EXECUTIVE AGENT MAGAZINE LOS ANGELES-SAN GABRIEL VALLEY, SEPTEMBER 2021

AGENT MAGAZINE

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 - S e p t e m b e r, 2 0 2 1

Gil Rodriguez

®

EXECUTIVE

Gabriel GabrielGarza Garza

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

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

Maria MariaRosa Rosa

Melody MelodyGomez Gomez

NMLSNMLS485364 485364

NMLSNMLS485314 485314

NMLSNMLS259837 259837

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

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

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

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

Rufina RufinaGuinto Guinto Mortgage Mortgage Advisor Advisor NMLSNMLS294533 294533

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

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

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

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

Diane DianeAvina Avina

Patty PattyFonseca Fonseca

NMLSNMLS382664 382664

NMLSNMLS255279 255279

Mortgage Advisor Mortgage Advisor

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

Mortgage Advisor Mortgage Advisor

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

Dan DanVillarreal Villarreal

Marie MarieBawe Bawe

NMLSNMLS340045 340045

NMLSNMLS1514419 1514419

Mortgage Mortgage Advisor Advisor

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

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

Marlene MarleneDamian Damian

Modesta ModestaGarcia Garcia

Ashley AshleyGarza Garza

NMLSNMLS484173 484173

NMLSNMLS1518436 1518436

NMLSNMLS1799019 1799019

Mortgage Mortgage Advisor Advisor

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

Mortgage Mortgage Advisor Advisor

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

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

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

Mortgage Advisor Mortgage Advisor

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

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

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

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

Mortgage Banker NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

This document is is provided byby Finance of of America Mortgage.

Any materials were notnot provided byby HUD or or FHA. It It has not been approved byby This document provided Finance America Mortgage.

Any materials were provided HUD FHA. has not been approved FHA or or any Government Agency.

FHA any Government Agency.

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Cover Story SharpStone Realty Executive Agent of the Month When you’re buying or selling your family’s greatest asset, you want to know that you’re working with the best. Sharpstone Realty was voted the “Best of the Best” real estate company by the Whittier Area Chamber of Commerce in 2016.

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08 Maria Rosa Finance of America Mortgage 4

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14 Tabatha Chase e-homes

Content

September, 2021

EXECUTIVE

Keys To Effective Feedback -Dr. Tony Alessandraa

AG E N T M AG AZ I N E

22

®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias Do The Work, And Passion Will Find You -Josh Hindsro -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

06

EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

When It’s Time For A Home Office -Nancy Michaelsike a Pro -Steve Cook

20 Becoming a Peak Performer -Peggy Morrowe a Pro -Steve Cook

48 Success IS Everything -Jim Rohn Like a Pro -Steve Cook

12 SUCCESS - What it is and isn’t -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

Do the work, and passion will find you

6

Executive Agent Magazine

D

on’t let the need for passion keep you from getting started.

“I need to find my passion.”

“I’m just not passionate about…” enter any number of things here.

“I don’t want to waste time working on something I’m not passionate about.”

I see it everyday, people living timid lives waiting for their passion to drop out of the sky. Here’s a secret to being an achiever — take action on things, because it’s through activity that passion develops.

Don’t believe me?

Think about the musician with an incredible passion for music. Chances are when they first attempted to play their instrument they weren’t that great at it. As they kept at it, over time they improved, and as you might expect began to enjoy what they were working on more and more.

You can see similar situations play out again, and again, and again.

Allow action to be the catalyst for finding your passion Don’t wait to get started. Try things, even if you’re not very good at them to begin with. Find joy in the trying of new things. Make intentionality of action your ally as you move through your day. Realize that as long as you know the right way to do a thing, and do it on a regular basis you will improve to some degree in it. That thought should get you excited. Because when you act on it you

begin to realize you can use intentionality to do some great things in life.

Let your action propel you towards activities you’re passionate about I see a lot of people so focused on finding their passion that they end up stuck, and never getting started.

It’s pretty sad.

Instead of waiting for your passion to appear first — try things, and stick with them to see if you enjoy them.

The reality is that most people who do work they are passionate about didn’t start that way. When you’re not good at something it’s hard to get joy from it. Yet, as you do a thing, get better and more familair with it, then it becomes easier to do. You get a passion for doing, and or pursuing the thing.

For example, I enjoy writing and sharing my thoughts in that area of the work I do. If I’m honest, when I first started I wasn’t particularly passionate about writing. In fact I was terrible at it. To this day my writing style is pretty much how I talk. It works for me, and others seem to enjoy what I share, but the point is, I did it before I was passionate about it, and it turns out I ended up loving it.

Friend, here’s the bottom line, ovetime I’ve improved as writer. I have had a book published, and writing is now a pretty big part of my life. If I’d waited to get started until I was “passionate about writing” — I’m not sure I ever would have found out I was.

It’s Your Life, LIVE BIG -Josh Hinds

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EXECUTIVE AG E N T M AG AZ I N E

®

Maria Rosa Sales Manager / Mortgage Advisor Written by H. K. Wilson

A

s a Sales Manager and Mortgage Advisor at Finance of America Mortgage, Maria Rosa is passionate about helping families move their dream of home ownership forward. Born in Nicaragua, Maria’s parents immigrated to the U.S. when she was a baby. She watched them struggle to learn English and integrate into American culture. Her father eventually became a Realtor®, which further enhanced Maria’s appreciation for the American Dream. When Maria earned her bachelor’s degree in business finance from California State University, Long Beach, he recommended that she enter the mortgage side of the industry.

Maria began her career as an assistant to a top-producing loan officer during the boom market of the early 2000s. After a year of intensive experience, she became a licensed loan officer in her own right. “I fell in love. I liked that people were coming to me for help. It’s not like trying to sell something to them. I’m helping with their dream.”

After excelling at several notable financial institutions, Maria joined Finance of America Mortgage in 2017, where she reunited with branch manager Gabriel Garza and other team members who had worked well together at other firms. “My assistant has been with me for over 10 years, and there are a lot of familiar people here who have all worked together at previous companies. Our office has a great team vibe. We all have the same common goal to try to help people. We all have the same urgency where the client is our first priority, and we help each other succeed so the client succeeds.”

As a sales manager, Maria participates in recruiting and hiring new Mortgage Advisors, and she says she Executive Agent Magazine

is looking for individuals who have the same customer-focused mission as the rest of the team. “It’s not about just closing the deal,” she says. “This is a relationship business, and we take that very seriously.

The majority of our Mortgage Advisors do a lot of purchase business, and you only get the referral when people trust you. Our reputations are very important.

We only want people who are very honest and take the initiative to get educated. We constantly keep up with all the new program guidelines, since those fine details can make or break your deal.”

Finance of America Mortgage is known for its wide array of loan programs and make-sense approach to underwriting. Maria and her team are well-versed in down payment assistance programs currently available in the California marketplace, and they are committed to making the American Dream possible for families who thought they couldn’t become homeowners. “There are a lot of people whose credit and work history might be great, but they don’t have enough savings to purchase a home. I like to present them with -these options. A lot of companies don’t like to do these loans- because they feel they’re not profitable. But we want to do what’s best for the client. We don’t exclude those beautiful 20 percent down loans, but we take pride in knowing how to do these specialty loans and the relationships we create along the way.” Maria also gives back to the community by educating people about credit so they are better prepared for home ownership.

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Maria says she still remembers how nervous she was when she purchased her first home, and that experience inspires her compassionate approach to home lending. “I wondered if I was really able to afford it. I take myself back to that and have that empathy for -my clients. Purchasing a home is nerve-wracking time for -anybody. They come up with questions at all odd times and want answers. I think my clients appreciate that I’m always available to educate them and give them peace of mind. They can count on me to tell them what to expect and then follow through. I take it all very personally, and I can’t sleep at night if something - is not going right.”

Maria’s clients give her the highest praise for going above and beyond to help them through the loan process. One said: “Maria provided us with high quality customer service. She was very detailed and always available. Her sincerity and work ethic made us feel like we were truly valued. Her experience and

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knowledge made this entire process go as smooth as possible.”

- described her as “experienced, timely, Another accurate, mindful, and overall a good person that helps and understands her clients. Friends and family have been her customers, and you can thank me later when you work with her!”

Maria is married with two daughters, and she and her family love to explore the world and other cultures.- Most recently, they visited Shanghai - and the Great Wall of China.

“My family is very important to me,” Maria says, “and that’s why when I’m helping these families, it means everything to me. I understand how amazing it is to be able to build wealth through home owner- for your ship. It means being able to provide stability kids. Many people think it’s impossible to do this, and I encourage them to reach out to a professional that can guide them. There is no charge to help counsel them, but they have to take that step to reach out.

When they do, we’re ready to help them.”

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Maria Rosa – Sales Manager / Mortgage Advisor NMLS # 485314 Finance of America Mortgage 13200 Crossroads Pkwy. N., Ste. 325 City Of Industry, CA 91746 Tel: 323-353-5352 Email: mrosa@financeofamerica.com Web: www.FOAmortgage.com/mrosa -

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Success IS Everything

S

omeone once said to me that success isn’t everything and I think I know what they really meant. I believe they really meant that money wasn’t everything and I certainly agree with that. But I do believe that success IS everything.

First you need to succeed to survive. We must take the seasons and learn how to use them with the seed, the soil and the rain of opportunity to learn how to sustain ourselves and our family. But then second is to then succeed to flourish in every part of your life.

Good question to ask mature people “If you could do better should you?” And I think almost everybody would answer the question in the positive. If you could improve your health shouldn’t you do that? If you can learn more shouldn’t you do that? If you could earn more and share more, shouldn’t you do that?

If you can improve your relationships and spirituality shouldn’t you do that? And I think that is what success is really all about. It is not just a destination that is set for everybody to try and go for.

It is like Zig said, “improving in every area of your life to see if you can’t with satisfaction at the end of the day, week, month and year and say ‘I have made excellent progress this year, for myself, for my family, for my business, my career and my health.’”. I think that kind of success everybody recognizes is legitimate and something we should all strive for.

Interesting phrase in the bible that says strive for perfection - not that we can ever reach it. But it is in the striving, to be a little bit better today than yesterday, in our speech, our language, our health, everything we can possibility think of.

So yes, in my opinion it is good to succeed!

Jim Rohn was a leading author, speaker and business lecturer. He is the author of 7 Strategies for Wealth & Happiness: Power Ideas from America’s Foremost Business Philosopher , among other fantastic books and audio programs.

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Executive Agent Magazine 13

EXECUTIVE AG E N T M AG AZ I N E

®

Tabatha Chase Written by H. K. Wilson

R

ealtor® Tabatha Chase began her career as an interior designer. “I love to create different and unique spaces,” she says. “I don’t follow one style or trend. I like to tailor a look to my clients and their goals in terms of the design they’re trying to achieve.”

The same ethos dictates Tabatha’s approach to real estate. Rather than employing a one-size-fits-all method, she takes the time to get to know her clients, their needs and their lifestyle preferences in order to design the ideal real estate experience for them.

After graduating from San Francisco State University, Tabatha followed her mother into the design business. “My entire family is artistic. My mom is an interior designer and used to flip homes.

We’d buy houses and she’d remodel and sell them. I was always exposed to that and loved it.”

Eventually, Tabatha began doing home staging for Realtors® as part of her design practice. “It ultimately led me into real estate, and now I do one in conjunction with the other. I leverage the ability for sellers to present their homes in the best way possible and help them showcase the space, function and flow through the house. On the buyer’s side, I can help them see what is possible in a home if it is not necessarily cookie-cutter perfect or turnkey. I can help them customize a home to make it perfect for them.”

With a practice focused in Orange and Riverside counties, Tabatha works with e-homes, a young, tech-forward company that provides her with the tools and support to give her clients an edge in this competitive market. “I love surrounding myself with people who have the same mindset and high goal expectations that I do, and who are also trending in the new way of doing real estate. This business is forever changing, and we have the features to help buyers put up the best offer possible. We use the most current information and options to help them get their offer accepted.”

Executive Agent Magazine

Real Estate by Design In addition to her well-trained eye for detail, Tabatha is known for her outstanding communication skills. “I pride myself on hand-holding my clients and walking through every step of every decision with them — making sure nobody is making an impulsive choice. I prefer for them to sleep on such a big finical decision to make sure they get the best outcome. I love it when everybody feels good at the end of a transaction and it feels like both the buyers and sellers won.”

A recent seller affirmed: “Tabatha was a pleasure to work with. She was very professional and walked us through the entire purchasing process. If we had any questions, she was right there to answer them. Very patient and knowledgeable and a good listener. Always staying in communication from start to finish. Would highly recommend her for purchasing or selling your home!”

Another of Tabatha’s strengths is that she is quick on her feet. She can walk into a space and immediately see its potential and provide her clients with ideas for improving it to maximize their profits upon sale or turning it into their dream home in the most cost-efficient manner.

This skill has been especially valuable in a market with low inventory, giving buyers more purchase options.

Tabatha’s design brand, Chase Designs, can be found on the Houzz platform, along with examples of many of her past projects. You will also find her on social media as SoCaliving by Tabatha. “I am really trying to provide full service for my clients,” she says. “I have worked with a variety of tradesmen for different project needs, but I also encourage clients to use who they trust and know. But I have plenty of resources I can give them. I always offer a couple and encourage them to speak with more than one to get a good feel for the people they will be inviting into their home.”

Beyond real estate, family is Tabatha’s highest priority.

She and her husband have two boys, and she says, “We want to show both boys that we are both hard-working and dedicated to providing them with a happy, healthy life.”

In her ongoing quest to design the ultimate real estate experience for her clients, Tabatha’s goal for the coming year is to “have more fun and to help more people. I’m not just a door opener. I’m passionate about my work and super invested in my clients. Whether they want to purchase, sell or remodel, I will be there to make sure everything goes as smoothly as possible for them.”

Tabatha Chase e-homes 11760 Central Avenue, Suite 125 Chino, CA 91710 Tel: 714.316.9500 Email: tabatha@ehomesteam.com Web: https://tabatha.ehomesteam.com DRE # 01968575

Executive Agent Magazine

SUCCESS - What it is and isn’t

W

hat is success? It is many things to many people.

Here are a few signs of success:

fourth time this week, apologizing because you’re going to miss dinner with the family again.

• Success is closing the door to your office at the end of the day with a smile of satisfied contentment crossing your face. It’s knowing that you did a good job and that those who interacted with you had a positive experience.

• Success isn’t hurrying into the house and hiding behind closed doors or the television set because “After the day I’ve had, I need my space!”

• Success is looking forward to getting home and seeing the people you love. It’s being mentally and emotionally free to share yourself with them and to be interested in them. Success is being loved by the people you love.

• Success is sitting down to pay the bills and knowing that you have enough money to cover them, this month and next month. It’s knowing that you have taken measures to ensure the financial security of your family in the event of your demise.

• Success is knowing where to turn when it seems that there’s nowhere to turn. Having a spiritual life is akin to eating food and drinking water. It’s necessary!

• Success is having interests or hobbies to call your own. It’s things that you personally anticipate doing again and again. Having interests gives you job and peace.

• Success is waking up in the morning and feeling food. It’s knowing that you eat right and exercise regularly and that you do everything you personally can to ensure continued good health.

• Success is turning out the lights, slipping under the covers, and thinking to yourself, “It just doesn’t get much better than this!” It’s whispering a prayer of gratitude to your Creator before you fall into a deep, restful sleep.

And here are a few things that success is not: • Success isn’t calling home from work for the

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• Success isn’t having all the riches in the world and still trying to figure out how to have more of all the riches in the world.

• Success isn’t physically going to a worship service and mentally writing a to-do list for when you get home.

•

Success isn’t all work and no play.

• Success isn’t burning the candle at both ends and living on a diet of food that’s delivered through little windows.

• Success isn’t spending mental energy figuring out how to explain why your project isn’t going to come in on time, why you have to miss your child’s school play, why you can’t pay the bill in full as you promised, why your eyes are red and your blood pressure is going through the roof, why you’re canceling your golf game, and why you just don’t find any joy in living.

Success is directly related to having a balanced life. If any one area is out of sync, all the areas of your life suffer.

Take the time to examine your life and take small steps to gain balance.

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 17

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When It’s Time For A Home Office

S

o, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-year-old pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

Sounds like it’s time for a home office.

Ideally, you’ll have a spare room to turn into office space - preferably one with a locking door. An extra bedroom, the basement, or attic can all serve this purpose. If you don’t have room for a dedicated office, take a look around your house to see where you can carve yourself some space. A closet, bedroom corner, hallway alcove or even the area under a stairway can all be converted fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Choose furnishings that are ergonomically correct, and which fit in with the decor of the rest of your home. Lighting should come from three sources: natural, ambient and direct. Give yourself enough storage space to keep your work area uncluttered. You may want to store your supplies in another part of the house, keeping just a week’s worth in your office. And schedule a weekly or biweekly cleanup where you go through your papers and files and either throw away or stow away anything that is not essential to the daily operation of your business.

Almost every business requires a computer system. Don’t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or preferably, a laser printer is also essential. Investigate the all-in-one printer, fax, copier and scanners. These may save you money as well as precious office space. I also recommend a computer backup system, which will protect the contents of your hard drive in the event of a power failure.

An uninterruptable power source supply is also a must for the home office. This will keep your computer running during a power outage until you’re able to safely shut it down.

Another essential component of the home office is telecommunications, meaning telephone, fax and Internet access.

An account through an Internet service provider or online service shouldn’t cost more than $20 per month and it will give you the ability to send and receive e-mail.

You’ll probably want more than one phone line, three if you’re using one line for a fax and modem hookup. It’s wise to invest in a business line, which allows you to list your business name and number in the phone book and with directory assistance. To keep costs down, use that line for incoming calls only. If you don’t want the expense of a business line, but can do without a repeat of the shower scene, order “distinct ring” service from your phone company. This is a separate phone number which rings into your home line, but sounds different from your normal ring. This alerts you and family members to incoming business calls. If you’re dishing up dinner or washing the dog, you’ll know to let your answering machine, or better yet, your electronic voice mail system, grab the call. If you’re in the shower, hopefully your 5-year-old will know to do the same.

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You may also want to order “call answering” from your phone company. It’s just a few dollars a month and sounds more professional than an answering machine, and which won’t break down while you’re on vacation.

A home office can either improve productivity, or harm it. You may find yourself doing paperwork at 2 a.m. when you should be sleeping, or flipping to General Hospital at 3 p.m. when you should be working. It’s helpful to treat your home office as you would an outside office, complete with “starting” and “quitting” times. This will help you stay focused, organized, and productive. And your family will appreciate having their dining room table back.

Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright© 2005, Nancy Michaels. All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susiefrogpond.com; http://www. frogpond.com.

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Keys to Effective

FEEDBACK

E

ffective communication between two people is not easy. You really have to practice to make it work. Through the effective use of feedback skills, you can create a good communications climate. The following general guidelines will help you use your feedback skills more effectively.

• Give And Get Definitions.

The interpretation of words or phrases may vary from person to person, group to group, region to region, or society to society. When people believe or assume that words are used for one and only one meaning, they create situations in which they think they understand others but really do not. The words you use in everyday conversations almost inevitably have multiple meanings. In fact, the 500 most commonly used words in our language have more than 14,000 dictionary definitions. For instance, according to Webster, a person is considered ‘fast’ when she can run rather quickly. However, when one is tied down and cannot move at all, she is also considered ‘fast. ‘ ‘Fast’ also relates to periods of not eating, a ship’s mooring line, a race track in good running condition, and a person who hangs around with the ‘wrong’ crowd of people. In addition, photographic film is ‘fast’ when it is sensitive to light.

On the other hand, bacteria are ‘fast’ when they are insensitive to antiseptics. The abundance of meanings of even “simple” words makes it hazardous to assume to understand the intent of a message without verifying and clarifying that message.

• Don’t Assume.

Do not assume anything in communications. If you do, you stand a good chance of being incorrect. Don’t assume that you and the other person are talking about the same thing. Don’t assume that the words and phrases you are both using are automatically being understood. The classic phrase of people who make assumptions is: “I know exactly what you mean.” People who usually use that statement without ever using feedback techniques to determine exactly what the other person means are leaping into a communication quagmire. Use more feedback and fewer assumptions, and you’ll be happier and more accurate in your interpersonal communications.

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• Ask Questions.

A good rule of thumb is: “When in doubt, check it out.” One of the best ways to check it out is through the effective use of questioning skills. Clarifying questions, expansion questions, direction questions, fact-finding questions, feeling-finding questions, and open questions can be used freely during conversation to test for feedback.

• Speak the Same Language.

Abstain from using words that can easily be misinterpreted or mistranslated, especially technical terms and company jargon. These terms, which are so familiar to you, may be totally foreign to the people with whom you talk. Simplify your language and your technical terms so that everyone can understand you, even when you think the other person knows what the terms mean.

• Stay Tuned In. Constantly be on the lookout for and recognize those nonverbal signals that indicate that your line of approach is causing the other person to become uncomfortable and lose interest. When this happens, change your approach and your message accordingly. Observe the other person. Be sensitive to the feelings they are experiencing during your interaction; above all else, respond to those feelings appropriately.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.” Copyright© 2004, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com.

Executive Agent Magazine 23

Know of a Realtor doing amazing things?

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Executive Agent of the Month

EXECUTIVE

®

AGENT MAGAZINE

Gil Rodriguez Executive Agent of the Month

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

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hen you’re buying or selling your family’s greatest asset, you want to know that you’re working with the best. Sharpstone Realty was voted the “Best of the Best” real estate company by the Whittier Area Chamber of Commerce in 2016, and it has continued to live up to its reputation exceeding their clients’ expectations and satisfaction year after year.

Broker, Owner and CEO Gil Rodriguez was born and raised in Zacatecas, Mexico in the city of Calera, he attended Motolinia College in Zacatecas to become an accountant. He immigrated to the United States, California at the age of 18. Prior to his real estate career, Gil spent 17 years in the legal industry working for Attorney Services, he worked several years as a Manager in Los Angeles Superior Court. Gil started his real estate career at Coldwell

Banker Alliance in 2007 during the declining market, he learned the principals, ethics, and must have fundamentals through the mentorship of his former broker Jim Emery. He opened his family-owned company in honor and memory of his grandparents who were also his Godparents, they taught him many valuable lessons as he was growing up.

As part of a large, entrepreneurial family, Gil says he learned strong values and a solid work ethic in an agricultural, live-stock ranch, restaurant and grocery stores owned by his father and grandfather. When Gil founded his real estate agency in 2014, he carried his family legacy forward by naming it Sharpstone Realty, a tribute to his grandfather’s company, Piedra Clavada, which translates to “Sharp Stone.”

“Our company logo is a diamond with 13 rays,” he says.

“Each of the rays represents each of my siblings, and the diamond stands for a solid foundation and integrity.”

Sharpstone Realty is truly a family business. Gil works alongside his siblings, sons, nieces, and nephews. His youngest sister, Irene Rodriguez, began working with Gil as an office administrator when he started the company, and she is now the manager and a real estate broker.

Excellence is the standard at Sharpstone Realty. “Real estate is not about sales,” Gil says. “It’s a need and a service. we are here to serve our clients, we value and exceed our client’s expectations, we always have their best interests at heart, and we keep our clients for life.”

As producing brokers, Gil and Irene work as a team, working with their clients every day and to support their team with wisdom derived from many years of real-world experience. “I can relate to what our agents are going through, since I am closing transactions just like they are,” he says.

Experience has taught Gil that adaptability is a key element for success in real estate. Rather than slowing down in the wake of the pandemic, he saw an opportunity for further growth. “I realized we have a great company and can help a lot more agents and people reach their goals. The 36 agents we have now, came to us organi-

cally, but COVID 19 brought us together in a new way and has changed the way we do business and work in real estate, now we can communicate and work from home and virtually and remotely from anywhere. Our agents have access to training, better support and they no longer have to drive to the office saving valuable time and money.”

With a goal of growing the company to 200 agents from around the Southern California region, Gil and Irene with their team are providing training and inspiration via step-by-step video tutorials that cover everything agents ought to know to be successful and thrive, from how to log onto the MLS, to how to create a comparative market analysis and a net sheet, to how to leverage social media. A skilled and exceptional transaction coordinator supports every transaction to ensure that all disclosures are in order before closing. Gil and Irene are always available to answer questions and share their experiences and expertise. “Whether you are a client, an agent or an employee, when you work with us and join our company, you become a valued member of our family-owned company and we treat you like family. To us, you’re not just another agent, you become one of our valued members,” he states.

SharpStone Realty

Continuing a Legacy of Service “I am a leader who is knowledgeable, resourceful, resilient, and open-minded,” he says. Gil exudes a can-do spirit that ensures positive results even during challenging circumstances. “Like my grandfather always said, ‘When there is a will, there is a way,’ and now my personal statement, along with my grandpa’s favorite quote is: ‘We do not try, we make it happen!’ People often ask me what’s the difference between me and other brokers and agents?

It’s that most agents and brokers try to help their clients, “I do not try, I make it happen” — I put God first and move forward believing and knowing that we are going to be successful. “When you are confident and positive you always end up with positive results” Because Gil delivers on his promises, he makes sure to exceed the expectations of his clients, agents and everyone who works and supports his company by providing valuable service, great experience and conve-

nience, as a courtesy to his clients he provides his moving truck fully wrapped with his brand, parked at the corner of Colima Road and Whittier Blvd, and is well recognized in the area.

Gil is a passionate supporter of community. His contributions include service on the boards of directors for the Credit Union of Southern California and the Whittier Area Chamber of Commerce. He is the past president and current membership chairman for the Whittier Host Lions Club, which is celebrating its centennial year. Gil and Sharpstone Realty have received numerous honors for their charitable service, including the City of Whittier’s Volunteer of the Year Award in 2020 and the Whittier Positive Business Image Award in 2019 by HOT, The Hispanic Outreach Taskforce. “We love giving back to our community. We donate 5 percent of our brokerage profit to children’s causes, like the Boys and Girls Clubs and Little Leagues.”

Built on the core values of God, family and community, Gil and his team live by the motto, “With Us, it is All About You!”

more people achieve their dreams and make a difference in the real estate industry and in our community, providing exceptional experiences.

Sharpstone Realty’s vision is to continue growing and help

SharpStone Realty

Gil Rodriguez Sharpstone Realty, Inc. 14826 Whittier Blvd.

Whittier, CA 90605 Tel: 562.217.7646 Email: myrealtorgil@gmail.com Web: https://sharpstonerealty.com

Chris Cortazzo DRE # 01190363

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

Truly extraordinary, cannot be reproduced, one-of-a-kind with 130 feet of beach frontage on two separate legal parcels.

27234 Pacific Coast Highway, Malibu, CA $55,000,000

34 Executive Agent Magazine

Secluded Malibu Paradise MALIBU, CALIFORNIA A rare and secluded paradise in the hills of Malibu, 29000 Newton Canyon Road is situated on 180 sprawling acres with stunning views of the surrounding vineyards and mountains. With extraordinary space and privacy, the estate features extensive vineyards, approx. 600 avocado trees, a tasting room, 2 pools, a private guest home, and spectacular hacienda-style architecture. With the amenities of resort-style living in an enchanting setting, residents will experience a world all their own.

Offered at $38,000,000

Sandro Dazzan

DRE # 01418033

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

Joyce Rey

DRE # 00465013

Tel: 310.291.6646 Joyce@JoyceRey.com www.joycerey.com

Jade Mills

DRE # 00526877

Tel: 310.285.7508 homes@jademills.com www.jademills.com Executive Agent Magazine 35

36 Executive Agent Magazine

Seaside Living On The Strand 31 Strand Beach Drive, Dana Point, CA Walk out on to the sand from this stylish and contemporary oceanfront home in the private, gated community of The Strand. Epitomizing seaside living at its most sophisticated, the home is private, yet open to views, sounds, and sea breezes throughout. Renowned architect Ed Lohrbach’s welcoming 7,852 square-foot design is refreshing, relaxed, and dramatic. The architecture creates unique spaces at one with the oceanfront setting as entire walls of glass disappear before your eyes. All the main living areas within the home open to massive seaside terraces. The main level is wrapped artistically around a resplendent, light-filled courtyard. Radiating from this core is a series of harmonious rooms that define California living – while taking in dazzling vistas of the Pacific. Price: $23,500,000

John Stanaland DRE # 01223768 Tel: 949.689.9047 The John Stanaland Group john@johnstanaland.com johnstanaland.com Executive Agent Magazine 37

38 Executive Agent Magazine

Breathtaking European Paradise 51555 Madison St., La Quinta, CA

Imagine the transformative experience of setting foot on an idyllic Mediterranean-inspired property that is beyond anything you’ve ever dreamt of. A space that respects the need for absolute privacy and offers the serenity that comes with 360-degree views of the most breathtaking elements of nature from every room on the property while providing flexibility to accommodate large gatherings. The ideal space to retreat with access to most luxurious custom amenities imported straight from Europe with comfort and distinctive taste in mind. This was a concept born in the 1950’s by a true visionary who had absolute reverence for nature, perspective, engineering, and love for his native country. Hacienda Giannini was born through the collaboration of the highest authorities in design and planning during the mid-century modern era, and the result is a truly personal, thoughtfully designed European paradise that will transport and inspire you.

Offered at $5,500,000

Bob Hurwitz DRE # 00526195

Tel: 310.477.8865 Bob@thehjc.com Executive Agent Magazine 39

C o a s ta l H a r b or L i v i n g DANA POINT, CALIFORNIA The essence of coastal living at its best, panoramic ocean and harbor views in a complete high-end, beautiful custom remodel. Just a stone’s throw from Dana Point Harbor, Doheny Beach, town center and worldwide resorts. Nestled in a quiet cul-de-sac in the private gated community of the luxurious Lantern Bay Estates. The well-appointed floor plan features 3,501 square feet with 5 bedrooms and 5 baths. Enjoy the chef’s kitchen with premium wolf cooktop & ovens including a Wolf steam oven, 2 Thermador dishwashers and Sub-Zero refrigerator. The great room features Fleetwood sliding glass doors opening to seamless indoor/outdoor living with outdoor fireplace and great entertaining areas to sit and watch the sunsets. Custom European wide plank oak flooring throughout with a main floor bedroom currently being used as an office. The cool, coastal elegance of the spacious master suite boasts mesmerizing panoramic ocean views, city lights and boats sailing down the coast. The master suite bath includes relaxing ocean view tub and enclosed steam shower with special mood lighting for a great day while taking in sparkling water of the Pacific.

Special touches throughout with an abundance of natural light filled rooms and many highlights: Juliette balcony, surround sound speaker system, dual heating and A/C, house water filtration system, outdoor shower and 3 car garage. Don’t miss this spectacular opportunity! Virtual Tour: 34352CoveLantern.com Offered at: $3,750,000 40 Executive Agent Magazine

Shauna Covington

DRE # 00991380

Berkshire Hathaway HomeServices

949.412.8088 direct shauna@shaunacovington.com http://shaunacovington.com #1 Individual Agent in Orange County 2012-2019 Executive Agent Magazine 41

42 Executive Agent Magazine

Luxurious Mediterranean Estate EL CAJON, CALIFORNIA This Stunning Mediterranean Style Estate is located in one of East Counties prestigious neighborhoods! Privately gated & nestled on one of the quietest streets in Rancho San Diego, this home has 6 bedrooms, 7.5 baths, as well as 2,000+ sq ft of breathtaking outdoor living area and a quaint guest house all on the 1.13 acres of lush landscaping!

2990 Wildwind Drive, Rancho San Diego, CA 92019.

Listed for $3,000,000

Mike Aon

DRE # 01300658

Real Estate Broker Associate

Tel: 619-504-5042 Mike@TheAonGroup.com Senior Loan Officer | NMLS#245763 TheAonGroup.com Executive Agent Magazine 43

44 Executive Agent Magazine

Panoramic Bay & City Views 3580 Union St. San Diego, California Incredible views from this sought after Mission Hills home! Panoramic bay and city views of the Harbor, Point Loma and Coronado from the privacy of your spacious decks. Master retreat features private deck, fireplace, dual vanities, large shower and soaking tub, huge walk in closet with built ins plus bonus room/den. Near restaurants, shopping and easy freeway access! Desirable entertaining home and amazing indoor/outdoor living! 3+ BR, 2.5 BA, 2706 ESF. $1,999,000

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

Executive Agent Magazine 45

Spectacular French Normandy Charmer 3015 Locust Street, San Diego, California Spectacular 1930 built French Normandy charmer in historic Loma Portal. Exceptional architectural character abounds from the hardwood floors to the crystal doorknobs and candle wall sconces. In addition to the 3 bedrooms in the 1,450 sq ft home, exit through back courtyard to detached guest house complete with bathroom, kitchenette & independent AC & heat. Windows replaced by the Quieter Home Program. Lovingly maintained by the same family for half of century!

Detached 2 car garage plus 2 carports behind the home. Expansive .27 acre flat lot with countless opportunities!

Offered at $1,250,000

Kimberly Fell DRE # 01178052

HomeSmart Realty West Tel: 760.644.1575 Email: kimberly@kimberlyfell.com Web: www.KimberlyFell.com 46 Executive Agent Magazine

Executive Agent Magazine 47

Becoming a Peak Performer

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hat makes someone a peak performer? You know, the kind of person who is outstanding in his job? According to researchers, outstanding individuals share certain attitudes and skills which contribute to their beyond-the-ordinary performances.

Many of these can be learned. And often we are the only ones holding ourselves back. Check yourself to see how you rate on some of these ideas of how to become a peak performer.

Affirm yourself. If you don’t believe in yourself, no one else will either. Peak performers focus on strengths and recognize their limitations for what they are, simple limitations, not personal failings. They realize that no one is perfect and so they concentrate on making their strengths as strong as possible to overcome any weaknesses they have.

Take one risk every day. In order to become a peak performer, you must be able to take risks. Daily risk-taking is a confidence-boosting exercise and a requirement for those who won’t let unrealistic fears stand in the way of their goals. Everyone feels some fear – but the peak performers overcome these fears that are unrealistic by tapping the reserve of inner strength built on taking risks regularly.

Successful risk takers build the inner strength it takes to combat unrealistic fears: fear of rejection, fear of failure or fear of the unknown. You must begin by purposely taking one risk each day. It doesn’t have to be big—it could just be driving a different way to work, or cold calling several prospects. Pick a challenge about which you feel fearful and do it anyway.

They manage their “down times” more effectively than average performers by continuing to focus on what is good about themselves, rather than what is bad, peak performers motivate themselves to approach work and life’s challenges with confidence.

Seek results, not perfection. Peak performers understand that perfectionists seem to have only two standards of performance, letter perfect or forget it. Since everything cannot be done perfectly, perfectionists jeopardize their performance by simply not attempting any task they can’t or don’t know how to do well. Strive, not for perfection, but for excellence in everything you do.

Using reassurance and compassion, they tell themselves, “One setback does not make me a failure as a person. I can learn from this experience and succeed again”. They pick themselves up and continue to try again and again.

Learn to embrace mistakes as signals that you’re moving forward; avoiding becoming frozen in the cement of perfectionism. Remember the words of Marla Collins, “If you can’t make a mistake, you can’t make it!”

So you didn’t get that listing. Analyze what went wrong and try for another one.

Peggy Morrow, CSP, is a professional speaker and training consultant. Audiences love to laugh and learn as she keeps them involved, energized and enthused.

Copyright© 1999, Peggy Morrow. All rights reserved.

Peggy is a contributing author in the just released new book, Celebrate Customer Service-Insider Secrets. For information about Peggy’s Keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG or email susie@frogpondgroup.com.

Imagine it to make it happen. Superior achievers have developed the ability to translate their goals from words into pictures. They keep this picture constantly in front of themselves to serve as a motivator. A swimmer, preparing for an important race visualizes herself using just the perfect stroke to win the race.

Peak performers do this in their work environment, mentally picturing themselves doing all the tasks in their job at an outstanding level.

48 Executive Agent Magazine

Executive Agent Magazine 49

Nomination Form Nominate a fellow REALTOR® to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

DO YOU KNOW SOMEONE

TO NOMINATE? I Nominate: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Submitted By: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________

Fax/Email nomination to: EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Tel: 949.297.8323 Fax: 949.266.8757 Email: FArrias45@gmail.com

S E P T E M B E R 2 9  O C T O B E R 2 , 2 0 21 G R A N D H YAT T, S A N D I E G O , C A Join engaging entrepreneurs, business leaders, professional athletes, politicians and industry influencers, NAHREP at L’ATTITUDE is more than an event, it is a movement.

DEEPAK CHOPR A MD FA C P, F O U N D E R O F T H E C H O P R A F O U N D AT I O N

GA RY VAY N E R C H U K C E O , VAY N E R M E D I A & C H A I R M A N , VAY N E R X

R E G I S T E R AT N A H R E P . O R G / C O N F E R E N C E

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Check out our low rates at kinecta.org/rates and see how we can extend your clients’ buying power.

Contact one of our mortgage loan consultants today, and give your clients a better financing experience.

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