EXECUTIVE AGENT MAGAZINE - LOS ANGELES/SAN GABRIEL VALLEY, OCTOBER 2021

®

EXECUTIVE

Roma Concepcion

Executive Agent of the Month

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

AGENT MAGAZINE

Gabriel GabrielGarza Garza

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

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

Maria MariaRosa Rosa

Melody MelodyGomez Gomez

NMLSNMLS485364 485364

NMLSNMLS485314 485314

NMLSNMLS259837 259837

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

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

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

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

Rufina RufinaGuinto Guinto Mortgage Mortgage Advisor Advisor NMLSNMLS294533 294533

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

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

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

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

Diane DianeAvina Avina

Patty PattyFonseca Fonseca

NMLSNMLS382664 382664

NMLSNMLS255279 255279

Mortgage Advisor Mortgage Advisor

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

Mortgage Advisor Mortgage Advisor

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

Dan DanVillarreal Villarreal

Marie MarieBawe Bawe

NMLSNMLS340045 340045

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Mortgage Mortgage Advisor Advisor

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

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

Marlene MarleneDamian Damian

Modesta ModestaGarcia Garcia

Ashley AshleyGarza Garza

NMLSNMLS484173 484173

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NMLSNMLS1799019 1799019

Mortgage Mortgage Advisor Advisor

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

Mortgage Mortgage Advisor Advisor

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

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

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

Mortgage Advisor Mortgage Advisor

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

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

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

Give Giveour ourexperienced experiencedlenders lendersaacall calltoday! today! ©2019 ©2019 Finance Finance of of America America Mortgage Mortgage LLC LLC is is licensed licensed nationwide nationwide | Equal | Equal Housing Housing Opportunity Opportunity | NMLS | NMLS IDID #1071 #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, 5, Horsham, PAPA 19044 | (800) 355-5626 | AZ Mortgage Banker License (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building Horsham, 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed byby thethe Department of of Business Oversight under thethe California Residential Mortgage Lending ActAct | Georgia Residential #0910184 | Licensed Department Business Oversight under California Residential Mortgage Lending | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed byby thethe N.J. Department of of Banking and Insurance | Licensed Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed N.J. Department Banking and Insurance | Licensed Mortgage Banker -- -NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

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FHA any Government Agency.

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Cover Story Roma Concepcion Executive Agent of the Month When Roma Concepcion entered the real estate field more than a decade ago, many of her colleagues were leaving the profession as a result of the Great Recession.

25 Featured Professionals

08 Rufina Guinto Finance of America Mortgage 4

Executive Agent Magazine

14 Barbara Vaccaro My Home Group

Content

October, 2021

EXECUTIVE

Confidence -Matt Bowman

AG E N T M AG AZ I N E

06

®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias Successful Realtor Profile -Linda Brakeallro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

16

EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

Quality Deals -Steve Cookke a Pro -Steve Cook

48 Putting Balance In Your Life -Peggy Morrowe a Pro -Steve Cook

20 Seven Steps To Achieving Your Dream -Chris Widener Like a Pro -Steve Cook

12 The Right Mental Attitude -Zig Ziglaratating Like a Pro -Steve Cook

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CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen PHOTOGRAPHY iPhotography Studio Ian Wiant EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com © Copyright 2021 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Executive Agent Magazine 5

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Executive Agent Magazine

Confidence

talk to a lot of people who are trying to get started in real estate investing every day. So many of them have learned tons of information from the courses that they have purchased, but have not yet done a deal.

Many of them have multiple real estate investing courses and have still not been able to get a deal signed. Many of them have been doing some marketing and are getting calls from sellers, but have not been able to get deals out of these calls.

I

As my partner and I rode back from the meeting, we were discussing that one of the things that helped us so much in our negotiations that we see new investors lacking is confidence. I firmly believe that reason that we get so many EXCELLENT deals all the time is because we are so confident in our negotiations. I thought that the fact that I was so good in this particular negotiation was because we already have 9 properties in inventory, we could afford to be picky.

Today, I had a meeting with a seller. (Actually a couple of meetings, but one in particular is what I’m writing about.) This seller had a 3 bedroom, 2 bathroom house on a lake. It was a beautiful home with lots of room and a great lake view. As we looked through the house, I noticed some slight cracks in the wall from some settling.

However, I was wrong. We are always confident in our dealings with sellers because we KNOW that we are simply providing them with an answer to their problem.

We KNOW that they need to sell and we do NOT need to buy! We know that we are not going to bend in order to get a deal signed. We stick by the terms that we offer because they are what make it a great deal for us. If it is too much for the seller, or they are insulted by our offer, then what are they going to do? Shoot us?

Now in this particular area, this settling is quite common. The tiny cracks had been repaired and were barely visible, but since I noticed them, I thought that someone else might when I went to sell the house. All the numbers on the house were very good and would allow me to make a decent profit. The seller was EXTREMELY motivated because he was moving out of the state on MONDAY! Since I wasn’t too sure that I wanted this place, I decided to drive a hard bargain. I usually ask for the seller to cover the next 3 payments when I do a lease option, but I usually settle for 2. This time I decided to stick to 3 months. As I discussed this with the seller and simply sat tight at that point, his wife asked if they would not have to pay the payments if we found a buyer before 3 months.

My partner and I said no! We were basically telling them that even though we might have a buyer in the house making payments to us, we were not going to make the payment until the 3 months had elapsed!

OK, so how on earth would a brand new investor be able to be so confident in their negotiations? It’s a surprisingly simple matter. All you need to do is realize that there are literally THOUSANDS of sellers that NEED to sell their house. These are people who will readily sign over their house to you on any creative deal that you offer!

You must also realize that the deal you are offering is a good one. You are offering to solve the seller’s problem.

You are there to help them. Why would you come across any other way but confident???

Matt Bowman, www.reitoolbox.com, is a full time investor who started investing in 1997. After several attempts to get started in creative real estate investing, he found his niche in sandwich lease options.

Executive Agent Magazine

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EXECUTIVE AG E N T M AG AZ I N E

®

Rufina Guinto Mortgage Advisor Written by H. K. Wilson

F

or Rufina Guinto, Mortgage Advisor at Finance of America Mortgage in Montebello, life has come full circle. After earning her bachelor’s degree in civil engineering in her home country, the Philippines, Rufina enjoyed a successful first career in the homebuilding sector. Believing that possibilities are endless and armed with a positive attitude, she came to the United States in 2005 to see what new opportunities awaited her.

Once here, she replied to an ad for a mortgage loan officer position who hired her and offered training.

Rufina says she didn’t realize how challenging the path ahead would be. In addition to learning her new job duties, she also had to adjust to a new culture. “I’m a dreamer, but I’m also a believer and a doer,” Rufina says, “In everything I do, I always give my best and if things don’t work out, I’d move on. I am not afraid of failures. Failures bring learning opportunities. It builds resilience. Luckily, I got my first client on my third week at the job and the rest is history. It was not that easy but hard work and dedication paid off. I am grateful that since 2005, I’ve had clients who eventually became friends then became extended families as well.”

During the last 16 years, Rufina has helped hundreds of families achieve the American Dream, and she says she loves her work today as much as she did in the beginning.

During the market downturn of the late 2000s, when many professionals left the industry, Rufina reinvented herself once again and helped consumers save their homes with loan modifications. “It has always been my mission to be of help the best way that I can. It’s all about giving back. Nothing can be more fulfilling than sharing your knowledge and expertise with others. People make a big investment on their homes and I feel so blessed to be in a position to help them build wealth through homeownership. By doing that, I’m able to build relationships as well that can last a lifetime.”

Rufina says she strives for full transparency and excel-

lent customer service at all times. “You have to listen to understand and not just listen to answer. That’s important in the business I’m in and follow up is key. By listening to whatever their financial goals are and by asking the right questions, I am able to evaluate the right loan program that is most beneficial to them. Doing so eliminates unpleasant surprises during the transaction process. I am equally attentive to my Realtor® partners and they are assured they have a competent lending partner in me. I believe that teamwork makes the dream work. In a purchase transaction, updating the buyers, selling and listing agent throughout the process is important in ensuring a successful and seamless closing. Furthermore, my service does not end after the transaction closed. I keep in touch every now and then to see if there’s anything I can help my clients with, whether it be refinancing or getting preapproved for an investment property. People can feel if you’re sincere and when you are, you gain their trust. And trust is an important element in this business.”

A Dreamer, A Believer And A Doer Executive Agent Magazine

Finance of America Mortgage offers a wide array of lending programs that make the dream of home ownership possible for more people. “What I like most about the company is the support they give when it comes to growing your business. I feel secure going out doing business because I have a stable company that provides the tools and the technology to be competitive in the industry and a team of mortgage professionals behind me.” Rufina especially enjoys working with first-time homebuyers who are gainfully employed but find it difficult to save adequate funds for a down payment. “I’m glad we have all these down payment assistance programs. My role is to inform people about these types of loans that are available so they know all of their options. If someone wants to buy a home and is ready, but does not know how or where to start, that’s where I come in.

Rufina has received numerous five-star client reviews via the reputable management platform Social Survey. A recent homeowner said: “Rufina was amazing! She kept us appraised throughout the whole process, listened to what our goals and needs were, offered us options and delivered us a fantastic interest rate. This was our first time going through the refinance process and Ms. Guinto made it painless. She was available to answer all our questions even on weekends! I would like to thank her for being such a great professional. I would highly recommend her and Finance of America Mortgage to friends and family!”

Another stated: “As first time homebuyers, my husband and I didn’t really know what to expect when our agent recommended Rufina. We are ultimately so glad we took his advice because Rufina simplified the process and made everything so easy for us to understand. She was so patient even when we asked the same questions over and over again. From day one, she was accessible and always willing to take our calls. Couldn’t have asked for a better experience!”

Rufina says she is blessed and grateful for her understanding and very supportive partner, Cherrie. Together, they love travelling and spending time with their families and friends. Their last destination was Hawaii. Lately, due to the pandemic, they’ve been enjoying more indoor activities and some low-risk outdoor activities.

Rufina describes herself as a results-oriented and highly motivated professional whose passion is helping people achieve their dream of home ownership. “I believe that in this ever changing world of advance technology, one should not lose that personal touch in dealing with people.

I came from humble beginnings and I am proud of it. That taught me how to value people, time and money at an early age. That explains why I am focused on putting my clients’ best interest at all times. The process is complex and can be overwhelming at some point so I make sure I am always there to walk them through and they appreciate that. Each transaction is not just a number. Behind every transaction are people and I take that seriously. I feel a certain kind of fulfillment each time I see my client’s happy faces as I tell them they’re now officially homeowners. And to me, that’s PRICELESS! Rufina Guinto Finance of America Mortgage 420 North Montebello Blvd., Suite 100 Montebello, CA 90640 Tel: 626-993-4126 Email: rguinto@financeofamerica.com www.foamortgage.com/loan-officer/rufina-guinto-294533 NMLS # 294533

Executive Agent Magazine

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Seven Steps To Achieving

YO U R D R E A M

C

an achievement be broken down into steps? Well, it is not always that clean and easy, but I do know that those who achieve great things usually go through much of the same process, with many of the items listed below as part of that process. So if you have been struggling with achievement, look through the following and internalize the thoughts presented. Then begin to apply them. You will be on the road to achieving your dream!

1) Dream it Everything begins in the heart and mind. Every great achievement began in the mind of one person. They dared to dream, to believe that it was possible. Take some time to allow yourself to ask “What if?” Think big. Do not let negative thinking discourage you. You want to be a “dreamer.” Dream of the possibilities for yourself, your family, and for others. If you had a dream that you let grow cold, re-ignite the dream! Fan the flames. Life is too short to let it go. (Also, check out my article “Dare to Dream Again,” Which has been read by close to a million people in the last 4 months alone. You can see it at the website.)

2) Believe it Yes, your dream needs to be big. It needs to be something that is seemingly beyond your capabilities. But it also must be believable. You must be able to say that if certain things take place, if others help, if you work hard enough, though it is a big dream, it can still be done. Good example: A person with no college education can dream that he will build a 50 million-dollar a year company. That is big, but believable. Bad example: That a 90 year-old woman with arthritis will someday run a marathon in under 3 hours. It is big alright, but also impossible. She should instead focus on building a 50 million-dollar a year business! And she better get a move on!

3) See it The great achievers have a habit. They “see” things.

They picture themselves walking around their CEO office in their new 25 million-dollar corporate headquarters, even while they are sitting on a folding chair in their garage “headquarters.” Great free-throw shooters in the NBA picture the ball going through the basket. PGA golfers picture the ball going straight down the fairway. Worldclass speakers picture themselves speaking with energy and emotion. All of this grooms the mind to control the body to carry out the dream.

4) Tell it

12 Executive Agent Magazine

One reason many dreams never go anywhere is because the dreamer keeps it all to himself. It is a quiet dream that only lives inside of his mind. The one who wants to achieve their dream must tell that dream to many people.

One reason: As we continually say it, we begin to believe it more and more. If we are talking about it then it must be possible. Another reason: It holds us accountable. When we have told others, it spurs us on to actually do it so we do not look foolish.

5) Plan it Every dream must take the form of a plan. The old saying that you “get what you plan for” is so true. Your dream will not just happen. You need to sit down, on a regular basis, and plan out your strategy for achieving the dream.

Think through all of the details. Break the whole plan down into small, workable parts. Then set a time frame for accomplishing each task on your “dream plan.”

6) Work it Boy, wouldn’t life be grand if we could quit before this one! Unfortunately the successful are usually the hardest workers. While the rest of the world is sitting on their couch watching re-runs of Gilligan’s Island, achievers are working on their goal - achieving their dream. I have an equation that I work with: Your short-term tasks, multiplied by time, equal your long-term accomplishments.

If you work on it each day, eventually you will achieve your dream. War and Peace was written, in longhand, page by page.

7) Enjoy it When you have reached your goal and you are living your dream, be sure to enjoy it. In fact, enjoy the trip too.

Give yourself some rewards along the way. Give yourself a huge reward when you get there. Help others enjoy it. Be gracious and generous. Use your dream to better others.

Then go back to number 1. And dream a little bigger this time!

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener.

All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.

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

FrogPond.com.

Executive Agent Magazine 13

EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

Barbara Vaccaro A

native of SoCal, Realtor® Barbara Vaccaro has long had a love of real estate. She grew up with parents who continually bought, remodeled and flipped houses, and the passion for homes took root.

While working as the HR director of 400 employees for another family-owned enterprise, Barbara went on to own

a painting company with her husband. “We worked with companies like KB Homes and Toll Brothers in Arizona for 10 years,” Barbara says. “With all my experience, I understand building from the ground up.”

It was only natural that Barbara would eventually dedicate her career to real estate. Now an award-winning agent at My Home Group Real Estate Inc., she enjoys being part of one of the fastest growing residential real estate brokerages in the country. Built on the values of collaboration, community and culture, My Home Group shattered records in 2020 with more than 20,000 transactions and $7 billion in sales. As a top-producing member of the Valley Dream Team, Barbara has shattered a few records of her own and made her clients’ dreams of home ownership come true despite the challenging market.

Barbara’s tenacity distinguishes her approach to real estate. She is a persistent negotiator who rarely takes no for an answer, rather, she strives for solutions that serve all parties. “To me, it’s all about helping people accomplish their dreams. My job is to help them get to the finish line. I get a big kick out of doing that — especially in this market.”

My Home Group is a company known for putting people first. Under the leadership of Vice President of Sales and Designated Broker Janisse Dale, and Joe Girmonde, Owner of the Valley Dream Team, Barbara says she has access to training, support and resources that ensure her clients receive responsive, personalized service. “Janisse is so knowledgeable. I love the way she treats people. Our team is like a family, and our clients feel like family too.

Joe Girmonde has made it possible for me to fulfill more and more dreams for our clients, while also changing my life with amazing opportunities beyond belief.”

Barbara works side-by-side with buyers and sellers, with the intent of getting them to their goal with the least amount of stress possible. “Buying or selling a house is a super emotional process. I try to take as much of the stress from the client as I can. Being in HR for so many years prepared me for that. I spend time guiding sellers and buyers to keep the stress down and make sure they have a good experience. To me, finding somebody a house is like a treasure hunt. I love the hard cases. It’s so gratifying to see their faces so happy when we succeed.”

Executive Agent Magazine

Helping People Accomplish Their Real Estate Dreams Barbara is surrounded by a community of happy clients who are eager to share their experiences.

A recent buyer said: “This was our first experience buying a home, and Barb made the stressful process oddly enjoyable. My partner and I looked forward to viewings with her and appreciated her patience with us as we navigated this new process (with an almost two-year-old), and she explained things to us in ways we could easily understand. She also was patient with all of our questions and took time to answer each one in depth. Not to mention, she was very, very responsive via email and text. We were often skeptical about any Realtor® really having our best interests at heart, but Barb was the most amazing advocate on our behalf, and is largely the reason why we were able to buy a home in this crazy market. To put it shortly, Barb is really the best Realtor® you could ever have.”

Another stated: “Working with Barb was such a pleasant experience. As a first time home buyer, she worked with me through the process of looking for a home and worked around my hectic work schedule. It was tough in the beginning, especially with how competitive it is these days — Sundays upon Sundays looking at homes and putting in offers, but ultimately being rejected. I was at the brink of giving up, but Barb didn’t; she encouraged me and didn’t let me give up on my dream of owning my own home. We finally were able to secure a home, and she was there every step of the way.

I’m so grateful for her attentiveness and help. I wouldn’t be in my home without her. Thank you again, Barb, you are the best!!!”

Barbara’s genuine care for others comes through in every aspect of her life. She is the mother of six: three biological children - two sons and a daughter, as well as three boys (all brothers), whom she adopted with her late husband, Joe. With the heart of a healer, she is also a student of Ayurvedic medicine. Real estate remains a family business as she works alongside the next generation.

and compassion to make their journey a pleasant experience.”

Barbara Vaccaro My Home Group Real Estate Inc. Tel: 714.332.5348 Email: caliving.realty@gmail.com Web: https://myhomegroup.com - https://vdthomes.com Facebook: https://www.facebook.com/barbinoc DRE # 02091480

“A house is a big dream,” Barbara says. “I want people to know I’ll be there for them with knowledge Executive Agent Magazine

Successful Realtor Profile

I

’ve been involved in a number of studies that tried to figure out why top agents are top agents.

Do they have a common educational background? No. Good ones have high school diplomas, masters and doctorates. No correlation.

Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful.

Common interests? No. Other than eating, (which we Realtor-types seem to do exceptional well) the interests are widely diverse.

After 13 years in real estate sales and management, I’ve only found a few constants.

1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget. They understand that you have to spend money to make money. They know how many sales they need to make the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan.

16 Executive Agent Magazine

2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”)

3. They have fun and enjoy selling real estate but know that it won’t be forever.

4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success. . . . And people like to do business with successful people so they do more business!

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall.

All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Executive Agent Magazine 17

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Putting Balance In Your Life

C

an you really “have it all?” Is it possible to have a full time job and children plus still have some fun and time to pursue your own interests? And I’m not just talking about women, either. Men have just as much problem trying to keep balance in their life.

Unfortunately, you really can’t have it all. You must make some choices. But too many people are out of balance because they make all their choices in one or two areas. They put all most all of their emphasis on their families, or become workaholics because they are so dedicated to their job. Their life is out of balance.

One of the most important and under-girding elements of high-energy living seems to be balance. Learning to live in balance, allowing time for both work and a rewarding personal life will bring synergy, joy, enthusiasm and creativity to your life.

How do you think you are doing? Take this quiz to find out. This is from a great book called Time Management for Unmanageable People by Ann McGee Cooper. It has lots of good ideas on managing time, plus putting balance in your life.

The following list of questions will help you asses the level of balance you have created in your life. If you can say “yes” to them, you are developing attitudes and habits that will create the balance you need in your life.

Do I typically look forward to my day at work? Am I eager to get up and get in to the job, and do I feel fulfilled at the end of most workdays?

Do I have an equal enthusiasm for days away from my job? Have I created an equally exciting and interesting life away from my job?

Do I have an equal passion for a variety of interests other than work, such as golf, painting, backpacking or gardening?

Do I have five or six close friends I spend time with at least six times a year who are not connected to my work?

20 Executive Agent Magazine

Do I put a priority on quality time with my spouse and children, planning shared activities that we can all enjoy anticipating, doing and then remembering?

Am I good at creating several brief moments of fun throughout my day? Do I wear my professionalism lightly and encourage others to have fun along with me?

So how did you score? Well, I don’t know about you, but I didn’t do so well. I proved that I needed much more balance in my life.

One of the areas I needed to improve was the one where you should put more fun in your day. I’m often guilty of starting on a project and keeping at it until I am finished. No stopping or fun allowed. No matter how long it takes.

There is a thing where you can be too disciplined, you know. I was guilty of that. Now I promise myself a “joy” break every hour. I decide how long it can be depending on how much work I have to do.

It can be something as simple as getting a soft drink or a cup of coffee. Or it could be a twenty minute break to read a book or my favorite magazine. Or ten minutes to play on the Internet.

Sometimes I take a long break and go somewhere like a museum or shopping for something frivolous. Think about things you could do to lift your spirits. Go on - it will put more balance in your life.

Peggy Morrow, CSP, is President of Peggy Morrow & Associates, a full service speaking and training firm based in Houston, Texas. For over 18 years Peggy has moved her audiences to fun and action and receives over 75 percent of her business from referrals and repeat business. She is the author of “Customer Service: The Key To Your Competitive Edge” and “Celebrate Customer Service” as well as writing a weekly newspaper column. Copyright© 2000, Peggy Morrow. All rights reserved. For information about Peggy’s programs, please call the Frog Pond Group at 800FROG(3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

Executive Agent Magazine 21

The Right Mental Attitude

A

n old Ann Landers column contains some excellent advice from one of her readers. This lady said that at one time she assumed that a wealthy woman whom she only knew slightly was an arrogant snob because she rarely spoke and never smiled. She also had the feeling that the woman in the supermarket with the whining children was a lousy mother. “Then,” she said, “one day I stood in line at the grocery store. I noticed that the clerk never smiled at the customers and ignored light conversation.” She said, “I was tempted to tell her what I thought of her sour attitude when the elderly woman in front of me took a different approach. She said, ‘Honey, you look like you’re having a bad day.’

The clerk looked up with the saddest eyes I’ve ever seen and said, ‘My husband lost his job yesterday and I just found out I am pregnant.’ The lady patted her hand and said, ‘Dear, things will work out.’ When it was my turn,” she said, “the clerk had tears in her eyes, but she smiled, and I felt ashamed of myself for being so intolerant.” Then the lesson she teaches is significant. She said, “That instant made me realize that people usually aren’t rude because they’re mean and want to make my life miserable. They are unpleasant because they have problems on their mind and a heavy heart. My entire outlook changed that day and I am now much more compassionate.”

She said, “I now assume the frowning woman might be worried about the results of a biopsy. The rude young driver could be on his way to the emergency room to meet an injured relative, and the distracted mother with the screaming child in the supermarket may need my smile and a kind word. Perhaps the only one she will get all day.” This reader said, “This change in my attitude has made those around me happier, but the greatest benefit is mine. I am less angry and more serene, and I like myself better than I used to.”

I can certainly relate to what this dear lady was saying. A few years ago when I was doing an early-

22 Executive Agent Magazine

morning seminar, I greeted the young woman who was guarding the backstage door with a cheerful “Good morning, how are you doing?” She said, “I’m not doing well. I hate to be here.” I confidently, cheerfully and arrogantly said to her, “Well, think about it this way. There are some people who don’t have any kind of job doing any thing, so maybe you’ll feel better with that thought.” The young woman looked at me and said, “Look, I’m not ready for any of your ‘positive thinking.’ I’m having an extremely tough time.” As I walked away I thought to myself, “Boy! What a lousy attitude!” However, as I pondered it during the next few minutes I realized that what she needed was some empathy, somebody to say, “Is there anything I can do?” or, “I’m sorry things are not going your way.” I went back at my earliest possible moment to apologize to the young woman.

Unfortunately, she was gone. That’s one of the reasons today I talk a great deal more about the right attitude in addition to having a positive attitude. In that particular incident, my relationship with that young woman, and the possibility of giving her any real encouragement later, was destroyed because I was so intent on saying what I had to say and not really empathetic to her problem. Relationships are built on putting yourself in the other person’s position and trying to, as the old Indian adage says, “You won’t know another person until you’ve walked in his moccasins at least one day.” Try to imagine how he or she must feel and you can deal with them more effectively and get along with them far better – and feel better about yourself in the process.

Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com.

Executive Agent Magazine 23

Know of a Realtor doing amazing things?

NOMINATE them to be our next ®

Executive Agent of the Month

EXECUTIVE

®

AGENT MAGAZINE

Roma Concepcion Executive Agent of the Month

Roma Concepcion A Friend and Realtor® for Life Written by H. K. Wilson - Photography by Ian Wiant

W

hen Roma Concepcion entered the real estate field more than a decade ago, many of her colleagues were leaving the profession as a result of the Great Recession. Bolstered by a strong work ethic and sense of purpose, Roma pushed through those challenging early years to become a successful agent at CENTURY 21 Astro in Cerritos.

“I did open houses every weekend, door-knocked my farm area and really put myself out there,” she recalls. “It was very hard at the time, but I did not quit. My first client

is still a friend to this day and is godfather to my firstborn son. We became extended family.”

That story typifies Roma’s real estate practice, as it brings to light her genuine care for people and her commitment to nurturing lasting relationships. “Once I started doing real estate, I loved it, and I have been doing it full time ever since. My clients, to me, are not just clients. I treat them as my friends for life. Even if the transaction is finished, they can always call on me anytime. I’m not a one-time deal person. This is my passion.”

In a profession where many move from company to company, Roma has remained at CENTURY 21, where she enjoys unparalleled professional support and access to the industry’s best resources. “Our brokers, Lou Rosenkranz and Carol Rayburn, are like my second parents. They are there for me all the time, and every question I have in mind, I can always count on them.”

Roma also maintains a close connection with her friend, Realtor® Exie Roldan, who first encouraged her to become an agent and helped to mentor her in the business.

According to Roma, success in real estate comes with the backing of solid, extended team. She is further supported by Rufina Guinto, Mortgage Advisor at Finance of America Mortgage, with whom she has worked for many years. After being introduced by a client, the two became fast friends and have been doing business together ever since. “She is on top of everything, and I can always count on her with every question I have. The way I work, I want to be on top of my game, so I need for my lender to be on top their game as well. Rufina always has answers for my clients so they know exactly what is going on.”

With the best interests of her clients in mind, Roma says she relies upon perseverance and prayer to help her understand their needs and circumstances. In the pandemic market where home inventory has been limited, she has taken special care with buyers. “My goal is to help take the stress out of all the decisions they have to make. I’m honest about what I see. If I think this is not the best move for them, I don’t push them to buy just so I can get paid. They have to be comfortable with the payment and location. I want them to be in a situation that will benefit them when they buy a house rather than exhaust their income just to buy. If a client comes to me, I will help them regardless if I get paid less or more.”

No matter what is happening in the market, Roma always

sees it with optimism. “The market is always good, it’s just a matter of you finding that right house,” she says.

With her compassionate approach to real estate and her easy-going personality, Roma’s clients describe her as “thorough and patient,” “very helpful and very approachable,” and “always available when you need her.”

A recent buyer said: “Roma is certainly personable and attentive. She contacted us immediately after we stumbled on her open house and showed a genuine interest in working with us. It took us many, many showings before we found ‘the one.’ Roma never lost her patience or her professionalism. It was our absolute pleasure working with her. We would recommend her without hesitation.”

Roma’s family and faith are the center of her life and the power behind her career success. She and her husband Jay have two children, and daily prayer and frequent church attendance unite their household.

She expresses her gratitude for the many people who have believed in her and helped her along the way. “I want to say thank you to all the people behind my success, especially to my husband Jay, to my company and all my team — and thank you to all my clients, past and future. I couldn’t do everything on my own.”

Roma says her success in real estate is proof that with perseverance and hard work, dreams can come true. She strives to keep perfecting her craft so she can help her clients achieve their dreams. “I started with nothing,” she says. “I didn’t have a house before. Every time I take clients to look at homes, I remember the feeling of being in their situation. I think, now you’re almost there to your dream — don’t give up, you’ll find it. There is a house for you out there. You just have to keep moving forward.”

Roma Concepcion Century 21 Astro 11365 183rd Street, Cerritos, CA 90703 Tel: 310.800.7408 - Email: Romapc02@gmail.com Web: www.romaconcepcion.com DRE #01718318

32 Executive Agent Magazine

Stunning Mediterranean Estate 23512 Seaward Isle, Dana Point, CA Boasting brand new construction and stunning curb appeal, this modern Mediterranean estate showcases countless luxuries. Moments away from the beach and award-winning schools, the beautiful guard-gated community of Niguel Shores surrounds the home and fortifies its safety and tranquility. This is one breathtaking property you do not want Price: $9,995,000 to miss. 5 beds | 7.5 baths | 6,097 sq ft.

John Stanaland DRE # 01223768 Tel: 949.689.9047 The John Stanaland Group john@johnstanaland.com johnstanaland.com Executive Agent Magazine 33

The seductive natural beauty, laid-back vibe and world-class amenities have converged to turn Punta Mita into Mexico’s most coveted hideaway.

©2020 Engel & Völkers. All rights reserved. Each brokerage independently owned and operated. Engel & Völkers and its independent License Partners are Equal Opportunity Employers and fully support the principles of the Fair Housing Act.

WELCOME TO PAR ADISE. A S K M E H O W Y O U C A N T R Y B E F O R E Y O U B U Y.

Ask me about an Oceanfront condo in Punta Mita Mexico. …A GATED 1,500-acre peninsula home to the Four Seasons, the St. Regis as well as 16 sub communities (all gated) There are 2 Jack Nicklaus golf courses, tennis, pickle ball, a gym and of course water sports. Surfing, stand up paddling and snorkeling. Enjoy fresh seafood and locally grown fruits and vegetables. This unit comes with a cook and housekeeper to make your stay truly memorable. Just a short drive from the airport in Puerto Vallarta…!

Coleen Brennan Private Office Advisor +1 949-275-2775 coleen.brennan@evrealestate.com DRE # 01003247 S U R F · G O L F · T E N N I S · S W I M · F I S H · H I K E · R U N · B I K E · S PA · D I N E · R E L A X

Carmina Johansson The O’Dell Group

DRE #01851643

Seven Gables Real Estate DRE #00745605

Tel: 949.933.5414 Carmina@theodellgroup.com www.theodellgroup.com 36 Executive Agent Magazine

Cowan Heights Beauty 10220 Overhill Drive, North Tustin, CA Immaculate custom home is situated on nearly half an acre in the hills of Cowan Heights. Sprawling wood floors, soaring ceilings & a wonderful floor plan with over 3,500 sq. ft. of living space. Living room is ideal for entertaining & flows comfortably into an amazing eat-in kitchen adorned in the highest quality finishes including custom cabinets, expansive granite counters & a massive eating island, stainless steel appliances, a wine refrigerator, an informal dining area & a window seat. The fire-lit great room is another comfortable space for relaxing & entertaining with custom built-ins, a wet bar & a flex space; perfect for a gym, office or kid’s study.

The master retreat with a fireplace & private balcony, 2 en-suites & a 4th bedroom/office are located upstairs.

Every main living space opens to the outdoors through French doors, creating a haven for California indoor & outdoor living. The peaceful backyard boasts a sparkling pool & spa with water spills, an artificial turf lawn & several entertaining patios including a raised covered patio with Trex & a built-in bbq to enjoy the beautiful hillside views.

Listed at $1,899,000 Executive Agent Magazine 37

38 Executive Agent Magazine

C asa Linda Retreat 26720 Via Linda Street, Malibu, CA “A private retreat on the Malibu hillside, Casa Linda showcases exceptional Southwest-inspired architecture and ocean views from Santa Monica to Point Dume. Crafted over 10 years, Casa Linda mirrors the hillside with curved walls and seamless indoor-outdoor living. Features include a formal living room, chef’s kitchen, 5 ensuite bedrooms, wine cellar, pool, BBQ kitchen, elevator, Sonos sound and Tesla home battery system. Located minutes from acclaimed beaches, schools, shopping and dining.”

Price: $10,450,000

Sandro Dazzan

DRE # 01418033

t: 424 249 7040 | m: 310 435 7556 THE AGENCY Sandro@TheAgencyRE.com www.SandroDazzan.com Executive Agent Magazine 39

40 Executive Agent Magazine

Malibu Masterpiece 3464 Sweetwater Mesa Rd. Malibu, CA Perched atop a cliff, this bright 7900 sq. ft. 6 bedroom 7 bathroom Malibu masterpiece features expansive ocean views from the entire home and outdoor areas. Situated within a guard gated community, there exists a balance of secluded tranquility while still moments away from world-class dining, shopping and beaches.

Estate offered for $16,950,000

Rommy Shy

BRE # 01874848

BROKER

Royalty Realty Tel: 818.274.2655 rshy.realty@gmail.com Executive Agent Magazine 41

42 Executive Agent Magazine

Presenting a stunning Architectural achievement newly constructed by luxury builders AJ Engineering whose iconic projects have been featured in numerous publications, including Architectural Digest. Sited in a premier location in the Golden Triangle near Abbot Kinney and minutes to the sand. A beautiful meld of design and finishes provide a home equally perfect for family living or entertainment in high style. Boasting an open floor plan and soaring ceilings throughout the interior is awash with natural light and affords tremendous volume enhanced by floor to ceiling walls of sliding Fleetwood glass doors. Outdoor and indoor finishes throughout are absolute first class, including white European oak floors, top of the line appliances in the gourmet eat-in kitchen, complete smart home technology and automatic window shades. A charming and spacious patio features a hot tub and is ideal for relaxed outdoor dining. Featuring an expansive upstairs lounge and 4 bedrooms and 5 baths including a luxurious and sensational master suite. At the end of the day relax and enjoy sensational views from the fabulous rooftop deck. A gem in the exciting and famed Silicon Beach tech hub and walking distance to shopping and some of the most acclaimed dining in Los Angeles.

Offered at $3,995,000

Bob Hurwitz DRE # 00526195

Tel: 310.477.8865 Bob@thehjc.com Executive Agent Magazine 43

Lower West Muirlands View Estate 987 Muirlands Vista Way, La Jolla, California Large view home on the most premier street in the lower Muirlands. Panoramic views of ocean, Village, golf course and coast all the way to Dana Point. Dual Masters, allow one downstairs and one upstairs. Recently remodeled kitchen and bathrooms. Upstairs butlers kitchen. Massive 25 X 25 Foot view deck off the Master bedroom. Private, exclusive and unobstructed views of La Jolla. Rare to find 6 bedrooms in this price range. Expansive west facing patio to entertain and soak in the view and sunsets -Appraisal Measurement is the source of house square footage.

Offered at $3,998,000

Jim McInerney DRE # 01334502

COMPASS Tel: 858.245.5542 Team@JimMcInerney.com JimMcInerney.com 44 Executive Agent Magazine

Executive Agent Magazine 45

La Jolla Charmer 6117 La Jolla Blvd., San Diego, California Move in ready 3 bedroom 2.5 bath home in prime La Jolla location on large, usable lot! Seller is willing to look at all offers, price negotiable. Blocks to the beach and all that La Jolla village has to offer plus backs up to a park! Light, bright and open floor plan with wood floors, neutral color palette, designer cabinetry, huge family room, granite counters, fireplace, spacious living room, laundry room, ceiling fans and two storage sheds with electricity. $2,250,000

Melissa Goldstein Tucci Broker/Realtor Broker #01380034 COLDWELL BANKER Direct: (619) 787-6852 Email: Sold@MelissaTucci.com www.MelissaTucci.com OFFICIAL REAL ESTATE AGENT OF THE SAN DIEGO PADRES 46

Executive Estates Magazine

Executive Estates Magazine 47

Q u a l i t y De a l s

48 Executive Agent Magazine

’ve been meaning to write this article for quite some time on real estate investing advice, and those who have heard me speak in the last couple of years have already gotten an earful of this. This topic isn’t about a neat investing technique or new idea, but about a mindset.

It’s my mindset and one that I believe will make many other people successful.

I

What are quality deals? They’re real estate deals that contribute to the advancement your goals. They get you moving in the direction that you want to go. Many investors start buying homes with no idea of what they really want to accomplish with investing. As a result, they buy anything that looks like a deal and, all too often, get pulled in directions they never intended to go.

Back in 1998 when I took my first step into real estate investing, I was given strong real estate investing advice by others around me who believed you had to be a dominant force in your market to make real money. They stressed doing as many deals as possible and beating out the competition. The world around me was saying that the person who does the most wins. More real estate deals lead to more profits which ultimately leads to greater success – all going hand-in-hand.

Your goals should drive your decision making. For example, a person who needs money today and buys a property to keep it as a rental is contradicting or not fulfilling the original goal. Rental properties will not reap quick, fast cash today. Let’s say your goal is to free up your time so that you can do other things important to you. If you only want to work 20 hours a week and are taking on deals that require 40 hours a week, you’re not doing quality deals. You’re focused on quantity.

As a newbie, I took the advice to heart and did over 100 deals in my first two years. I was proud of my real estate investing accomplishments and knew many around me were impressed with my successes. However, when I stopped to look at the big picture, I was doing a lot of deals and making more money than ever before, but I had little control elsewhere. My time wasn’t my own and the deals truly controlled me. In short, I wasn’t living a life that felt fulfilling.

We need to make sacrifices to achieve the success that we desire, but need to be careful not to sacrifice the important things in life. If you are pursuing investing to achieve a better quality of life, focus on quality deals and not quantity.

I’ve talked with many investors across the country and always ask what draws them to real estate investing. The answers vary, but typically can be summed up in one sentence, “I want a better quality of life.” Over my years of investing, I have come to realize that QUANTITY does not lead to QUALITY. My advice, if you want real estate investing to provide you with a good quality of life, you need to pursue good quality deals, not a good quantity of deals.

Since 1998 Steve Cook has flipped many hundreds of houses as an active Baltimore-area real estate investor.

Steve’s unique specialty is the “flipping homes 1-2 punch”, a proven system of real estate investing that powerfully combines wholesaling and rehabbing houses. Also the founder of www.FlippingHomes.com, Steve is dedicated to helping others in this thriving online community succeed through understanding and aggressively applying his time-tested, step-by-step approach to flipping real estate.

Get FREE weekly tips from Steve Cook and other house flipping experts at www.flippinghomes.com.

Executive Agent Magazine 49

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