a top-producing broker associate in the number one CENTURY 21 office in the U.S., and he knows California real estate. A Southern California native and civil engineering graduate of California State Polytechnic University, Pomona, Luther began his career working as an engi-

neer for Los Angeles County. But after obtaining his real estate license and achieving success selling only on weekends, Luther realized that real estate was his true calling. In addition to have owned real estate and mortgage brokerages, Luther has been a real estate developer and prolific investor during his 23-plus year career. He says that CENTURY 21 Allstars in Pico Rivera has been his professional home for the past 11 years because it has the resources and leadership to thrive no matter the condition of the market. “Communication is the key component in my business.” Luther focuses primarily on listings, and his tried-and-true methods ensure that his clients get the highest rate of return on their real estate investments. “My goal is to serve sellers by getting them the most amount of money in the least amount of time, with the least amount of problems” he says. “I have developed systems to keep sellers up to date and to provide the most comprehensive marketing of their properties. I also work with a lot of investors, and since I’m in the trenches doing what they do, I can lead by example. I’m experienced at rehabbing properties, so I can advise my clients about which improvements will bring the most value.” Luther has earned hundreds of fivestar client reviews on multiple consumer platforms, and he prides himself on having not a single negative review. “I’m everywhere, and because of that, I’m vulnerable. If people have a negative opinion of you, they will post it. In a review economy, I’ve put myself out there, and I’ll do whatever it takes to make sure my clients are satisfied with the level of service and experience they receive”

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A satisfied buyer stated: “We were interested in buying a home, and liked what we read about Luther Sanchez on Yelp and real estate websites. We made an initial call to discuss what we were looking for, and from that point forward, Luther was extremely responsive to our many questions, and he got to work right away in setting up appointments to view homes. He shared his expertise of the areas and real estate business as a very competitive Realtor®. Luther and all other people we dealt with in the process were genuinely nice people, and we really enjoyed working with them on every step. We look forward to staying

in touch with Luther and feel like we made another friend and even a family member.” A recent seller shared his experience: “Luther was exceptional and dealt with the many challenges that we faced in an admirable, efficient and professional manner. He communicated with all the parties involved with patience and expediency as necessary. We also appreciated the personal attention he demonstrated and the commitment to getting our property sold. We couldn’t have done any better with another broker. He really exceeded our expectations.”

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As financial and real estate markets are experiencing their most dramatic shift since the Great Recession, Luther offers buyers and sellers peace of mind. “Especially at a time like right now, people need that voice of assurance. They need to know that they’re dealing with someone who is educated and will give them good advice. As a licensed broker, I pride myself in staying on top of not only market trends but all Real Estate laws so as to inform and protect all my clients” Luther says that family is his greatest motivation to succeed. He and his wife, Anna, have three children under the age of 3, and he cherishes and values his time at home. “I wake up early at 4:15 so I can get things done and get back home to my

family. When I’m working, I maximize my productivity so that when I’m home, I can focus on being present with them.” With a successful career built on integrity and trust, Luther attributes his work ethic and personal values to his parents’ example. “Recently, a client called me their ‘trusted advisor,’” Luther says. “My goal is to always go above and beyond with clients. When the transaction is finished, I want to continue to bring them value and be a resource for them. It doesn’t end when we close the deal.”

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LUTHER SANCHEZ CENTURY 21 Allstars 9155 Telegraph Rd., Pico Rivera, CA 90660 Tel: 562-755-9387 - Email: majesticbroker1@gmail.com Web: www.LutherSanchez.com DRE # 01224461 ExecutiveAgent Magazine



SPANISH VILLA MALIBU, CALIFORNIA

Reminiscent of a Spanish Villa, this three-story home with gorgeous panoramic ocean views is minutes to some of Malibu’s most beautiful beaches. Located on a quiet cul-de-sac, the main level includes an ocean view formal living room with fireplace, high wood beam ceilings and triple French doors to a viewing/lounging deck; an ocean view dining room that flows into a beautifully tiled kitchen with breakfast room and an en-suite bedroom. The second level offers a sun-filled, ocean view family/bonus room, an ocean view owner’s suite with fireplace, large closet, and claw tub/shower bath, plus two additional bedrooms with Jack & Jill bath. The lower level, accessed by a separate entrance, has a large guest suite with spa tub bath, kitchenette area, and patio. The landscaped grounds with grassy lawn area offers a generous lounging/dining area that is perfect for family or lavish entertaining. There is a two car garage and street parking for guest. Deeded beach rights to La Costa Beach Club. Close to downtown Malibu, Pacific Palisades, and Santa Monica. $3,695,000 32

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One of Malibu’s original gems; enjoy the glamour of old Hollywood charm in this original 1930’s gem. First purchased by Randolph Hearst for his mistress, the home has been perfectly preserved with original stained glass representing the Fountain of Youth. Endless ocean views and the sound of waves while you relax on one of the many open entertaining areas. Half of the house was shipped directly from Europe to be rebuilt into this magical gem. Invite your guests to stay for the weekend or rent out the thousand square foot guest unit. Live and move into the home or enjoy the year long income potential from this 5 bedroom home with deeded private beach club rights. New tankless water heater, laundry center and gas fire pit complete this outstanding space. 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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PENINSULA POINT NEWPORT BEACH, CALIFORNIA

Ideally located on the prized Peninsula Point, this turnkey bayfront home exemplifies the enviable Newport coastal lifestyle with its warm contemporary design and sweeping channel, ocean and Corona Del Mar cliffscape views, being the ONLY bayfront which ALSO has a view of THE WEDGE waves! Enter through a private courtyard as the soothing sound of the garden waterfall welcomes you to the two-story atrium. Ideal for entertaining, the entryway is adorned with natural skylight and flows seamlessly to the main floor, with bay views from every nook of relaxation thanks to the glass bay wall. A sunken living room looks out onto the bayfront patio, where an oversized spa & waterfall accompany a private dock for your Duffy or boat. A roughly 20-foot indoor water-feature and aquarium top-off the nautical living space, while the modern staircase whisks you upstairs, where you’ll find 3 additional ensuite bedrooms. The luxurious master will ensure a restful night’s sleep w/ a fireplace wall, soaking tub and walk-in closet, while a coffee/wet bar & private waterfront balcony await you in the morning. The over 1200 sq. ft. rooftop deck features panoramic water views of the Wedge beach, bay and coastline. A built-in BBQ / wet bar are the cherry on top for your endless summer gatherings. Make everyday a vacation by calling this home. 2278 Channel Rd., Newport Beach, CA 92661 Price upon request. 34

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Gio Helou DRE # 02068352 Coldwell Banker Residential Brokerage 310-866-9410 direct gio.helou@camoves.com

Lisa Helou

DRE # 00624164

949-566-3345 direct lisa.helou7@gmail.com www.teamhelou.cbintouch.com ExecutiveAgent Magazine

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GRANDIOSE ELEGANCE!!!

25556 BRASSIE LN., LA VERNE, CALIFORNIA 91750 Grandiose Elegance define this Custom Built Hilltop Estate. This expansive property is located within one of the Most Exclusive Gated communities of North La Verne. Enter through 2 private Community gates before passing through your own secured gate leading up the long driveway across beautiful 2.11 acres. Split driveway offers added parking for guests or larger vehicles! The Dual staircases taking you to the Grand Fourier open to Cathedral ceilings showcasing the gorgeous iron Staircase & vast sweeping floor plan. Your own elevator offers a sense of convenience and luxury taking you from the 8 car garage right to the 2nd level. A true Chef’s Kitchen offers every necessity with a walk-through Butlers Pantry, prep sink & more! This estate was curated to ensure your parties go by with ease! Key to any pool party, the wet bar has seating & pass through windows to the backyard! Retire to the Master retreat with its own sitting room, 2 way fireplace & wrap around balcony. Ensuite bath has a TWO-STORY walk-in closet with a built-in organization system & laundry hookup. Everyone relishes California’s unbeatable sunsets, so why not sit & bask in the tranquility & panoramic views of the mountains. Step into paradise in the backyard with its Pristine Pool, Ample lounging areas, spacious Spa with relaxing water features, as well as a covered Outdoor Kitchen & Fire Pit. Breathtaking Views of Live Oak Reservoir, Marshall Canyon Regional Park & shimmering City Lights! $2,698,000

Carl Capitano

DRE # 01078792

COMPASS 303 3rd Street # 200 Huntington Beach, CA 92648 Tel: 626.890.0050 carl@carlcapitano.com https://www.compass.com/agents/carl-capitano ExecutiveAgent Magazine

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ARUBA VILLA LA FLEUR!!! L.G. SMITH BLVD 123-A, ARUBA

Situated on a beautiful location in Malmok, Aruba, you will find this impressive villa with stunning views of 360 degrees from the roof terrace over the Tierra del Sol golf course, island and the beautiful Caribean sea. Impressive villa because of the extremely large living areas. Do you have a extensive family, do you like to entertain guests or simply love a lot of living space then you can indulge yourself in this house. The bright villa, of approx. 800 m2(8,611 sq.ft) of living space, has three floors with on the ground floor 3 bedrooms, each with a private bathroom, spacious living / dining room, open kitchen and the laundry room. The kitchen comes with a granite countertop and all imaginable appliances. From the ground floor you can immediately take a dip in the private pool or Jacuzzi. This property hosts no less than four guest apartments, each with one bedrooms. All the apartments consist of a living room with open kitchen and doors leading to the terrace. The surrounding garden is beautifully landscaped with tropical plants. Vacation Rental

Alex Cybul Owner/Founder Vacation Aruba Tel: +297.592.7929 info@vacationaruba.com

https://www.vacationaruba.com/listing/arashi-beach-suite ExecutiveAgent Magazine

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THE ONE-HISTORIC UPLAND, CALIFORNIA

Welcome to Uplands Hottest Home(s), “The One” with rich Historic attributes, an attached apartment, 7 bedrooms, 7 bathrooms, a separate detached structure, over 7,800 sq. ft. of custom, RV Parking, redefined exclusive living. Nestled quietly behind private gates, make this rare find your own private oasis. The perfect home(s) in the midst of a global pandemic, the possibilities are endless, School, Church, Office, Gym, Ballroom, Theater, Art-Studio, Dance-Studio, Den, Game-Room, Guest/Maids Quarters, Loft, Media-Room, Rental Income, Resort-Like-Recreation, Spa, Outdoor Terraces, Wine Cellar, Workshop, Outdoor KItchen, Indoor/Outdoor fireplaces, balconies/terraces, absolutely infinite possibilities, Air-B-N-B Experience. “The One” sits in the heart of Upland’s most desirable and sought after neighborhoods, San Antonio Heights. This home boasts fine-elegance and exclusivity, with 5-Star resort-like features, pale in comparison to anything in the area or beyond. The attached apartment has 3 beds, and a private entrance, a fireplace, and 2 baths. 55-species of fruit trees including the rare, award-winning, “Shahani Red Navel”, Fish Pond, Sports Court, Outdoor Italian Oven, and Earth Oven, also known as a ground oven or cooking pit for the most exceptional celebratory occasions, for Authentic Worldwide Cuisines. 2215 N Euclid Avenue, Upland, CA 91784 $1,700,000 40

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DONNA NAZIR

DRE # 01818779 / 01420796

310-339.0688 Donna@TheSkyeGroupInc.com www.DonnaNazir.com Donna Nazir is the CEO and Founder of The Skye Group Inc. She is currently ranked Top 1% In The US by Wall Street Journal Top 250 Agents in the US by National Assoc. of Hispanic Real Estate Professionals. ExecutiveAgent Magazine

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SHADETREE

ONTARIO, CALIFORNIA ShadeTree by Landsea Homes in Ontario offers homebuyers a wide variety of family-friendly living opportunities including resort-style amenities and expansive open space surroundings. The community includes 432 one- and twostory single-family homes ranging from 2,200 square feet to 3,700 square feet with prices from $550,000 to the high $600,000’s. 42

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Landsea Real Estate California Inc. DRE # 02030520

Tel: 949.316.5576 info@landsea.us https://landseahomes.com/southern-california/shadetree

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Believe In What You Sell Or You Won’t Sell It...

recently went into a store that sells expensive ergonomic furniture. I asked the price of a particular lounge chair. “About a thousand,” said the salesperson. “About a thousand?”, I questioned. “Around that.” I was browsing some other choices when she went over to help someone who had just come in.

I

Look at your inventory and mentally note or write down all the reasons someone would want to own each property at the price it is marked. When a customer asks about a particular house, find out if any of these reasons are important to them. Then sell by focusing on that reason.

He was looking at ergonomic pillows. I heard her telling him all about these $50 pillows: how the shape was good for your neck, what the interior material was composed of, about the hypoallergenic covering. She was selling this pillow as though it were a ...well, as though it were a thousand dollar chair.

A $1,000 chair may have seemed a luxury to my salesperson. But to someone in pain from a bad back, it would be well worth it. Seeing it in that perspective, the salesperson would have felt comfortable selling that chair at that price.

If you don’t believe in what you sell, you won’t sell it. Or at least, you won’t sell it frequently as you should. How can you possibly become comfortable selling a home for $750,000, when you think anything beyond the minimum essentials is extravagant? If you think what you’re selling isn’t worth it, that’s what will show when you try to get someone else to buy it. There is a way to overcome this. Start looking at things from the customer’s perspective. There are plenty of people who will buy a home that costs $750,000. As a matter of fact, there are people who will pay more than they have to just for the prestige value or because of an emotional need to own a certain house. People buy things for many other reasons than price. You don’t necessarily have to figure out every customer’s motivation. Just understand that location, design, status, and comfort are all reasons people will spend more money on a home.

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Every house on the market is there because there are people who will buy it. If there is not a niche who need a certain house at a certain price, it is taken off the market. This goes for extravagantly priced luxury homes as well as cut rate “fixer uppers.” Don’t second guess your customers. Sell according to their wants and needs, not your. Pam Lontos, CSP, MA, is one of the country’s top sales trainers and motivators. Copyright© 1999, Pam Lontos. All rights reserved. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, please contact The Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com.

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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



Success Showdowns

I

confess, I love westerns. There is nothing like those “Showdown” scenes where the film is shot from down low and you see those boots moving slowly, step by step until they come to a stop just 100 feet from the other guy. Tumble weed blows by. The wind stirs the dust. The camera moves up and you see fingers twitching, getting ready to draw. You know that it is only a few moments until the good guy lets the bad guy have it and he’ll be on his way to saving the day and setting the town free again. All that stands in his way is this one obstacle. But that obstacle must be put away. . What would you do in that situation? Would you save the day and proceed to victory, or would you run and hide? Running and hiding is tempting when you see the guy all dressed in black, symbolizing your impending doom! . Isn’t that what happens regularly though? Our journey to success always has these “Showdowns” that we have to go through if we are going to get there. There are always going to be “bad guys” we have to get through. . Let’s take a look at a few: Fear. Fear is the pre-imminent “bad guy.” He keeps millions of people from success. Here is a secret: There are times when I am stretching myself to achieve all that I can, when I am taking huge risks, that I wake up in the middle of the night and I am so scared I can’t sleep! Fear will tell you anything to keep you from even trying! But do you know what takes care of fear? Persistence. You see, everybody has fear. The most successful people I know have fear. But they work through it rather than give up! To be successful you have to have and win that showdown with fear. .

do things their way or something is just not right. You know, it is the relative who calls you a dreamer. It is the naysayers. They want you to do what is normal. Well friend, nobody ever got successful doing what the crowd does. The crowd is average, that’s why they’re the crowd! To be successful you have to have that showdown with the calling of the crowd. Hear their voices screaming, “Don’t do that. Be like us,” and win the showdown. . Doubt. Success usually takes a while. It rarely comes overnight. And after some time, you will begin to doubt. “Am I dreaming too big?” “Did I take a dumb risk?” “Should I quit and go back to something safe?” Rest assured, it will come. But this is when your vision must be string and you must keep going. Stick with the dream. Don’t give up! Overcome your doubt and the doubts of others! To be successful you must have that showdown with doubt and win! . Yes, there will be many showdowns. The above are but a few, though they are the major ones. Maybe you are experiencing them even now. Your time has come. The old western music is playing. Your foe dressed in black grins that devilish grin. He thinks you can’t do it. But have your showdown. Win. Then ride off into the sunset! . It’s time to draw pardner! Take aim and win your showdowns. 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.

Crowd mentality. I have become increasingly aware of this in recent years. The crowd is loud. They are tenacious in letting you know that they expect you to

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By Chris Widener 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

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