JANUARY 2016 S. ORANGE COUNTY by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Inside Features: Kathy Denny CENTURY 21 Award

BALLESTEROS GROUP EXCEEDING EXPECTATIONS

Executive Agents of the Month

Libby Sparks Gold Seal Properties Britt Stenstrom imortgage Nazik Tatavoosian Evergreen Realty

Custom Co-Branded Marketing

Excellent Agent Support

+ +

Incomparable Service

= A Loan For Every Home ... Simple as that.速

Call imortgage today to discover how we can help grow your business!

MORE SATISFIED BUYERS!

MIKE CALVERT Branch Manager 24422 Avenida de la Carlota Suite 110 Laguna Hills, CA 92653 Direct: 949.297.1412 NMLS ID: 174457 mike.calvert@imortgage.com

Executive Agents of the Month

Ballesteros Group First Team Estates/Christieâ&#x20AC;&#x2122;s International

Professional Profiles

Kathy Denny

Libby Sparks

Britt Stenstrom

Nazik Tatavoosian

CENTURY 21 Award

Gold Seal Properties

imortgage

Evergreen Realty

ExecutiveAgent Magazine

January, 2016 - S. Orange County Editorials

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

Keys To Effective Feedback!!! -Tony Alessandra

Remember Me? -Scott Gross ADVERTISERS’ INDEX Alpine Mortgage Planning....................................29

City of Hope............................................................38

Know Your Opening Lines -Sandra Kuhlmann

Guaranteed Rate....................................................9 imortgage...................................................................2 i Photography Studio...............................................25

Kinecta Federal Credit Union...............................13

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

PWAOR...................................................................28 The Termite Guy........................................................3 Ticor Title Company.....................................................40

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

Wells Fargo Home Loans.............................................39

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown

The Four Emotions That Can Leed To Life Change -Jim Rohn

© Copyright 2016 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.

Embracing Adversity For Achievement -Chris Widener

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Written by Haley Freeman

Britt Stenstrom

ince her childhood, Britt Stenstrom has demonstrated two extraordinary qualities that have contributed to her personal and professional success: the ability

to adapt; and a strong determination to win. These are also hallmarks of the culture at imortgage, where Britt is finding renewed fulfillment in her career in home lending.

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We have a loan for every home... simple as that.® Britt was a regionally and nationally ranked USTA tennis player from the age of 10. Between competing in the tennis circuit and her father’s career as an intellectual property attorney, Britt has traveled extensively and relocated several times to different regions of the country. “These experiences bring you a different perspective,” Britt reflects. “I’ve had to be a chameleon and learn to think outside the box. I don’t shy away from something different. I genuinely love helping people live out their dreams of home ownership, and I think my ability to relate to all kinds of people helps me to make that process an easier experience for them.” Britt’s talent as an athlete earned her a tennis scholarship to play at California Polytechnic State University, San Luis Obispo. Not long after she completed her bachelor’s degree and began her career as a project manager, Britt was offered an amazing opportunity at DecisionOne, a wholesale subsidiary of HSBC. There, she excelled as a wholesale account representative, and was ranked among the top one percent of her peers nationally for five consecutive years. She went on to obtain her real estate broker’s license and held several positions in the lending and real estate industries after the market crisis. She eventually decided to apply her professional training to high-level corporate marketing. “It was a major roller coaster ride after the crash,” she says. “I needed to take a step back. I decided to do something totally different, and take all I’d learned over the years and challenge myself. I spent several years with a great company doing print and visual merchandising for large retailers and home builders. I also designed and built visual displays for in-store merchandise and had a chance to build back up the creative passion inside of me.” Then one of Britt’s oldest and dearest friends asked her to join him at imortgage. “He asked me to come back and build something great with him. I felt like everything I had learned at my last job had made me stronger, and I’d always felt there was something missing not being in the mortgage business. I was ready to return to my passion.”

value to customers. I feel like this is the right fit for me, and exactly the opportunity I have been waiting for.” Britt is energized by the industry’s return to “make sense lending,” and by being at a company whose “innovative thinking and new products make it possible to actually help people. I definitely feel like this is a partnership, and I’m building something with a company that has the same values I do. I have the tools, resources and tech innovations to provide great service. And the great thing about being a direct lender is that I have access to a larger platform of products for so many situations that are not available at the big banks.” While the industry may have changed in recent years, Britt’s professional standards have not. She is always accessible, keeps her commitments, and demonstrates creativity and flexibility when responding to challenges. “So many people are quick to say no if the transaction doesn’t fit into a shiny, perfect box. Having a competitive nature, I don’t think you’ll hear many athletes say they like to lose. My clients have confidence that if I say no, I have exhausted every option first. The team here at imortgage works the same way.” Realtors® and clients can rely upon her for on-time closings smoothed by her extensive industry knowledge and conscientious attention to detail. “I am customer-service focused and there for every step of the deal. I definitely know that trust is one of the biggest things in this business. I believe in the saying that ‘trust takes years to build, seconds to destroy and forever to repair.’ I don’t take my clients’ trust for granted.” Britt is enthusiastic about returning to what she believes has become “a better industry. It’s exciting again, and I feel like I can make more of a difference for people now than ever before.”

At imortgage, Britt has discovered a progressive environment where she is inspired to reach her highest potential. “This is a company that cares more about its employees and customers than the bottom line. They make it their mission to provide the resources to be successful and add ExecutiveAgent Magazine

Britt Stenstrom imortgage 24422 Avenida de La Carlota, Ste. 110 Laguna Hills, CA 92653 Tel: 714-745-9390 Britt.Stenstrom@imortgage.com www.imortgage.com NMLS ID 346891

Life is Time… Make it Count!

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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Ben Anderson’s numbers speak for themselves TOP 20

nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION

in closed loans since 2009

Ben can help increase your sales numbers as well. Call him today! Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers. Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

Another loan saved “We were in jeopardy of our escrow falling through and losing the deposit on our new home when our lender wouldn’t issue a final approval due to the complexity of our selfemployed tax returns. That’s where Ben Anderson and Guaranteed Rate came in. With only seven days to finalize our loan before the closing date, Ben and his team didn’t rest until the job was done and gave me a great rate. The whole process was handled very professionally and they truly cared about resolving our challenging situation. We are now living in our dream home. Thank you Ben and Guaranteed Rate!” — Rick & Shelley C.

The Four Emotions That Can Lead To Life Change

motions are the most powerful forces inside us. Under the power of emotions, human beings can perform the most heroic (as well as barbaric) acts. To a great degree, civilization itself can be defined as the intelligent channeling of human emotion. Emotions are fuel and the mind is the pilot, which together propel the ship of civilized progress. Which emotions cause people to act? There are four basic ones; each, or a combination of several, can trigger the most incredible activity. The day that you allow these emotions to fuel your desire is the day you’ll turn your life around. 1) DISGUST. One does not usually equate the word “disgust” with positive action. And yet properly channeled, disgust can change a person’s life. The person who feels disgusted has reached a point of no return. He or she is ready to throw down the gauntlet at life and say, “I’ve had it!” That’s what I said after many humiliating experiences at age 25, I said. “I don’t want to live like this anymore. I’ve had it with being broke. I’ve had it with being embarrassed, and I’ve had it with lying.” Yes, productive feelings of disgust come when a person says, “Enough is enough.” The “guy” has finally had it with mediocrity. He’s had it with those awful sick feelings of fear, pain and humiliation. He then decides he is not going to live like this anymore.” Look out! This could be the day that turns a life around. Call it what you will, the “I’ve had it” day, the “never again” day, the “enough’s enough” day. Whatever you call it, it’s powerful! There is nothing so life-changing as gut-wrenching disgust! 2) DECISION. Most of us need to be pushed to the wall to make decisions. And once we reach this point, we have to deal with the conflicting emotions that come with making them. We have reached a fork in the road. Now this fork can be a two-prong, three-prong, or even a fourprong fork. No wonder that decision-making can create knots in stomachs, keep us awake in the middle of the night, or make us break out in a cold sweat. 10

Making life-changing decisions can be likened to internal civil war. Conflicting armies of emotions, each with its own arsenal of reasons, battle each other for supremacy of our minds. And our resulting decisions, whether bold or timid, well thought out or impulsive, can either set the course of action or blind it. I don’t have much advice to give you about decision-making except this: Whatever you do, don’t camp at the fork in the road. Decide. It’s far better to make a wrong decision than to not make one at all. Each of us must confront our emotional turmoil and sort out our feelings. 3) DESIRE. How does one gain desire? I don’t think I can answer this directly because there are many ways. But I do know two things about desire: a. It comes from the inside, not the outside. b. It can be triggered by outside forces. Almost anything can trigger desire. It’s a matter of timing as much as preparation. It might be a song that tugs at the heart. It might be a memorable sermon. It might be a movie, a conversation with a friend, a confrontation with the enemy, or a bitter experience. Even a book or an article such as this one can trigger the inner mechanism that will make some people say, “I want it now!” Therefore, while searching for your “hot button” of pure, raw desire, welcome into your life each positive experience. Don’t erect a wall to protect you from experiencing life. The same wall that keeps out your disappointment also keeps out the sunlight of enriching experiences. So let life touch you. The next touch could be the one that turns your life around. 4) RESOLVE. Resolve says, “I will.” These two words are among the most potent in the English language. I WILL. Benjamin Disraeli, the great British statesman, once said, “Nothing can resist a human will that will stake even its existence on the extent of its purpose.” In other words, when someone resolves to “do or die,” nothing can stop him.

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The mountain climber says, “I will climb the mountain. They’ve told me it’s too high, it’s too far, it’s too steep, it’s too rocky, it’s too difficult. But it’s my mountain. I will climb it. You’ll soon see me waving from the top or you’ll never see me, because unless I reach the peak, I’m not coming back.” Who can argue with such resolve?

Think about it! How long should a baby try to learn how to walk? How long would you give the average baby before you say, “That’s it, you’ve had your chance”? You say that’s crazy? Of course it is. Any mother would say, “My baby is going to keep trying until he learns how to walk!” No wonder everyone walks.

When confronted with such iron-will determination, I can see Time, Fate and Circumstance calling a hasty conference and deciding, “We might as well let him have his dream. He’s said he’s going to get there or die trying.”

There is a vital lesson in this. Ask yourself, “How long am I going to work to make my dreams come true?” I suggest you answer, “As long as it takes.” That’s what these four emotions are all about.

The best definition for “resolve” I’ve ever heard came from a schoolgirl in Foster City, California. As is my custom, I was lecturing about success to a group of bright kids at a junior high school. I asked, “Who can tell me what “resolve” means?” Several hands went up, and I did get some pretty good definitions. But the last was the best. A shy girl from the back of the room got up and said with quiet intensity, “I think resolve means promising yourself you will never give up.” That’s it! That’s the best definition I’ve ever heard: PROMISE YOURSELF YOU’LL NEVER GIVE UP.

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

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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. 12

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

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Our history is rooted in success — Dedicated to helping our members achieve their dreams.

Photo: Howard Hughes Est. 1940 as Hughes Aircraft Employees Federal Credit Union

Home Financing Solutions: • Discounted Credit Union MI • Direct Lender • 1st/2nd Combo

• Jumbo Loans up to 90% LTV • Down payments as low as 3% down

Contact Me: Erik Jenner Manager, Mortgage Loan Sales tel: 949.253.5337 | cell: 949.293.1237 erik.jenner@kinecta.org NMLS# 38025 www.kinecta.org/ejenner

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Information is intended for 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. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations. 10342-11/15-OCSD

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Written by Haley Freeman

Kathy Denny

athy Denny has made a lifelong career of taking excellent care of the people around her. She lived her â&#x20AC;&#x153;dream careerâ&#x20AC;? as a stay-at-home mother of four, while working part-time as an RN-educator,

teaching childbirth and baby care to expectant parents. When the last of her children left home, Kathy decided it was time to help people in a completely new way, so she signed up for real estate classes at CENTURY 21.

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A Season for Real Estate It takes courage to try something new, and Kathy was determined to give it her all. Leaving nothing to chance, she began coaching with Mike Ferry. “He said only one in 10 people were survivors in this business,” Kathy says. “I made it my goal to be the one in 10 who survives the first year in real estate.” One of nine children, Kathy’s six successful brothers also ignited her spirit of competition. “I thought, I grew up with them, and I know they’re not smarter than me. I can do this.” Kathy didn’t just survive her first year; she shined. Her first client was an all-cash buyer for a million-dollar purchase. “I remember calling my manager and asking what to do. He was the nicest person. He talked me through the whole thing, and gave me the confidence to keep going.” Now she is enjoying the benefits that come from her perseverance and excellent service: referrals and repeat business from delighted clients. “Brian Buffini is my favorite of all of my real estate coaches. His whole model is building business based on referrals. I’ve gotten really busy, and I’m very thankful God has blessed me with so many opportunities to meet and help new people.” Successful people are quick to define their niche. Kathy identified hers early on, and obtained her Senior Real Estate Specialist (SRES) designation. “I relate with people who are in the 50-to-70 range, since I’m from the same era. I’m patient with people, and I really like it when older people tell you their life stories. I want to get to know them, and I really care about them. I think they sense that and feel that I am someone they can trust.” Kathy enjoys working with people of all ages, and becoming a trusted advisor to families as they move through various life stages and transfer their real estate assets. After a neighbor passed away recently, Kathy was contacted by her daughter. “She told me, ‘My mom wanted you to be her agent.’ It’s very gratifying to be trusted with such an important role in someone’s family.”

effort. She attends weekly broker previews, where she not only sees new listings, but has a chance to meet and confer with other agents. “I have a team approach. I need agents who have buyers to bring their buyers to me, and they need inventory. I don’t believe in double-ending; I honestly don’t believe you can represent both the buyer and seller to the best of your ability at the same time. I think it’s better if we work together and both get a commission.” Kathy and her husband, John Denny, have been married for 32 years. “I have a really great husband,” she says, “and he’s a very kind and patient person. Our whole family has always loved playing sports. John is a golfer, and I like to go watch him play at tournaments.” They are looking forward to having grandchildren, but in the meantime, Kathy volunteers at their church teaching communion classes to first and second graders. Kathy has also played tennis for many years, and it is her new goal to take up racket ball. Taking on a new career in this latter part of her life has been an empowering and rewarding experience, and Kathy looks forward to working with the families in her care for many years to come. “Real estate is something you can do and still have a good career ahead of you later into your life,” she says. “I really believe that God has blessed me with every client I’ve had, so I must take good care of them. I feel a sense of peace that this is what I’m supposed to be doing for this season in my life, and I’m enjoying every minute of it.” Kathy Denny CENTURY 21 Award 4000 Barranca Parkway, Suite 110 Irvine, CA 92604 Tel: 949-939-4024 Email: KDenny@century21award.com Web: www.century21award.com CalBRE # 01921102

Kathy’s outgoing nature, her sincerity and years as an educator all contribute to her mounting real estate success. “It’s very important in real estate to make sure and educate clients about what to expect. I explain everything as we go along.” Kathy also cultivates strong relationships with other agents and believes that a seamless closing is a true team ExecutiveAgent Magazine

Know Your Opening Lines

ow often do you ask yourself this question? “What do I say?” Occasionally, we all wonder, “What am I going to say?” More often than not many of us are plagued with this question. For those of us either in a position of leadership or aspiring to be in such a position, how we answer this question is important. “What we say” has direct bearing on how our audience views us, if our listeners trust us, if they buy our ideas, and how generously they allot us their most precious commodity, their time. Earning and holding the attention of listeners is a responsibility of leadership. For not only does a leader need followers, but willing, eager followers and loyal fans. Knowing how to handle the issue of “What do I say?” is one part of effective leadership. Consider the following idea, and I assure you that you won’t be stumped so often by the question, “What do I say?”

The best advice I ever received was… A lesson I learned the hard way was… …grabs the attention of your listeners. From my point of view… From my frame of reference… …helps your audience understand your position. A quote important to me is … From my reading, I have learned… …makes you more interesting. As I stated earlier… My position is… …keeps your presentation focused. I believe… I know… …helps you sound confident.

What’s my idea? “Know your opening lines.” This idea cannot solve all or even most of your presentation problems. Delivering results-oriented presentations is both a skill and an art. However, it can profoundly affect how generously your listeners grant you their attention, their time, and their loyalty. For example, say the following opening lines and consider the results. Experience has taught me… My research indicates… …builds your credibility.

Now, just a few more tips to help you implement this idea. Remember these are your opening lines, not someone else’s. Consider that you won’t have to worry so much about forgetting what you are going to say.

And, be glad that you can relax more and even have fun.

If I have heard you correctly… It seems to be important to you that… …lets your audience know you have been listening

My favorite story is… The best example I can think of is… …makes for attentive listeners.

In summary… To close… …keeps you in charge of the time.

Be assured that your audience will recognize your honesty and admire your integrity as a leader.

You may be glad to know… Here’s an idea that may help… …shows your audience you care.

Could you please repeat your question? Pause and take a breath… …gives you time to think.

One of my values is… My priorities are… …shows character.

In closing, knowing your opening lines may seem simple; however, as you can see, something this simple, once it becomes a habit, can have a profound effect on your listeners and goes a long way to create loyal fans, and eager followers. Sandra Muse Kuhlmann, Ph.D., works with clients on design, development, and delivery of presentations that get results. For additional information on “. For information on how to contact Dr. Kuhlmann for training or consulting, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com. Copyright© 2002, Sandra Muse. Kuhlmann. All right reserved.

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Nomination Form Nominate a fellow REALTOR速 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.

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: 949.366.3349

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Cover Story

BALLESTEROS GROUP EXCEEDING EXPECTATIONS

Executive Agents of the Month

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BALLESTEROS GROUP EXCEEDING EXPECTATIONS

Written by Haley Freeman - Ian Wiant Photographer

amily is the foundation upon which J.J. and Andrea Ballesteros have built their business at First Team Estates/Christies International Real Estate in Laguna Beach. They share the conviction that a home is a sacred place to house your most treasured asset – your family. It is also a means to build the financial wealth that will provide security for those closest to you far into the future. For J.J. and Andrea, real estate is inherently linked to family in another way. J.J.’s grandmother was an agent who owned her own real estate and escrow companies, and his mother has been a Realtor® for more than 35 years. Andrea’s mother is also a seasoned California Realtor® of 26 years. Rather than playing house when she was a little girl, Andrea imagined herself as the CEO of her own company. She eventually yielded to her parents’ prompting and entered real estate when she was 25 years old, conceding

that her family “knows me better than anybody.” Real estate was, indeed, her calling. During her first year at Prudential, she was determined to win Rookie of the Year. And she did. “I’ve always set goals,” Andrea says. “When I first started, my mom coached and helped me. My work ethic absolutely started with her. So many times still to this day I catch myself saying something that sounds just like my mom. I respect her tremendously as a business woman, and J.J.’s mom, too.” Ten years into her successful career, Andrea followed her manager to First Team, where she found yet another connection to family. “When I got into the company, one of the things that really resonated with me was that it is family-owned. I was also amazed by the technology and the owner’s passion for staying current with the marketplace.”

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From left to right: Kaz Bilinski (Sales Agent), Carly Layne (Marketing Coordinator), Andrea, J.J., Rosie Baber (Office Manager), Hunter Morgan (Sales Agent) While Andrea was building her extraordinarily successful real estate business, J.J. was enjoying tremendous success of his own in mortgage lending, where he distinguished himself as the sales manager of a nationally ranked team at Wells Fargo Home Mortgage. In 2015, the duo decided to join forces as a real estate team, united in purpose and action, bent on expanding their ability to help others while holding their family even closer. “While it was difficult to leave such a phenomenal team of people, I knew that I was partnering with the best Realtor® out there. Along with Andrea’s years of experience and proven success, she’s also someone who loves people. She’s fun to be around, and she’s my best friend. I knew this was something we could build together, so the decision was one I knew I had to make.” “J.J.’s willingness to leave his amazingly successful position with its salary and benefits is a testament to how much we believe in each other. We came together in marriage, and we really are best friends and enjoy each other’s

company. We are really similar in a lot of ways, but I admire his strength in knowing how to run a business and inspire people to see themselves where they want to be. I’m very proud to be his wife and partner.” Inspiring people and welcoming them as family is a significant part of what makes the Ballesteros Group so special. The team currently consists of an office manager/ sales coordinator, a marketing coordinator and two sales associates, with plans to add two-to-three more agents in the coming year. “My mom had a vested interest in my success, and it made all the difference for me to have somebody in my corner,” Andrea says. “We want our team to have that kind of support, and we are going to do whatever it takes to help them succeed. There was such a value to what my mom gave me, and I want to give that to all of our team members. We always try to come from a place of abundance, not scarcity. J.J. and I both continue to focus on personal development; we want to be the best version of ourselves.”

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CELEBRATING LIFE’S MILESTONES That positive momentum spills over from the team to their clients. “I’ve spent a lot of time since I’ve been on board revamping systems,” J.J. says. “We want to deliver a better customer experience than ever before. When people ask me what I do, my standard response is that I help people reach their financial objectives through real estate. We want to be their trusted advisors for life, who help them strategically build their real estate portfolios as their needs and circumstances change.” Together, J.J. and Andrea have formulated big goals for their future. “We want to grow in all aspects,” Andrea explains, “in the things we value as professionals and as individuals. We have strong faith, a sense of integrity, and a

team-building culture where everybody prospers. We want to build a team that stands out from other companies, so that people can feel it and want to do business with us. We are focused on developing a luxury team, with a push into ultra-luxury coastal properties. And with that, we want to double our numbers year-to-year.” The Ballesteros Group is well-poised to deliver worldclass real estate representation to luxury buyers and sellers. As one of the top 20 agents in the company, Andrea spent three years participating in a mastermind group with First Team’s founder, Cameron Merage, and is now a part of the company’s Luxury Advisory Group.

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The strategic marketing power of First Team’s Luxury Portfolio combined with their exclusive affiliation with Christies International Real Estate in Orange County conveys unsurpassed international exposure to their elite clients. J.J. explains, “On the luxury side, we understand that many clients want to make sure their house is being exposed to buyers all over the world. We utilize a lot of our resources making sure homes are marketed to the right clientele. In addition to Christies and Luxury Portfolio, we also go to several luxury summits every year, networking with top agents from all over the country and the world.” These relationships often help to facilitate the quick sale of properties off-market, while protecting the privacy of high-profile individuals. Working as a team has also helped J.J. and Andrea to achieve greater work/life balance, reserving more time for their two precious sons, Cruz and Christian. “It means the world to me to be able to drop off and pick up the boys from school,” J.J. shares. “When you have your priorities straight, everything else seems to fall in line.”

“Our business allows us the flexibility to be a family. We live in Laguna where there are a lot of parks and beaches, so we spend a lot of time outdoors. Sometimes we all just lay in the bunk bed and laugh together. We cherish being involved parents and being very present in our sons’ lives. We value marriage, and we value family. That is our priority. And we want to help support those values in the lives of our team members and our clients.” Andrea sums up, “For us, real estate is about the closeness we have with our clients. We get to know their families. We’ve been there with them when they first got married, had their first baby, or had their second baby and moved up to a larger home. It’s not like working. It is so much more than just walking people through a transaction. We want to be the people our clients trust and can rely on to take excellent care of them for each milestone they come to in life.”

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Ballesteros Group First Team Estates Christieâ&#x20AC;&#x2122;s International Real Estate 900 Glenneyre St. Laguna Beach, CA 92651 Tel: JJ- 949-690-3240 Email: jj@ballesterosgroup.com Tel: Andrea- 949-690-5159 Email: andrea@ballesterosgroup.com Web: www.BallesterosGroup.com CalBRE # 01493760 - 01246320 ExecutiveAgent Magazine

Keys to Effective Feedback !!!

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. • 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.

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Written By Tony Alessandra ExecutiveAgent Magazine

Newport Beach

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that offers EXCEPTIONAL SERVICE. JOHN J. REED

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©2015 A division of Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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MAGAZINE

Written by Haley Freeman

Nazik Tatavoosian

azik Tatavoosian is a real estate professional who brings a unique and valuable set of skills to home buyers in Orange, Los Angeles and Riverside

counties. She combines her engineering expertise and passion for the environment to give her clients both socially conscious and financially savvy real estate advice.

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Educated as a structural engineer and specialist in construction material technology at North East London Polytechnic, Nazik was invited to work for a firm in Los Angeles, where she specialized in seismic design and retrofits of existing buildings. During her career as an engineer, Nazik had the opportunity to work on many recognizable buildings in the LA area, including the set for the television show General Hospital. Later, Nazik obtained her LEED AP certification and applied her expertise to green energy design of commercial buildings. She helped to formulate the considerable sustainability initiatives implemented by LAX, the Los Angeles Convention Center and the Hyperion water reclamation plant, among others. Nazik felt compelled to share her energy-saving expertise with homeowners, so she acquired her real estate license. Today, she brings extraordinary value to her clients with advice about how to increase a home’s energy efficiency, or how to cost-effectively renovate a property and turn it into the home of her client’s dreams. Her expertise benefits her clients in countless scenarios. Her ability to acquire and interpret architectural and landscape plans, for instance, saved one buyer $1,500 in inspection fees when they needed to identify the locations of three septic tanks on a ten-acre property. While Nazik is a zealous environmental advocate, she also cautions home owners to be wise about both how they spend their dollars and how they evaluate the environmental impact of the improvements they are considering. She advises consumers to be well-educated and choose qualified contractors when doing energy-saving upgrades like solar installation. “Installing solar panels is not so much a matter of how many panels you use, but at which angle they are placed,” Nazik explains. “If they are in the wrong place and at the wrong angle, you may be wasting your money. I tell clients you also need to calculate how much electricity you are using versus the money you are investing. If it is a small home, it may not make economic sense to go solar.” She offers more practical advice, “If you want to save energy, first, change the windows. Old air conditioning systems can also be very inefficient. I also recommend new appliances. But it is important to buy quality appliances, because even new ones can go bad very fast. If you have to throw it away after four years and it ends up in landfill, you could be harming the environment rather than helping it.” Nazik also counsels that while homeowners associations often get a bad rap, remember they are reinvesting

in communities by contributing to neighborhood safety, cleanliness, and environmental projects. All of these lead to better quality of life for residents and retention of property values. Her clients are enthusiastic about sharing their experiences and referring their friends and family. One recently said, “Words cannot describe how wonderful Nazik is. She is very experienced and she is also an engineer so she really knows her stuff when it comes to the structural integrity of a property. She sincerely cares about her clients and it shows. She is a fierce negotiator while still remaining friendly and amiable. I will use her again and I will refer all my family and friends to her. I know dozens of Realtors® and she is by far the best I have ever met. Do yourself a favor and use Nazik, you won’t regret it.” Another said, “Nazik’s name came to us highly recommended. We were looking for a Realtor® with the knowledge and patience to help us find the perfect first home. Not only did Nazik follow through, she exceeded our expectations. We felt that her technical background provided another insight when viewing houses that we found very helpful. Ultimately, she made us feel at ease with no pressure which was important for our first time home buying process.” In addition to her dedication to environmental issues, Nazik is also an active member of the Armenian Relief Society and the Orange County Armenian Professional Society, two organizations that serve humanitarian interests of people around the world. She is also a musician who enjoys playing instruments whose voices are not often heard in the Western world, including the Zither, Daff and Tombak. “I want people to be homeowners, not renters,” Nazik says. I have such a sense of achievement when I see someone’s pride of ownership. I believe in real estate, and I always encourage people to buy, not sell. If they can hold on to their property and buy another one, it will be better for their future. In California, real estate is gold.” Nazik Tatavoosian Evergreen Realty 27802 Vista Del Lago Mission Viejo, CA 92692 Tel: 949-584-5823 Email: Naziktata@gmail.com Web: www.homesbynaziktata.com CalBRE # 01900424

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Remember Me? I

f there is a single way to cement a relationship with a customer, it must surely be the promise that they will be remembered. There is nothing, not quality, not price, not convenience that will draw a customer like the promise of being remembered.

“Yes, ma’am, although the T. is silent,” I grinned at the thought that someone would remember me from four years earlier.

I like to eat at the Cowboy Steakhouse in Kerrville, Texas. It’s my favorite place on the planet. Is the food good? Of course! And the service is always first-rate. Is it the best restaurant anywhere, even the best in Kerrville? Who knows! All I can tell you is that I like it. And if you show up knocking on my door and want to take me to dinner, you can bet I’ll ask for the Cowboy Steakhouse.

“Thanks! That always makes me feel special. Being remembered is the best compliment of all.

Why? Probably for the silliest of reasons - they remember me. I may not be famous in your town (heck, I’m not famous in my own). But I am famous at the Cowboy Steakhouse (everybody is!) and that’s where I like to eat. I can count on a hug from Lorrie, and I know that Nancy will remember that I want the chicken and I don’t want foil on the baker, and that a gallon of water will just get me started. We flew into Cincinnati to visit my grandmother and called the folks at Thrifty for a car. We hadn’t planned on stopping, we were just ahead of schedule and flying east of our intended route to avoid bad weather. So we had no reservations. No problem. The folks at Thrifty came through. What made the transaction special was Cathy. Several years ago I spoke to the Thrifty annual convention and they bought a bunch of the original Positively Outrageous Service books. I signed the books, had a great time speaking to the crowd and, like too many engagements, went about my merry way. Cathy was walking by the counter just as the customer service representative asked my name.

“I loved your book!”

When we said our good-byes and stepped out to find the economy car that we had rented, there waited a jazzy, berry-colored convertible, no extra charge. I don’t expect special treatment. In fact, it’s a little embarrassing to be given red carpet treatment for what seems to be no reason at all. Hey, I was paid to speak to Thrifty. I already got mine and here they were treating me like visiting royalty. I’ve washed more cars than I’ve rented! But the real treat was not in the jazzy car, it was in being remembered. If you want to make a customer feel special, remember them. People like to do business with people who remember them and attempt to respect their special needs and tastes. If remembering is the best thing you can do, forgetting must be the worst. T. Scott Gross is a speaker, consultant, videographer and lifelong restaurateur. Best known as the author of the best-selling business book, “Positively Outrageous Service”, his latest book is “Leading Your Positively Outrageous Service TEAM.” Copyright© 1999, T. Scott Gross. All right reserved. For additional information, please contact The Frog Pond Group at 800-704FROG (3764) or email: susie@frogpondgroup.com; http://www.frogpondgroup.com.

“Scott Gross, “ I replied. Cathy stopped, smiled and said, “Would that be T. Scott Gross?”

ExecutiveAgent Magazine

Written By Scott Gross

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E XECUTIVE AGENT

MAGAZINE

Libby Sparks

mbitious. Innovative. Confident. These all describe Libby Sparks, broker/owner of Gold Seal Properties, and are the qualities that make her a superb Realtor速. Throughout her 30-year career in real estate, she has

Written by Haley Freeman

demanded excellence from herself, earning her the trust and referrals of the most discriminating residential and commercial clients.

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A Cut Above the Competition Libby’s mother, Emma, is a retired real estate broker and founder of Gold Seal Properties. At first, Libby resisted Emma’s encouragement to become a Realtor®. “My mother said, ‘What will it take for me to convince you to go into real estate?’ I had my license already, but I didn’t want to give up my job. I asked for something I thought she couldn’t perform, so she wouldn’t bug me about it again. I asked for a red BMW.” Libby’s tenacity was rewarded, and it would not be the last time. Two months later, Libby drove her red BMW to her new office at CENTURY 21. She soon obtained her broker’s license and went out on her own, before finally acquiring her mother’s company. “When she decided to retire, I took on the company to honor her. ‘Seal’ is actually the first letters of all of our names, mine and my brother and sisters: Stephanie; Emalyn; Alvale (who goes by Bill); and Libby. I wanted to preserve this legacy for our family.” Early in her real estate career, Libby decided that she was not content with being average. If she was going to be a Realtor®, she wanted to be at the top of the industry. “I was never really satisfied with small commissions. I thought, how do I get into the high-end market? I started networking and saying that I only do high-end real estate. Over time, people saw me that way. When people would tell me what they were looking for, I would read up on it and learn how to do it. I never turned down a job.” Libby is also well-traveled, with a first-hand appreciation and respect for diverse cultures. Her life experience combined with her determination to perfect her expertise, earned her the trust of both domestic and foreign clients in the luxury market. In time, Libby’s success opened doors to opportunities in the commercial market, and again, her bold determination was rewarded. “I had always been intimidated with commercial, and I don’t like being intimidated by not knowing something. I was referred to one of the top 10 healthcare providers in the country by one of my clients, and that is how I got into commercial real estate.” Due to her exceptional handling of that one opportunity, Libby has built a niche in commercial healthcare facilities, with a special emphasis on skilled nursing facilities.

the emerging opportunities in short sales. Again commanding the courage to step outside the norm, she began acquiring the email addresses and even cell phone numbers of the CEOs of major mortgage banks, and sent her files directly to them with a request that they be expedited. Her strategy resulted in an unprecedented average closing time of 45 days. A RE/MAX office in Pasadena was so impressed with her performance, they outsourced all of their short sale transactions to Libby. Libby is not only a savvy business woman with unparalleled expertise in complex real estate transactions, she is also a caring individual, whose honesty and dedication are manifested in her contributions to her community. She is an active member of Saddleback Church, where she volunteers as an usher during Saturday services and also contributes to the meals ministry for members in need. Her greatest focus, however, is on caring for her 16-year-old son, who has aspirations of becoming an aerospace engineer. Libby is also an avid tennis player, who combines her love of the sport with her passion for travel. Last year, she attended the Australian Open, and her next goal is to go to Wimbledon. Libby’s business is 100 percent referral-based. Her reputation for professional excellence in both luxury residential and commercial healthcare markets are known literally around the world. “I always put 200 percent of myself into my transactions. When clients call, I am always there. For my overseas clients, I tell them if they have something bothering them, they can call me even if it is the middle of the night. I always make sure they hear my voice and I can put them at ease by giving them the information they need. I do that for everyone, no matter how big the house. That’s what sets me apart from everyone else.” Libby Sparks Gold Seal Properties 34 Maple Leaf Mission Viejo, CA 92692 Tel: 949-370-8395 Email: LibbyCS@att.net CalBRE # 00925370

When the housing crash disrupted the momentum of many industry professionals, Libby prospered. Always a creative thinker, an enterprising Libby quickly identified ExecutiveAgent Magazine

Embracing Adversity For Achievement

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

ExecutiveAgent Magazine

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.

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?

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.

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

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Financing to make you feel at home

Prin Coa

My Hoang Sales Manager 714-356-8991 NMLSR ID 453285

Nathan Lindsey Home Mortgage Consultant 714-394-0506 NMLSR ID 665133

Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058

Mark W. Bowman Home Mortgage Consultant 866-531-3229 NMLSR ID 450934

Kathy Niemczyk Home Mortage Consultant 714-934-2065 NMLSR ID 433497

Mary C. Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573

Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844

Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697

Robert Michael Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240

Christopher James Preston Home Mortgage Consultant 714-323-8825 NMLSR ID 490895

Brigitte Golay Haberl Home Mortgage Consultant 714-396-5590 NMLSR ID 899374

Kevin Thach Home Mortgage Consultant 714-454-9810 NMLSR ID 455195

Devon Doan Home Mortgage Consultant 714-767-5664 NMLSR ID 754683

Yoona Kim Home Mortgage Consultant 714-886-7484 NMLSR ID 461746

Lorena G Rodriguez Home Mortgage Consultant 714-625-6100 NMLSR ID 419125

Information is accurate as of date of printing and is subject to change without notice. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. ÂŠ 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1386180 Expires 11/2016