JANUARY 2016 SAN DIEGO by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Sharon Davis Executive Agent of the Month

Inside Features: James Hoff Bullock-Russell Real Estate Kent Palmer imortgage

TAKING CARE OF OUR REALTOR® PARTNERS AND THEIR CLIENTS When you work with imortgage, you get a lender invested in your success because our success comes from your referrals and repeat business. You have our full attention. We’re working to earn yours with outstanding customer service and a loan that satisfies your clients’ needs for a competitive rate, great terms and a fast closing.

IMORTGAGE IS A GREAT CHOICE FOR YOU AND YOUR CLIENTS: •

•

We’re one of the top-five private mortgage lenders* in the U.S. Your clients get access to better pricing, terms and specialized loan programs that many lenders just can’t offer. imortgage customer service is ranked number one for 2014, according to Eliant,*** an independent third-party that surveys homebuyer experiences nationwide.

•

imortgage ranks among the top five** California lenders for purchase business.

•

As a Direct Lender for Fannie Mae, Freddie Mac and Ginny Mae, imortgage offers your customers faster approval times, faster underwriting and faster closings.

•

Cutting-edge marketing support will impress your sellers and help attract new ones.

Let The Patterson Team take great care of your clients! JEREMY PATTERSON Loan Consultant 7777 Alvarado Rd., Suite 701 La Mesa, CA 91942 Direct: 858.602.6608 NMLS ID: 262395 jeremy.patterson@imortgage.com Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10262015. * Source: Mortgage Executive Magazine 2014 lloanDepot.com LLC dba imortgage. ** Ranked by unit volume for 2014. Source: Marketrac Lender Profile Report 2014. © CoreLogic. *** 2014 Survey results from independent, third-party Eliant Survey System.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

January, 2016

San Diego

Editorials

Cover Story

14 - Tony Alessandra:

Keys To Effective Feedback!!!

26 - Scott Gross: Remember Me?

10 - Sandra Kuhlmann: Know Your Opening Lines

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

ADVERTISERS’ INDEX City of Hope..................................35

06 - Nancy Michaels:

When It’s Time For A Home Office

Life Is Time...Make It Count!

Sharon Davis

The Termite Guy................................9 Veterans United ..............................36

28 - Jim Rohn:

Executive Agent of the Month

i Photography Studio.................23 - 31 PWAOR..........................................30

24 - Sue Pistone:

imortgage....................................2

The Four Emotions That Can Leed To Life Change

32 - Chris Widener:

Embracing Adversity For Achievement

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

12 James Hoff

Bullock-Russell Real Estate

Kent Palmer

imortgage

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E XECUTIVE AGENT

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Finding New Motivation Written by Haley Freeman

nyone who has been in their profession for more than 20 years knows that it takes continual effort to maintain a fresh and enthusiastic approach to business. Kent Palmer, certified mortgage planner at imortgage, has made 2015 a year of extraordinary revitalization and personal growth. Now in his 25th year as

an industry professional, he has opted to invest in himself and his business, infusing new energy into a familiar routine. After the mortgage meltdown a few years ago, Kent experienced an epiphany in which he realized that he had more to offer as a professional. “I started thinking about how many people out there, more than ever really needed quality guidance and direction about the right program, interest rate and strategy for buying a home, which encompasses their long and short-term goals. There are so many people I could be serving by helping them make decisions that will have a lasting impact on their families and financial well-being. When I switched my focus from saying YES to all potential business, to building meaningful lasting relationships with fewer partners, I found new motivation in my work. I’ve turned my career into a passion for serving my clients, which has resulted in more referrals and higher volume.” Sometimes, finding new motivation means going back to basics. “About a year ago, I decided to get back into business coaching,” Kent says. “Through coaching, I set a large goal and put a business plan together for the first time in years. Business is up 300 percent from last year.” With the help of Sales Coach Todd Duncan and Presentation Coach Roberto Monaco, founder of the company Influencology, Kent greets every day with new excitement, his mind focused on what he needs to do to generate the leads and referrals necessary to meet his goals. “Plugging back in to coaching has given me the accountability and the game plan I needed to create the results I already knew I was capable of. People want to work with others who are passionate about what they do.”

Kent Palmer ExecutiveAgent Magazine

We have a loan for every home... simple as that.® As Kent creates the systems to sustain his remarkable momentum, he is making it a priority to also “maintain an incredible experience for clients. I don’t want us to get so busy that we forget why we’re doing this in the first place.” Kent’s efforts have certainly been noticed by customers. Independent client satisfaction surveys conducted by Eliant put Kent in the top 10 in the company, with a satisfaction rating of 98 percent. “That high of a satisfaction rating is 100% credited to my team. They’ve done a phenomenal job this year, and under a lot of pressure I’ve put on them to become the best.” His team includes “right hand,” Rosemary Vazquez, who is the point of first contact for clients. “When leads come in, she gets things rolling and sets up face-to-face interviews. Going into next year, this is going to be our signature. We are going to try to have 100 percent of our loan presentations in person, or at least on Skype. We want to fully educate our clients about the process, give them reason to develop trust, and to see how we set ourselves apart from the competition. We can really break down the barriers and fears by being fully transparent. It puts a face and personality to the name.”

a while,” he says. “It reminded me how much stress there is during all stages of a transaction. I am really trying to find ways to take the stress off of clients so they can have fun and feel the excitement of looking forward to their new home.”

Jessa Valdez is the team’s processor. “She does an incredible job of keeping transactions on track and closing ahead of schedule. We will likely add one or two more team members in the coming year for marketing and database management. Our growth gives me the option to focus on the things I love to do – like business development and networking. We are working with more professional referral partners – attorneys, financial planners, CPAs – and we consider them a part of our team. We want to add new pillars to our business.”

Kent is determined to create a unique and positive experience for his clients. He is optimistic about the many lending options that are again available to consumers, opening the door to home ownership for people in all kinds of circumstances. “Banks can’t survive without people buying homes, and the economy can’t survive without the industry going forward. I am excited about helping people invest responsibly and attain the quality of life they want for their families.”

Kent’s many years of industry knowledge help him guide home buyers to innovative solutions they may not encounter elsewhere. “We are one of the few companies that does renovation loans. Sometimes a buyer wants a certain location, but hates the houses available. Using these programs, they can create the home they want in the location they like. It’s a different approach and brings value to Realtors® by expanding their search for buyers and getting more value for sellers.”

Kent Palmer imortgage 7777 Alvarado Rd., Ste. 701 La Mesa, CA 91942 Tel: 619-928-0129 Email: Kent.Palmer@imortgage.com Web: www.imortgage.com/kent.palmer NMLS ID 262983

Kent and his wife, Angie, recently sold their home after their grown daughter, Cassie, moved out on her own. “I hadn’t personally bought or sold a primary residence in quite

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. 6

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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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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E XECUTIVE AGENT

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Written by Haley Freeman

James Hoff

ames Hoff is a legacy sales professional, inspired by a father and grandfather who were both role models for delivering customer service with passion and integrity. After James earned his degree in sociology from USC, he embraced his heritage and excelled in a number of sales positions with notable companies. At times, he created his own opportunities within these organizations, as when

he accepted a customer service position at Callaway Golf Company and tenaciously worked his way up to inside sales. When he left only four year later, James was managing the second largest territory in the company. Fulfilling his desire to work in outside sales, he went on to become the New Balance account manager for the Southwest territory, increasing sales by 1,300 percent in just six months.

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In spite of James’ many successes, he was disheartened by the pressures of the corporate world, characterized by barriers to service delivery and the inability to command his own destiny. James explains, “I had always been intrigued with real estate, and thought I would always invest throughout my life and then one day get my license when I was ready to retire from whatever I was doing. To me, real estate was the most fun job on the face of the earth.” Finally, James had an epiphany. “I decided, why retire from a job that doesn’t make me happy, when my whole life could be fun?” James’ wife, Erin, is a transaction coordinator and also a licensed Realtor®. Together they decided the time was right, and James began preparing for his new career. “I finally said, I’m gonna do it. Once I did, there was no turning back. This is the best job ever. For the first time, I don’t just love my position, I love the product I’m selling.” James began his real estate career with a top-producing team of agents at Keller Williams. He applied the same initiative and determination he had working for large companies, but this time, he was fueled by an even greater desire to succeed in a business of his own making. “The Agent Alliance OC team was doing about 40 percent of the volume in that office. They weren’t really inviting new agents to join them, so it was a privilege to be invited to be a part of that.” Last year, team leaders Flo Bullock and John Russell struck out with their award-winning team to form their own brokerage of 30-plus agents, Agent Alliance OC. James remains a part of the core branding team, Bullock-Russell Real Estate Services, and he and his six colleagues continue to bring unparalleled service to clients in and around Orange County. This outstanding team closes over 100 homes per year, with annual sales over $100 million. James describes what makes this synergistic group so amazing, “You’re only as good as the people you associate with. We all bring very different skill sets to the table, and we’re all successful independently and as a group. We all approach things differently, and we leverage those differences to support one another. As a company, what we have behind the scenes also makes us different and special. We have an in-house marketing department and on-staff graphic designer, and we can bring a property to market in less than 24 hours if we need to.”

The team’s experienced leadership ensures that every detail of a transaction is expertly attended. “Our broker is our contract manager who reviews every offer and every contract on any transaction to make sure there is always another set of eyes on things. It means reviewing three-to-four thousand contracts a year to close 100 transactions.” Independent professionals of the highest quality support the team and are committed to its objectives, including a photographer and transaction coordinator. “My wife, Erin, is our TC. Everyone loves her, and although she is an outside contractor, we choose to associate with and hire her on our transactions because she is a great representative of our brand. We realize that the people we hire are a reflection on us, and our associates make us look good.” James says his formula for success is really a simple one: self-discipline combined with a determination to put the best interests of clients first. He constantly strives to sharpen his expertise, while remaining authentic and relatable. James and Erin have two little girls with whom they spend their precious hours away from work. Their three-year-old is already a Realtor® in training, who says she “wants to be just like daddy and sell houses.” James is exceptional at what he does because he loves it, and as a result, he immerses himself in it. “It is fun and an absolute pleasure to work with just about everyone. But this is also a serious business. I breathe it, I dream about it and I live it every day. I’m the guy who will always work hard because I care about people and building quality relationships that last.” James Hoff Bullock-Russell Real Estate Services 30342 Esperanza Rancho Santa Margarita, CA 92688 Tel: (949) 697-7755 Email: James@bullockrussell.com Web: www.BullockRussell.com CalBRE # 01924314

BULLOCK RUSSELL

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real estate services Presented by James Hoff

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

Sharon Davis Executive Agent of the Month

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Sharon Davis Written by Haley Freeman - Ian Wiant Photographer

haron Davis delivers dreams. She has dedicated a career to the art of “finding home” through the aspirations, wishes, ambitions and ideals of those she serves. Sharon sees home as the most precious gift, truly heaven on earth! With that kind of passion, it is no wonder that Sharon has been among the top one percent of agents nationwide since she began her career with Coldwell Banker Residential Brokerage more than 30 years ago. Although her office is filled with decades of awards and trophies, Sharon says, “The real treasures in my life are the people I’ve kept and who have kept me too.” A native of Denver, she grew up in La Mesa where she attended St. Martin of Tours Academy and Helix High. She entered the workforce at only 14 years old, and

was the manager and buyer of a boutique in Grossmont Shopping Center by the time she was 18. As the third of eight children, Sharon’s early life taught her many things: hard work; discipline; resourcefulness. “I soon realized that being responsible early in life gave me a huge advantage. I understood how to run a house early, and being a big sister comes naturally for me in any relationship. As a child I loved playing house and I still do. House leads to home – and home is the cherished place I have the privilege of helping create every day! Being a big sister was the best training I could ever have had in anticipating the needs of others.” A client recently asked Sharon, “How do you know what I need before I even know it?” Boundless energy, empathy, and enthusiasm go into the art of exceeding her clients’ expectations.

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It was Sharon’s father who suggested she go into real estate. Sharon chose Coldwell Banker Residental Brokerage because she recognized the biggest brokerage company in the world was the place that could give her the best education. She made the most of the training, along with the mentoring that came from friendships with seasoned agents – her “big sisters” in real estate. “I was fun and young, and they were older and smarter. We traveled together to faraway, glamorous places for Coldwell Banker seminars and made life long friendships.” Passionate about real estate, Sharon goes beyond selling houses; she creates homes. “I understand a house and I know who is going to buy it and why. I can usually pick the buyer out ahead of time, and then market and prepare the house for that buyer.”

As evidence of her nearly prescient ability, she tells the story of a large ranch house she recently sold. She imagined it being the perfect home for a family of five, with two girls and a boy. Sharon staged the home with that family in mind, going so far as to paint an old table, and place it in the backyard playhouse, all set for a tea party that would make Alice in Wonderland feel envious. Sure enough, it was a family of five who bought that home, a family with two girls and a boy. Some would say that extraordinary creativity, connection with her clients and understanding of her marketplace make Sharon something more akin to a fairy godmother. She would say that doing her job well requires nothing less. Sharon captures the heart of each home through her inventive and sophisticated marketing. Few Realtors® come close to flexing the mighty marketing muscle that she is known for.

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Dreams for Sale Sharon’s patience, integrity and commitment are generously praised by her clients. One recently wrote, “We just moved into the most spectacular home and there is only one reason we live here. Sharon Davis. After hearing us share our dream, Sharon insisted we take a second look at a home we saw in the first week of hunting. It had a lot of work to do outside so we had dismissed it. She told us she saw in it all the things we’d been saying we wanted. This is what she said: “Houses are like cakes – you’ve got the cake itself and you’ve got the icing on the top. The first house you thought you wanted and lost had terrific icing – but the cake was just so-so. This house is a perfectly baked cake – it has all you want – you just need to ‘ice’ it. “We are in heaven in our new home. It is exactly what we really wanted. Sharon had the vision to help us see more clearly when emotions and other things got in the way. She really does deliver dreams!” Her expertise is so vast, she makes the complexities of a real estate transaction look simple, saving her clients time, stress, and money.

Happily, Sharon is also living her own dream. She describes her husband, Curt, as “the hero of my life and Super Dad.” Sharon and Curt struggled with infertility for many years. “Curt and I now have three kids: Bonnie, Tyler and Emily. Having kids late in life was perfect for me! I am in heaven being a mom, volunteering at school and in the community. Parties and entertaining has now turned in to adventurous play dates. Real estate is the perfect job for a mom. I serve the East County from La Mesa to Alpine, so I am always within 15 minutes from home.” Sharon’s personal and professional lives converge in her love for home design and landscaping. “Curt and I are often told that we are like the Chip and Joanna Gaines of the HGTV ‘Fixer Upper’ show. We love the beach, and we love spending time there fixing up our beach houses/ vacation rentals.” ExecutiveAgent Magazine

Her hobbies include photography and baking. Since she was 14, her cookies have been in demand. “A few decades ago, I started giving away my chocolate chip cookies to my clients at Christmas. It grew and grew into this major holiday effort. Soon, I just gave away the cookie dough and folks loved baking them at home. Clients begged me to put the dough in stores, so I did.” Sharon looks forward to continuing with her sweet hobby.

The depth of her experience is truly priceless. Sharon’s beliefs stand her apart – her belief in the incomparable joy that comes from helping fulfill a dream, and in the pride that comes from living under a roof of one’s own, humble or grand. She understands that dreams come in all shapes and sizes, and gives herself wholeheartedly to delivering each and every one.

Although Sharon has earned many honors during her career, she considers the life lessons and friends she has made along the way to be her real rewards. “I have been honored to serve so many amazing people,” she says. “When you share ‘home’ with someone, on any level, it is truly intimate, and I feel so blessed to be a part of their adventure.” ExecutiveAgent Magazine

Heather Starr Photographer

Sharon Davis - Coldwell Banker Residential Brokerage 9332 Fuerte Dr., La Mesa, CA 91941 Tel: 619-977-7172 Sharon@SharonDavis.com - www.SharonDavis.com CalBRE #00758751 ExecutiveAgent Magazine

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.

ExecutiveAgent Magazine

Written by Sue Pistone

ExecutiveAgent Magazine

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

ExecutiveAgent Magazine

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. 28

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.

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.

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

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

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