JANUARY 2019 CALIFORNIA by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ÂŠ2018 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.

EXECUTIVE AGENTS OF THE MONTH

Monica Carr Coldwell Banker Residential Brokerage

Inside Features

Tom Luu

Ryan Purpero

Crystal Unrue

Nationwide R. E. Executives

U.S. bank

Divergent Realty

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CALIFORNIA, JANUARY, 2019

Editorials

E XECUTIVE AGENT

MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.ExecutiveAgentMagazine.com

ADVERTISERS’ INDEX

Charisma: What Is It? What Will It Do for You? -Tony Alessandra

When It’s Time For A Home Office -Nancy Michaels

City of Hope....................................................34 Finance of America Mortgage...........................2 iPhotography Studio...............................................23 Kinecta Federal Credit Union...............................11 NAHREP..................................................................30

Life Is Time...Make It Count! -Sue Pistone

PWAOR.............................................................................10

The Termite Guy......................................................3 Ticor Title Company...................................................36 VAREP............................................................................31

Embracing Adversity For Achievement -Chris Widener

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2019 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.

Yesterday’s Impossibles -Zig Ziglar

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E XECUTIVE AGENT

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Ryan Purpero Written by Haley Freeman

U.S. bank’s purchase-focused model and my relationships with real estate partners, financial advisors and CPAs to build a sustainable business that will endure no matter how the market fluctuates in the future.” While large banking institutions are often criticized for being rigid or failing to provide a personalized customer experience, U.S. bank delivers the right balance of mortgage products and services that keep Realtors® and homebuyers coming back time and again. “I feel I can check all the boxes here and give clients the service, products and pricing they’re looking for. They can get a competitive bank rate with boutique-style service.” U.S. bank offers an array of full-doc loan products, including a jumbo loan to $1 million with only 10 percent down. “My primary market includes Irvine, Tustin, Costa Mesa and Newport Beach, and this product is a good fit in a market where property values are high. But we look to serve everyone in our area. I did a purchase for $70,000 and a purchase for $4.7 million over the last summer.”

yan Purpero describes being a loan officer as his “passion, profession and hobby.” With 15-plus years of industry experience spanning loan origination and sales management for institutions both large and small, Ryan says he has never been happier than he is today at U.S. bank in Newport Beach. “We have a great culture inside a company where I enjoy my coworkers and feel we are doing the right thing for consumers. I am using

Ryan has assembled a team of topnotch professionals who assist him in delivering uncompromising client service. “Christel, Thanh and Christina are my teammates, and I like to say I have the absolute best team in the business. We are always available to people on nights and weekends, and I think that after a transaction is over, our clients know we really did try to get them the best deal possible.”

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NMLS# 68409

Ryan and his team are constantly working to refine their processes. He explains, “We have a board in the office where we write down what’s working and what’s not working so we can make changes accordingly. I’ve worked with a business coach for two-and-a-half years, and I’ve brought him in to work with my teammates individually. The service my clients receive starts with them. I have meals prepped on Sundays and dropped off so we can all have healthy food for the week. We all get stuck at our desks sometimes, and there’s nothing worse than getting fried on caffeine on an empty stomach. We always want to be engaged and impact people in a positive manner.” The special effort Ryan invests in creating a seamless lending experience does not go unnoticed by his clients. He and his team have received more than 200 5-star Zillow reviews from clients who describe them as “professional, timely, knowledgeable, and pleasant to work with,” “attentive and responsive throughout a long house shopping process,” and “transparent and open regarding expectations.”

The BC Cafe in Claremont and Kickback Jack’s in Rancho Cucamonga have long been known by area residents as the go-to destinations for hearty country breakfasts with big portions. With such a culinary heritage, it is no wonder that Ryan remains a foodie whose favorite pastime is sampling California’s extraordinary cuisine. Ryan’s mission statement reflects the guiding principles that align him and his team. “Our mission is to create a consistent experience where all parties involved feel significant,” he says. “I think all people want to feel significant in some way, and I want our clients to feel we value their business, and they are important. I believe we’re doing good business, and I’m grateful to the real estate partners and teammates who make it all possible.”

One summed up: “Ryan and (his) team were phenomenal: super competitive, fantastic service, readily available to answer any questions. They are simply the dream team.”

Ryan Purpero NMLS ID 68409 U.S. bank 1515 Westcliff Drive Newport Beach, CA 92660 Email: ryan.purpero@usbank.com

Before he came to the Newport Coast, Ryan grew up in the Inland Empire, where his family still owns two restaurants begun by his grandfather.

Doing Good Business ExecutiveAgent Magazine

Yesterday’s Impossibles remember the media coverage which accompanied Sir Edmund Hillary’s feat of being the first person to scale Mt. Everest. He became an instant celebrity, even though he had failed in his first effort and left five of his guides dead on the mountainside. England recognized Sid Edmund Hillary’s tremendous effort by giving him the highest honor awarded a foreigner. Years later he was back in the headlines when his son climbed to the peak of Mt. Everest and a radio-phone conversation was held between father and son

that record and extended that streak to make it even more “impossible.” Another record considered unbreakable was the number of hits Ty Cobb had gotten, but several years ago Pete Rose broke that “unbreakable” record. Today 12-year-old girls are swimming faster than Johnny Weismuller swam when he was the Olympic Gold Medal winner. Most of us get excited when we read about superhuman achievements, but something that is much more important is when we break our own personal best records for accomplishments.

Today, according to the government of Nepal, it’s very common for climbers to reach the peak of Mt. Everest. As a matter of fact, a one-day record of 37 people reaching the summit of Mt. Everest has been reported. Seven teams arrived within a half-hour period and created a climber’s traffic jam. Yes, yesterday’s impossibles often become tomorrow’s standards. On September 6, 1995, one of the world’s “unbreakable” records was broken. I speak of the “Iron Man” stunt of Lou Gehrig, who played in 2,130 consecutive baseball games. Gehrig’s record was thought to be unbreakable, but Cal Ripken broke

Achieving better grades, a better work record, a better record of “being nice,” and a host of other records will make you a better person in the most important game of all - the game of life. Think about it - give it your best shot - break your own personal records and you will be AT THE TOP!

Zig Ziglar was known as America’s Motivator. He authored 32 books and produced numerous training programs. He will be remembered as a man who lived out his faith daily.

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PWR PROVIDES OUR MEMBERS WITH HIGHER QUALITY SERVICES, A WIDER ARRAY OF RESOURCES, & THE BEST VALUE FOR THE MONEY

We know that you can choose to join any association. PWR goes beyond the basics of providing MLS access and Supra Key support – we provide our members with ONE-OF-A-KIND services that help them become better REALTORS®. FLEXIBLE WAYS TO PAY SOME OF THE LOWEST DUES AROUND Monthly & quarterly installments plans through ezPay (PWR’s online bill pay)

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PACIFIC WEST ASSOCIATION OF REALTORS® Serving Orange County & Los Angeles County ORANGE COUNTY: 1601 East Orangewood Avenue, Anaheim LA COUNTY: 5000 East Spring St., Suite #110, Long Beach (714) 245-5500 • WWW.PWR.NET

Local Banking for 80 Years

If you need

to close, we’re close by.

You need partners that you can count on to help you close. As a local direct lender, Kinecta Federal Credit Union knows what it takes to purchase a home in Southern California – and we have the mortgage solutions to prove it: Jumbo Loans

• Now up to $4 million • Up to 50% DTI • As low as 5% down

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New! Portfolio Investment Property Program • 30-year amortization, due in 15 years • $871,450 max. loan amount, as low as 620 FICO • 1-4 unit properties • Customized and competitive pricing without Fannie Mae standard loan level pricing adjustments!

Let’s close the deal – Contact me. Andy DeLuca, Sr. Mortgage Loan Consultant cell: 949.291.7189 NMLS# 440903 adeluca2@kinecta.org www.kinecta.org/adeluca

Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this advertisement is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations. 21630-11/18

E XECUTIVE AGENT

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Written by Haley Freeman

Tom Luu

om Luu was working as an engineer in the tech sector when he discovered that sitting at a desk all day was not a fit with his gregarious nature. He made a move from product development to purchasing and procurement, a role that enabled him to step out from behind the desk and connect with people in meaningful ways. He

recalls, “It allowed me to demonstrate my cross-cultural business understanding working with sales, contract negotiations and process improvement, which required me to be meticulous and attentive to every detail while maintaining relationships with people. Looking back, I’m glad I did that, because it’s been very rewarding.”

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Today, Tom brings his extraordinary combination of precision and customer service to his real estate practice at Nationwide Real Estate Executives, a company that was recognized by “Inc. Magazine” as the number one fastest growing real estate brokerage in California in 2018, and one of the fastest-growing real estate organizations in America for the last three consecutive years. “I chose them because of their family-oriented culture and the commitment they give to agents. We are a young, thriving company that is always looking to reinvent real estate, and the company is investing in technology and training so we can better serve our clients. I’m a solo agent, but I depend a lot on the support of my peers to make sure my clients get everything they need. Everyone here is very supportive, and our manager is awesome. That’s why I love Nationwide.” Tom enjoys the activities in real estate that get him out of the office to meet his neighbors in Lake Forest and Laguna Hills. “One of my favorite quotes is, ‘Opportunity does not knock, it presents itself when you beat down the door.’ It’s so true when applied to business. I love to meet people, so door-knocking and open houses are the things I love to do most in real estate.”

Tom is known for his strong work ethic and a business approach governed by high integrity and honesty. He is currently working toward obtaining his broker’s license in order to provide an enhanced level of client service. “When someone is buying a home, it is one of the biggest commitments of a lifetime. I have to be able to educate them and put their best interests first. One of the reasons I get referrals is because I will go the extra mile to save buyers money on repairs. When I take a listing, I give the seller full information about the home’s value and margins. My attention to detail and follow-up gives me the ability to earn people’s trust.” Raised by a hard-working single mother, Tom says the lessons he learned early in life have a profound effect on who is today. “My mom taught my siblings and I that success isn’t given; it has to be earned. She also taught us not to take anything for granted, treat people the way you want to be treated, and make the effort to pay it forward whenever you can. My purpose is connecting with people at the heart level. I believe every client I encounter deserves the highest level of service, so I serve one client at a time, and always with their best interests at heart.”

Although Tom values the technologies that make it possible for him to deliver real estate services with greater efficiency, he believes there is no substitute for high-touch service. “A real estate transaction is a very significant milestone in a person’s life. It is the keystone of wealth and financial and emotional security. There is a lot of value in being willing to sit down with someone face-to-face and get to know them, and it’s important for myself to understand the scope of what they want to accomplish. To be able to gain the trust of my client and guide them through the process is a tremendous gift and honor. You can be tech savvy, but that won’t get you very far if you don’t know how to talk to people, and you have to be available. Before you can make a leap into a transaction with someone, you have to be able to communicate with them.” ExecutiveAgent Magazine

Tom Luu Nationwide Real Estate Executives 9170 Irvine Center Dr., Ste. 100 Irvine, CA 92618 Tel: 949.439.1137 Email: TomLuu@ournationwide.com Web: www.nreliving.com CalBRE # 02009364

Charisma: What Is It? What Will It Do For You?

harisma is easy to spot but hard to describe. Nailing down a definition is like trying to define America. And the effort is made more frustrating because we all tend to overuse the term, lavishing it indiscriminately oninsolent athletes, glamorous film stars, and fanatic cultists, as well as on genuinely enchanting and inspirational personalities like, say, John F. Kennedy, Dr. Martin Luther King, Jr. and Princess Diana. Here’s my definition: Charisma is the ability to influence others positively by connecting with them physically, emotionally, and intellectually. I’m convinced that, popular wisdom to the contrary, charisma is not in your genes-and it’s not beyond your grasp. You already have charisma, but it’s not configured the same way in you as it is in the person next to you. Think of it this way: Each of our personalities consists, let’s say, of a series of containers, like cups or glasses. If all the glasses were filled to the top, you’d be so charismatic people would think you were a god-and you’d probably think so, too. Some really, really gifted people

may come close to this ideal. But, for most of us, some of the glasses are nearly empty, some brimming, yet others are partially filled to varying degrees. Together they constitute our charisma, or at least our potential charisma. Still, I’ve wanted to be able to describe charisma more concretely. So I’ve thought a lot about it, done applied research and formed some opinions. I’ve also studied the literature, going back decades, and compared the conclusions of scholars with my own observations. Though the results may not be strictly scientific, I’ve sought to reduce charisma to its bedrock. What I’ve come up with are seven qualities that I’m convinced are at its core. Here’s how I see those seven main components of charisma-or, the “glasses,” if you will: • Your silent messages. You make a statement about yourself even before you open your mouth. This is your “silent message.” It’s the way you carry yourself, physically, emotionally, and intellectually.

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• Your ability to speak well. You may have a terrific idea, but who will know if you can’t articulate it? • Your listening skills. Rarely taught and infrequently practiced, listening is nonetheless a key to communicating and making others feel special in your presence. • Your persuasiveness. This is your skill at motivating others to follow your lead or adopt your idea. No idea, however great, ever gets anywhere until it’s adopted. • Your time and territory smarts. How you honor or violate another person’s personal space and time will affect the amount of tension or trust between you. • Your adaptability. Building bridges to others is impossible without understanding how to treat others the way they would like to be treated. • Your vision. What do you feel passionately about? What do you care really deeply about? Whatever your objective, you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

And the wonderful thing about charisma is that it makes you powerful without making others less so. That’s because the kind of power I’m talking about is personal power, rather than position power, the kind of power that doesn’t take power away from others, but gives you and them the power to achieve favorable outcomes. The potential to be more charismatic is within you. And the payoff for doing so has never been higher. 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. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com.

You can apply these seven elements of charisma to your personal life, your job, or in any setting where the ability to influence others positively is beneficial.

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I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323

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Cover Story

ExecutiveAgent Magazine

Written by Haley Freeman

onica Carr and her award-winning team, the Monica Carr Real Estate Group at Coldwell Banker Residential Brokerage in Newport Beach, just put the finishing touch on a record-breaking year in 2018, with 110 transactions closed. What sets them apart from others is an approach to real estate driven by market expertise coupled with selfless concern for the well-being of their clients, resulting in a superlative real estate experience.

Monica dedicated the first decade of her career to humanitarian service in Guatemala, where she worked tirelessly to improve the quality of life for economically disadvantaged families. She recalls, â&#x20AC;&#x153;Although I had no idea at the time, I think Guatemala was a training ground for me. I spent part of my time there teaching women who had worked crops since they were children to read and write. There is nothing more fulfilling than seeing someone change their lives for the better.â&#x20AC;?

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Monica returned to the United States in 2002, and she was inspired to begin a career in real estate after watching her mother go through a grueling purchase transaction. “My mom bought a house and had a horrible experience. The agent was not professional, and I remember thinking how disappointing it was when she was making one of the most important decisions of her life. It was a turning point for me. I thought I could do so much better for people because I really care. I look at every client I touch like they’re my mom, and I try to give them the experience I wanted her to have. I think what differentiates me and my team is that we come from a place of service and altruism. After 10 years in strictly volunteer work, I feel like real estate is a Cinderella slipper for me. It’s a great fit for who I am and what I stand for.” By always coming from a place of contribution, Monica has developed a thriving real estate practice focused in Orange County. She and her world-class team joined Coldwell Banker in 2017, a brokerage distinguished by its culture of innovation and perpetual growth. “Coldwell Banker’s core values are very much in line with ours,” she says. “The company’s leadership, luxury brand and global reach help us serve clients at a higher level. Here, it’s all about collaboration and building a better business and brand. Specifically, my manager at the Newport office, Debbie Lewandowski, has made a huge investment in my team. With Debbie’s help, I’ve put the right people on the bus and in the right seat. I cannot stress how important that

is in a team. We each focus on what we’re good at, and we are all highly specialized in our skillset. As a result, the experience for our clients has been greatly enhanced.” A Synergetic Team Building a top-producing team requires clear purpose, and Monica’s mission is hiring smart, ambitious people who will always put the best interests of clients ahead of their own. “I trust them to do what they do best, which frees me to do what I do best, and we have a lot of fun” she says. What Monica does best is lead her team as a premier listing agent. Her comprehensive understanding of local markets, her ability to maximize a home’s value and demonstrate it to potential buyers, along with her unparalleled negotiation skills make her a potent seller representative. Her listings remain on the market for an average of only 23 days with an impressive 101 percent list-to-sell ratio. With her extraordinary combination of skills, Monica has a successful track record of selling other agents’ expired listings. “One of the reasons people hire us is because of the innovative systems we have in place that make it possible for us to achieve consistent results. I’ve always worked with a designer and stager, and I’ve invariably seen improved properties bring in a revenue increase of 6 to 10 percent. A home purchase is so emotional, you have to sell the dream and give people something tangible they can relate to, so they can imagine coming home and building memories there. I think it’s my favorite part of the business.”

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Buyer Specialist, Anne Suri, has been an integral part of the team since 2012. “Without her commitment from the beginning, we wouldn’t be where we are today. Her focus is on previewing and matchmaking our buyers into their dream home by listening carefully, and homing in on their needs and wants. To make this happen, she is out every day viewing inventory and pocket listings. This allows my sole focus to be on staging and marketing our listings, pricing them to sell and negotiating contracts.” For the past three years, Director of Marketing, Jason Zuniga, has applied his creative talents to a full array of tasks, from managing social media, to designing marketing collateral, to organizing social events. One of the team’s priorities is creating culture and connection within the communities it serves. They bring people together in Irvine’s diverse community by hosting movie nights in the park during the summer months, complete with an ice

cream truck and fun activities for kids. During the holidays, families enjoy a photo-op with Santa, along with a train ride and hot chocolate. “We bring whole neighborhoods out so people can meet one another and the kids can play together. We love creating that experience of neighborly bonding. These events require a lot of work, and Jason is great at putting it all together.” Monica describes Lacey Sollie, Client Care Manager/ Transaction Coordinator, as a rock star. “She is our clients’ concierge throughout the entire experience. She will meet stagers and contractors at the property, take quotes to get our clients the best deal on services, and once the listing goes live on the MLS, she schedules showings. She coordinates all of our transactions from contract to close, and she is a master time manager and organizer. She also comes from a place of service and is great at guiding our clients through the process.”

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Ana Gonzalez, Team Assistant/Runner, is the newest addition to the group. She supports the whole team by managing the countless behind-the-scenes tasks that make the process seamless for clients. “We couldn’t do what we do without her. She delivers lock boxes, signs and keys, and she is on hand to respond and solve problems within minutes. When we premier a listing, we host a twilight open house with wine and cheese, and she sets up the whole thing.” Monica’s enthusiasm for her work is further enhanced by her ongoing investment in coaching with Tom Ferry for herself and her team. By constantly refining their systems and service, the team is also finding time for activities that make them well-rounded individuals. “To be successful at anything, you have to stay in the right mindset. I start my day early with a coaching call at 5:00 a.m., where I get a quick motivational mind shift to tackle the day. I also think taking care of your body is important, and one of the physical benefits of staying in shape is that it gives you

the energy this business requires to do the work. I love cooking and entertaining friends, and it’s one of the ways I decompress. Ironically, when I first started in real estate, I didn’t have any of that balance. But when you share the wealth and responsibility with a great team, a byproduct is better quality of life.” With more than 80 five-star Zillow reviews and counting, Monica and her team are clearly delivering service from the heart. “We have empathy for what our clients are experiencing. Trust is the basis for a lifelong relationship with our clients, and we want to earn that five-star experience by doing what is right for them every time.”

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MONICA CARR Coldwell Banker Residential Brokerage 840 Newport Center Drive, #100, Newport Beach, CA 92660 Tel: 714-402-4212 - Email: monica@monicacarr.com Web: www.monicacarr.com - CalBRE # 01372175 ExecutiveAgent Magazine

Life is Timeâ&#x20AC;Ś Make it Count!

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ife is time… are you making it count? If your daily activities are taking you in the direction of your dreams then you are making it count. If you are living your life on purpose then you are making it count. To make your life count, you must live on purpose. Otherwise, you are living someone else’s dreams and goals. Have you thought about what you want out of life and how you will make it happen? Follow this simple and easy process to determine your life’s dreams. Each and every day evaluate what you are doing and how it will help you accomplish what you really want out of life. There is no dress rehearsal in life; this is the real thing. Today is the day and now is the time to begin your journey to success. Begin by taking the time to learn more about yourself. Set aside approximately four hours to complete the following personal and professional strategic planning guide. One key point to remember is the definition of success is determined by you. Enjoy your journey! 1. Strengths - list at least twenty of your strengths 2. Successes- go back as early as you can in childhood and write down all of the successes you have had in life 3. Learning Experiences - write down all of learning experiences you have had throughout life and why you are better because of them 4. Purpose in: a. life - what is your bottom line reason for living b. career -- what is your bottom line reason for working 5. Mission in: a. life - what is the talk you walk b. career - what is the talk you walk Now relax--close your eyes and go on a mental journey. You are in a movie theater looking at the big white screen. The movie begins and the title is, “The Life of___________________________,” and it’s your name. Yes, this is the movie of your life. It is the last day of your life and you will hear what people say about you as you leave this world. The words you hear will confirm that you did, indeed live your life with your purpose in mind. You will see all the places you went, things you did, material possessions you had and the person you became.

Remember when viewing the movie of your life you are only limited by your own imagination. Also, only look inside yourself for your dreams, remove all the “ought to’s” and “should have’s” from your mind. This movie it is unusual because it begins on the last day of your life and ends today. The day you are creating your dreams. You see, your experiences up to this day have already happened and can not be changed; however the future is yours to create. Watch your movie and when you finish write down those accomplishments on your dream list. Break your dream list into the following categories: a. personal dreams - what you do just for you b. family dreams c. career dreams d. financial dreams e. social dreams f. health dreams g. spiritual dreams Now that you have allowed yourself to dream, you have the ideas and thoughts needed to set your goals. The most important thing to consider at this time is your purpose in life. This will enable you to avoid major conflicts in the different areas within which you work and live. Before actually setting your goals you need to determine if they are prioritized, realistic, long term, or short term. The final step in setting your goals is that you must be willing to put your goals in writing -- IN PEN! It make them a little harder to erase this way. Life is time… and now you too can make it count. Success is determined by you. Follow the steps I have given you and enjoy the success you deserve! Sue Pistone is expert at eliminating the daily disorganization that often keeps individuals and companies from achieving the success they deserve. For more information regarding Sue Pistone’s speeches, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com. Copyright© 2002, Sue Pistone. All right reserved.

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E XECUTIVE AGENT

MAGAZINE

Written by Haley Freeman

Crystal Unrue

rystal Unrue is a top-producing RealtorÂŽ with a passion for helping others. Her first career in insurance management and healthcare education was a natural fit for her strong organizational

skills and compassion for people. Those same skills have made her successful in real estate, where she is committed to providing first-class service with a human connection.

ExecutiveAgent Magazine

The Human Connection “I prefer to focus on helping families versus the number of units I sell,” she says. “Authenticity and integrity are the values I focus on as an agent. I love to have fun and build relationships with my clients, and most turn into friends. A quote I like to say is, ‘Communication is the human connection.’ It truly is, and I put it into practice by educating my clients about the whole process and maintaining communication through every step. It’s my job to take on all the worries and protect their interests so they can have a stress-free real estate experience.”

on the MLS. Everything is professional and syndicated to real estate platforms like Redfin and Zillow. We also advertise listings in the newspaper. Believe it or not, old school methods still work! Video is also becoming a huge thing in the industry, so we are doing lifestyle videos and paying models to be a part of that. We like to think outside the box and find things that grab people’s attention. We just had a Kona Ice truck at an open house last weekend. It was a fun and simple way of attracting people to stop by on a hot day.”

Crystal’s five-star client reviews are evidence that she is delivering what she promises. A recent buyer said: “Crystal was amazing! She helped us buy our first dream home and made the process extremely smooth! She definitely knows what she’s doing. She was very reliable, personable, and knowledgeable. She was always available to answer our questions at any time of the day and kept us informed on what was going on the entire process. I would highly recommend her to anyone who is looking to buy a home! Thank you Crystal!”

Crystal sends monthly newsletters to neighborhoods throughout Corona, and she looks for occasions to promote small businesses in the area by offering discounts to local residents. “I like to send things that people can use, like coupons for ice cream. It keeps things fun and light, and creates an opportunity to network with the community.”

Another stated: “Crystal took lots of time to get to know me and what I was looking for. She delivered! I couldn’t be happier with my new condo. She walked me through everything from start to finish, with the mortgage company, escrow and finally was there with a huge smile when she delivered my keys. Our relationship went from client to a solid friendship. I highly recommend Crystal for your real estate needs.” Crystal joined boutique Divergent Realty at its inception in 2017, and as part of this close-knit and professional office, she enjoys working as a solo agent with the support of her trusted colleagues. “I met our broker, Jackie Soto, a few years ago when our kids played sports together. I’ve been here since day one, and we work closely together. She is very empowering, and the special bond we all have helps us to provide exceptional service to our clients.” Finding new ways to add value to clients is a big part of the culture at Divergent. “We are huge on marketing. It’s one of the top things we focus on. We’re not just taking pictures with our cell phones and putting them

A lifetime resident of the Inland Empire, Crystal is a wife and mother of two who enjoys spending time outdoors with her family. She loves the community where she grew up and finds satisfaction in helping others make their home there. Crystal begins each day with a renewed dedication to succeed. “When I first started in real estate, somebody told me that I’d wake up every day without a job. Every morning, that’s what I tell myself. It pushes me harder knowing that I have to prove myself every day. Every day it’s my choice and responsibility to go out and take care of people who are relying on me to help them through the biggest transaction of their lives.” Crystal Unrue Divergent Realty 14241 Fern Ave., Suite A Chino, CA 91710 Tel: 909.373.6073 Email: crystalsellssocal@gmail.com Web: www.CrystalUnrue.com CalBRE #02031370

ExecutiveAgent Magazine

When It’s Time For A Home Office

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. 28

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. 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

ExecutiveAgent Magazine

Written By Nancy Michaels ExecutiveAgent Magazine

HISPANIC REAL ESTATE'S MOST

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HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries... WE WANT YOU!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

Embracing Adversity For Achievement “Show me someone who has done something worthwhile, and I’ll show you someone who has overcome adversity.” Lou Holtz

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Written By Chris Widener uccess in life depends upon being strong, people with clear goals and indomitable spirits. Unfortunately, most of us are not born that way. We grow that way. And that growth can either come from us entering willfully into situations that will cause us to grow, like subscribing to Made for Success, or from the way we react when circumstances come upon us without our consent. The latter is what we call adversity.

Adversity makes us better people with stronger characters. Never underestimate the power of adversity to shape us inwardly. How will courage, discipline and perseverance ever flourish if we are never tested? After adversity, we come out stronger people and able then to use our character and influence in an even greater way to lead those around us and to improve their lives as well as our own.

Most of us spend our lives trying to avoid adversity, and I guess that is just as well. We should not pursue adversity, but when she arrives, we should welcome her as a foe who, though our interaction with her, will make us into better people. Every contact we have with adversity gives us again the opportunity to grow personally and professionally and to forge our character into one that will achieve much later on.

Adversity makes life interesting. John Amatt said, “Without adversity, without change, life is boring.” How true. Have you noticed that while we are in the middle of adversity we only long to get out of it, but we then spend a lifetime recounting it to anyone who will listen? This is because it spices life up a little. Imagine how boring life would be if everything always went well, when there was never a mountain to be climbed.

With that in mind, here are some thoughts on adversity, and how it can help you to succeed in every area of your life and achieve your dreams. Adversity brings out our resources. Horace said “Adversity reveals genius, prosperity conceals it.” When everything is going well, we coast. There is not a lot of stress, and we do not have to draw too much on the resources that reside within us. But when adversity comes we begin to draw upon each and every resource that we have in order to conquer the circumstances at hand. Adversity then, keeps us sharp. It keeps us using our personal muscle, if you will. That is a good thing because we grow through the use of our resources. Adversity brings us together with others. Sure a team can have their problems with each other, but when they on the court, when they experience the adversity of facing another obstacle, they pull together. One for all and all for one, as they say. The next time you experience adversity of some kind, keep your eyes open for how it can bring you together with your family, your co-workers or your team. Then when you are through it, you will find a bond that was created that was not there before.

Here are some questions for you to reflect upon before I close: Q. If you are in the middle of some adversity right now, what resources are you drawing on? Who are you drawing closer to and working with? What part of your character is being tested, and built up? What can you do to view this adversity as one who will be better for it on the other side? Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit – Napoleon Hill 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.

ExecutiveAgent Magazine

Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

11/25/13 6:02 PM

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