January-SOC by Executive Agent Magazine

Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

I NSIDE F EATURES: BRENT F ROHOFF Veranda Realty

RYAN G RANT imortgage

Friendly, expert service from your local home loan professionals

The professionals at MetLife Home Loans, a division of MetLife Bank, N.A., are committed to helping homeowners and homebuyers find loan options that fit their needs. Whether purchasing a new home or refinancing, we can help find a solution. For more information on how we can assist you, contact a member of our team today! John J. Reed Area Director 949-812-3410 jjreed@metlife.com

Alan Cipolletti Sales Manager 949-812-3500 acipolletti@metlife.com NMLS 653005

Alex Pirro Sales Manager (714) 227-4229 apirro@metlife.com NMLS# 491660

Dong Chau Mortgage Consultant 949-278-3404 dchau@metlife.com NMLS 653016

Mai Vo Mortgage Consultant 949-278-2756 xvo@metlife.com NMLS 653017

John W. Wheaton Mortgage Consultant 949-812-3416 jwheaton@metlife.com NMLS 653018

Janice Eckles Mortgage Consultant 866-530-2386 jeckles@metlife.com NMLS 653004

Lillian McBee Mortgage Consultant 949-812-3414 lmcbee@metlife.com NMLS 384875

Carlton Long Mortgage Consultant 714-718-2253 clong1@metlife.com NMLS 653019

Steven Spriggs Mortgage Consultant 800-463-7656 sspriggs@metlife.com NLMS 40020

Edna Austin Mortgage Consultant 949-812-3468 eaustin@metlife.com NMLS 283761

Maridee Bryant Mortgage Consultant 714-470-1881 mmbryant@metlife.com NMLS 653007

Larry Valencia Mortgage Consultant 562-236-7532 lvalencia@metlife.com NMLS 254418

Michelle England Mortgage Consultant 949-338-5621 mengland@metlife.com NMLS 491641

Christina Yang Mortgage Consultant 949-812-3425 ckyang@metlife.com NMLS 410177

Lynn Nelson Mortgage Consultant 949-812-3415 lnelson1@metlife.com NMLS 653022

5 PARK PLAZA, SUITE 650 | IRVINE, CA 92614

For business and professional use only. Not for consumer distribution. All loans subject to approval. Certain conditions and fees apply. Mortgage financing provided by MetLife Home Loans, a division of MetLife Bank, N.A. Equal Housing Lender. 1112-4610 ÂŠ 2011 METLIFE, INC. L1110141967(exp1211)(All States)(DC) PEANUTS ÂŠ 2011 Peanuts Worldwide

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Magazine

contents JANUARY, 2012

Cover Story

VOL. 4 NO. 1

Editorials

36 - Tony Alessandra: Sense of Humor

28 - Kare Anderson: How Do You Get And Keep Enthusiasm?

Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com

ADVERTISERS’ INDEX Advantage Title.................................11

22 - Anne M. Bachrach: The ‘Key’ To What Really Motivates You To Achieve Your Dreams!

Escrow Leaders..................................24 imortgage.................................13 i Photography Studio..........................39

32 - Jim Rohn: 5 Marilyn Read Executive Agent of the Month

Kinecta Federal Credit Union............19

Attitude is Everything

MetLife Home Loans..........................2

16 - Chris Widener:

NAHREP..................................34

Your Attitude-You Choose PrimeLending....................................25

26 - Dirk Zeller:

Prominent Escrow............................12

Time Mastery

PWAOR................................38 Realty ONE Group.............................40 The Termite Guy................................30

Wells Fargo Home Mortgage.............31

Brent Frohoff

Windermere Real Estate....................18

Veranda Realty

Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2011 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.

14 Ryan Grant imortgage ExecutiveAgent Magazine

NO MINAT I O N

FORM

E XECUTIVE A GENT EXECUTIVEAGENT Ê

MAGAZINE

Nominate a fellow REALTOR® to be profiled 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 or affiliate. 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. Nomination form I nominate:

NAME:______________________________ COMPANY:__________________________ ADDRESS:___________________________ ____________________________________ CITY/STATE/ZIP:_____________________ ____________________________________ PHONE:_____________________________ E-MAIL:_____________________________ REASON:____________________________ _____________________________________ _____________________________________

MAIL, Fax or E-mail:

ExecutiveÊAgentÊMagazineÊ 2929 Calle Frontera San Clemente, CA 92673 Phone (949) 366-3349 Fax (949) 266-8757 info@executiveagentmag.com

_____________________________________ Submitted by: NAME:______________________________ COMPANY:__________________________ PHONE:_____________________________ E-MAIL:_____________________________

Cover Story

Executive Agent of the Month

ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa Ian Wiant Photographer

eal estate professional Marilyn Read can’t hide her prejudice: there’s no denying that the longtime Lido Isle resident finds her community to be among the most desirable in Southern California. “It’s so beautiful, and I know the island backwards and forward,” she smiles. A former educator who appreciates the opportunity to make a difference in the lives of others, she’s made it her mission to represent Lido Isle’s real estate with knowledge and exceptional customer care, and to work with clients in home and sale purchases throughout the surrounding communities. Marilyn’s move into real estate came after the UCLA graduate spent years as a third grade teacher. While she loved her profession, the time came when she was ready for a change. She attended night school, earning her real estate license with the encouragement of a broker/owner friend who assured her that she’d be a great fit for the business. With his mentorship and her proactive approach to business, she thrived. “I knew real estate was for me because I really love working with people, building an understanding of who they are and what they need, and then helping them to accomplish their goals,” she reveals. Years of classroom teaching had enabled Marilyn to hone her interpersonal skills; translating them to adults was a natural progression, and she readily gained the trust and respect of her clients, who appreciated her hands-on method and diligent work ethic. From the onset, Marilyn employed a highly professional approach to her business. She invested in the support of an administrative assistant, who ensured that clients were never left with unanswered questions or concerns. She cultivated unique partnerships with her clientele,

engaging in thoughtful dialogues designed to facilitate honest and open communication. “When you’re selling a home, it’s not just about a timeline or a price point,” Marilyn explains. “I need to understand the motivation behind a transaction so that I can put together a solid sales and marketing plan.”

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Professionalism, Island Style She launches each sale with a question: “What can we do as a team?” Designating accountability for herself and her clients ensures that everyone continues to work together toward a common vision. Marilyn solicits feedback throughout the transaction, soliciting input on everything from advertising photos to open houses. “My clients know that I’m working for them,” she states. “If something isn’t working, we can adapt accordingly.” When she represents a listing, Marilyn “does it like no other.” Her comprehensive and straightforward approach, she explains, has allowed her to achieve consistent results. “I look at each property as if I was a prospective buyer,” she reveals. “What would appeal to me?” To that end Marilyn employs the assistance of a professional photographer, who captures the lifestyle and distinct beauty that each home represents. “In today’s real estate market, exquisite photos are key to attracting the attention of prospective buyers,” reflects

Marilyn. To ensure that her listings are well-viewed she utilizes comprehensive print and online outlets to reach consumers and other real estate professionals. She’s also a proponent of open houses, particularly within the tightknit community of Lido Isle. “I believe it’s important to take advantage of word-of-mouth advertising,” she explains. “Many residents here know people who are looking for beach houses.” By exploring a range of marketing options and outlets, Marilyn greatly increases the exposure and salability of every listing. While she represents buyers and sellers throughout Orange County, Marilyn is particularly well-versed in the Newport Beach market and the properties situated throughout Lido Isle. As a resident for over 35 years, she is intimately familiar with the unique amenities and features that distinguish each home. Understanding how lot sizes and exposure impact each home’s value has earned Marilyn a reputation as an area expert. In addition to fielding questions from clients and consumers, she is also a point person for regional colleagues.

Marilyn with her husband Richard, and their eight grandchildren

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“I get calls from other agents to talk about pricing and home options,” she notes. “I’m always glad to help others, to share information on the schools, amenities and residences on our island.” Her knowledge is incomparable; while technology has opened virtual doors, there is no comparison to a handson understanding of what makes her community unique. Her collaborative attitude and market familiarity are invaluable elements to Marilyn’s work as a buyer’s representative, as well. “This is a good time to buy real estate,” she says. “There are deals, but you must be savvy and sensitive to negotiate a solid offer.” Marilyn’s dedication to her profession is surpassed by her love of her community. An avid outdoorswoman, she jogs the island daily and plays tennis on a regular basis. She is also dedicated to improving the lives of others through volunteerism and fundraising. Active in her church, she is a longtime member of the Lido Isle Women’s Club where she has served in a number of leadership positions. A 25-year member of the Children’s Home Society, she has helped change the lives of countless foster children, helping to provide nurturing support for those in need of extra attention. Marilyn is also active in the Lido Isle Tennis Club and Architectural Committee. Supporting her every step of the way is Marilyn’s family. A close-knit group, the clan sees each other regularly. Married for nearly 50 years, Marilyn and her husband Richard, a retired attorney, are proud parents to three boys, Scott, Jeffrey and Kenton. The couple has eight grandchildren and counting. Reflecting on the opportunities that real estate have presented to her and her family, Marilyn is grateful for the career that has changed the lives of so many. “I’ve been over-the-top blessed in so many ways,” she offers. “It’s an amazing thing to be able to reach out and support others, to help them achieve their goals and dreams and to walk with them through that process.”

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Marilyn Read Coldwell Banker Residential 3377 Via Lido Newport Beach, CA 92663 Ph: 949.632.2494 Marilyn.Read@camoves.com www.LidoIsleProperties.com DRE #00981786

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New Year’s Resolutions Work with Prominent Escrow Eat Healthier Enjoy Life More

Spend Time with Family

Hoping all of your New Year's resolutions will be this easy

Lance Indes

Account Executive 714-423-6882 lance@prominentescrow.com 3 Pointe Drive, Suite 317 Brea, California 92821

Nancy Feathers

Account Executive 949-282-9899 nancy@prominentescrow.com 27101 Puerta Real, Suite 100 Mission Viejo, California 92691

Alissa Hittner

Account Executive 714-496-1970 alissa@prominentescrow.com 1201 Dove Street, Suite 650 Newport Beach, California 92660

www.prominentescrow.com RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION Find us on

When Opportunity Knocks...Open the Door.

Talk to an imortgage associate and find out what you are missingâ&#x20AC;Ś At imortgage we have cutting edge marketing tools and innovative programs that are helping our business partners grow and succeed. Call us today to find out how we can help take your business to the next level. Because of our unique business model, we have developed preferred lending relationships throughout the county, with Real Estate companies and Home Builders alike. Currently, we are looking to hire talented and hard working mortgage professionals that can work with our partners and offer continued exceptional service and growth. If this sounds like you, we would like to talk with you about becoming part of our team. We understand that the first step is always the hardest, and in this economy trust is earned. So whether you are an agent or a lender, take that first step and call us today to learn more about imortgage.

Ryan Grant

(949) 705-0582 NMLS ID 118767

Colin Field

(949) 705-0581 NMLS ID 39737

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations 4130969. All rights reserved.

E XECUTIVE AGENT MAGAZINE

Ryan Grant By Lalaena Gonzalez-Figueroa

ith over $2.3 billion in funding in 2011, imortgage has established itself as a significant resource for residential real estate loans. Since

its inception in 1999 the firm has successfully navigated challenging financial markets and expanded its repertoire to provide a range of loans and products for a growing client base. imortgage offers a wide spectrum of financing options, ranging from luxury high-end purchases, to first-time home buyers and even credit impaired clients. The company’s commitment extends beyond the consumer; imortgage representatives work closely with real estate partners in order to help them build and develop their businesses as well.

“Relationships matter to us, from consumers, to real estate agents to mortgage planners, we enjoy the opportunity to develop a sense of what people need.” Sales Manager Ryan Grant oversees an exceptional team of mortgage planners within imortgage’s Newport Beach branch. Ryan states that “My team and our ability to work together is what make our service levels so special. As a loan officer or real estate agent, you cannot be effective in our business alone, which is why our team is so valuable.” Growing up in the small town of Sonora, California, he developed a sense of business that emanates from a personal perspective. “Relationships matter to us,” he explains. “From consumers, to real estate agents to mortgage planners, we enjoy the opportunity to develop a sense of what people need, and then to work with them to assist them in accomplishing their goals.”

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Savvy Solutions for Today’s Real Estate Needs Ryan’s approach is in keeping with the imortgage philosophy, which emphasizes the importance of a comprehensive client base. The firm’s ability to adapt to the changing needs of an evolving real estate market has allowed imortgage – and its business partners - to continue to do business during the most challenging conditions. Ryan’s commitment to customer service and his innovative marketing drives business; imortgage has achieved consistent growth thanks to strategic alliances with referral partners, business partners, local corporations, affiliates and the highest levels of client satisfaction from their consumers. “We haven’t had to utilize flashy advertising and marketing campaigns to build business,” Ryan notes. “Instead, we have invested in the elements that will allow us to continue to develop relationships with clients and business partners.” Yes, working with imortgage is incredible, but Ryan also notes that working for imortgage is where you realize that greatness. imortgage loan representatives enjoy comprehensive support systems and a company culture that facilitates success. “I truly believe that our organization is unparalleled in its structure and approach,” asserts Ryan. “We provide everything a mortgage originator needs to excel, with competitive products and rates, great marketing resources and a solid team of professionals in their fulfillment center. Every aspect of the loan process has been reviewed and tailored to create a consistently successful transaction.” Meeting the needs of real estate professionals has been paramount to the success of imortgage, an organization that understands how to relate to its professional clientele. “We work closely with agents through co-branded marketing and advertising campaigns, consumer-friendly systems and exceptional communication,” Ryan observes. “From innovative property flyers and marketing collateral, to websites and business strategies, imortgage provides comprehensive solutions designed to meet the needs of real estate professionals as well as consumers looking to sell their homes.”

on-the-fly business for real estate professionals and their consumer clients. Proprietary systems maintain efficacy throughout the course of a given transaction which, says Ryan, has become an increasingly complex endeavor. “Within the past few years, the process of buying a home has changed significantly,” he says. “Even seasoned investors are surprised with what is asked of them to obtain financing. imortgage professionals are incredibly proactive and work closely with their clients to assist them from start to finish, and we make sure to educate each client through the entire process.” Automation has its place, but not in cultivating customer service. Ryan notes that imortgage professionals maintain a sense of accountability to their clients, readily availing themselves to address questions and concerns. “Our clients aren’t navigating phone systems,” he says. “A live person answers their calls and ensures that we work to meet their needs. Ryan and his team also realize that the real estate profession does not stop on Friday at 5:00pm, which is why his team is dedicated to being available on nights and weekends to accommodate our business partners and clients alike. imortgage strives to achieve timely closings, and to educate its business partners and consumers throughout the course of every transaction. With an array of products and services, competitive rates and flexible financing terms, imortgage continues to gain recognition as a solid choice for real estate lending.

As its name implies, imortgage is a company committed to maintaining a technological edge. Web-based applications and a virtually paperless process facilitate

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Ryan Grant Sales Manager 1301 Dove St., Suite 101 Newport Beach, CA 92660 Telephone: 949.705.0582 ryan.grant@imortgage.com www.imortgage.com/ryan.grant NMLS ID 118767

Your Attitude You Choose By Chris Widener

here are lots of things in this life that we do not get to choose. On the other hand, there are lots of things in this life that we do get to choose. Our attitude is one of the things that we get to choose. Nobody else lives inside our brain. Nobody else controls what or how we think. It is up to us, moment by moment, to choose what our attitude is. It is up to us to determine how we will look at and perceive the world around us. It is up to us to decide how we will react to our world around us. My advice? Choose a positive, optimistic attitude! Here are some thought on choosing your attitude.

it is just how the world works. Now, do not get me wrong. It will not cure everything and turn your world into a virtual Shangri-La, but it will significantly improve the world you live in. For example, let’s say that every day you go into work and you gripe about life and work from the moment you get there until the moment you leave. Will others want to be around you? Will others ask your opinion? Will others like you? Will others ask you to join them for lunch? Probably not! But what if you come to work every day and you are the positive optimist of the crowd? Will everybody love you? No, but significantly more people will than if you are the office pessimist! Your choice of attitude will determine what kind of circumstances you get!

We cannot choose our circumstances. For the most part, this is true. We cannot control if someone around us gets

Ultimately, it is our choice on what we have as an attitude. Nobody else can force you to have a bad attitude. Nobody

ill. We cannot control how another person will treat us. We cannot control the global economy. We cannot control the direction our society as a whole will go. For some, this may seem scary. For me, it is freeing. I do not have to control my circumstances. Running the whole world would be a big responsibility. It is good to know that I am not in charge of, or in control of all of my circumstances. This dose of reality frees you to focus in on what you can control – your attitude.

else can force you to have a good attitude. It is simply a choice you make.

We can choose our attitudes. That’s right. We get to choose what our attitudes are. Here is the definition of attitude: “The feeling or opinion about something or someone, or a way of behaving that follows from this.” We choose how we feel about others and situations. We choose our opinion about people and situations. We choose the way we will behave in relation to other people and circumstances. We choose it. It does not have to be bad. It does not have to be anything but what we want it to be. We have the option.

Where are you with your attitude? Do you have a good one? Why not sit down and give it some serious thought? Then, no matter where you find yourself, decide to take your attitude to the next level! If you have a really bad attitude, decide to take it up a couple of levels! Your attitude. Your choice. Choose wisely. 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

The choice of a right attitude will significantly determine new circumstances. Choosing to have the right attitude will change the world around you. This is not any sort of magic; 16

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Your attitude Your choice Choose wisely

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Now hiring experienced mortgage consultants. Jason Sasena, Manager Mortgage Loan Sales cell: 949.439.0460 | tel: 310.643.3399 jsasena@kinecta.org • NMLS# 465199 www.kinecta.org/JSasena

Kinecta’s unique advantage: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 226.2 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. * $500 Gift Card and Free VIP membership offers subject to restrictions. All offers are valid from 1/1/2012 through 12/31/2012 and may be modified or canceled by Kinecta at any time. Mortgage application and funding must occur during offer period. Visit www.kinecta.org/PurchasePower for more details. 8318-12/11

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Brent Frohoff By Lalaena Gonzalez-Figueroa

edication and discipline have helped shape the career of real estate professional Brent Frohoff, who has spent a lifetime pursuing his passions and achieving his goals. A former beach volleyball player who traveled the world on the pro circuit, he blends a competitive spirit with a client-centric approach to business. Brent first explored his interest in real estate as an investor; he earned his license in 1999 and launched his career in earnest in 2001 after retiring from professional volleyball. The opportunity to pursue his entrepreneurial abilities and to make a difference in the lives of others appealed to him, and Brent has built a business with a strong base of repeat and referral clients who appreciate his easygoing nature and industry knowledge. He works with buyers, sellers and investors throughout South County, though his area of expertise is the community of Ladera Ranch, which has been Brent’s home since 2004. With every client, Brent offers the knowledge and skillset of a professional agent who maintains each individual’s best interests at the forefront of every transaction. As a buyer’s agent, he helps his clients see beyond the details that often present unnecessary barriers, such as colors and décor. “People tend to work on emotion,” he reveals. “By maintaining an objective perspective, I am able to assist my clients in seeing the bigger picture, such as a home that fits their criteria but simply needs an update.”

personalized and direct. He handles every transaction from start to finish, and states that his clients appreciate the one-on-one attention he provides. “I believe I can offer a better level of service by not delegating issues to an assistant or transaction coordinator,” he explains. “Throughout the process, I am in constant contact with my clients. This direct communication allows me to provide them with the information they need to make the right decisions.” Client David Berney has purchased and sold homes with Brent, and appreciates his knowledge and professional style. “Brent helped us arrive at our decisions, but we never felt that he was trying to overnegotiate or drive the transaction for his own benefit,” he states. During a challenging market, adds Berney, “Brent worked to identify and implement creative solutions that enabled us to sell our home, and made it a painless process.” Brent’s genuine nature and reputation within the regional market were also draws; notes Berney, “Other agents speak well of him; he seems to be respected throughout the area for being up-front and down to earth.” Beyond his professional endeavors, Brent is a family man who enjoys spending time with his wife Tiffany and the couple’s four children. He is an active member of his Ladera Ranch community and organizes two annual volleyball tournaments for his fellow residents. These events draw dozens of players for some friendly (and sometimes fierce) competition. There’s music, food, prizes, and a fun filled day in the sun!

That objectivity adds value to the service that Brent provides his sellers, as well. He provides solid feedback on staging options, working with his clients as they present their homes to their maximum potential. A strong negotiator, Brent advocates on his clients’ behalves as he strives to accomplish their objectives.

Brent Frohoff Veranda Realty 27702 Crown Valley Pkwy. D4-293

The quality of care that Brent provides his clients is supported by Veranda Realty, a boutique agency designed to meet the ongoing needs of a savvy clientele. The brokerage is a leader within Ladera Ranch, and features a unique team approach in which agents maintain strong collegial relationships. “With a range of personalities and skills, we are all tapped into the market in different ways,” notes Brent. “By working together and sharing information we are better able to represent our own clients.” While he enjoys a collaborative atmosphere within his brokerage, Brent reveals that when it comes to working with his clients, he is proud to offer service that is ExecutiveAgent Magazine

Ladera Ranch, CA 92694 Telephone: (949) 350-9965 brent.frohoff@gmail.com

The ‘Key’ To What Really Motivates You To Achieve Your Dreams! By Anne M. Bachrach

hat motivates you? What gets you fired up? What gets your ‘juices’ flowing? What vision of the future excites you? Being inspired momentarily is easy for many people, but staying motivated long-term can be challenging for some of us. You go through a process of being really motivated in the beginning to being completely unmotivated, which makes it easy for anyone to quit. What happens when you go from being so excited you can’t wait to get up in the morning, to being so tired you can’t wait to go to bed at night. Somewhere between the starting point and the quitting point, the very thing that was driving you was lost. Many of us set goals, but only some of us stay motivated long enough to keep going until we reach them. Where does the difference lie? The difference lies in the motivation. The motivation is driven by the ability to stay focused on your dreams and how you will feel when you have successfully achieved the vision you have of your future. How do some people hold onto their motivation, while others find it easier to let it go?

crave happiness. If we want to achieve a specific goal for someone else the same rule applies. We want to achieve a goal because it provides something for someone else - and again, whether it is money, freedom or some other aspect - it all comes down to the emotion of feeling happy. We want things for other people, because we want them to feel happy. And when they feel happiness, we feel happiness. In some cases, it may be vice versa; we crave to be happy for ourselves first - and that’s perfectly OK! You have dreams and goals, but when was the last time you felt them? Have you ever felt them? You might have the motivation to make more money, but there is any underlying reason below the surface. What is it? Get below the surface and connect with the feeling of what you want and why you want them. The underlying reason will help give you the motivation you need to keep going until you have achieved them. Here are some exercises to help you connect with the feeling of your dreams and goals.

Those that hang onto their motivation have found something that drives them and they stay connected to it. What is it? It’s the feeling of their goal. When you can put yourself in the moment of your goal achievement and feel what it feels like to be there - you have just experienced one of THE most powerful motivation tools. When you can connect to the feeling, and it’s something you really want - then you can hang on to what you have to do in order to achieve it.

Start with your Life Intention Statement. What are your goals? What do they mean to you? For your family? Friends? The rest of the world? If you could do anything in this lifetime what you most like to do? Maybe it’s something you’ve always wanted to do, but didn’t think it was possible for you? This is really an open exercise - there are no limits – think about things only you really want. You can phrase them as goals, intentions, life purpose whatever you would like to call them.

Think about how a parent might be driven to do something for their child. Maybe they go back to school so they can get a better paying job so they can provide a better life for them. Why? Because they want their child to feel good when they have the things they want and need. When the child feels good, the parent feels really good too.

Write all your goals down on paper and detail when you would like to achieve each one (specifically the month, day, and year). To help get you started, go to http://AccountabilityCoach.com and complete the Wheel of Life exercise. You might also enjoy completing the Quality of Life Enhancer™ exercise on this same website.

The motivation to achieve our goals is driven by one of the deepest emotions - happiness. It is an important commonality among all goal seekers. Whether we want money, freedom, independence or health - it all comes down to the fact that we

When it’s all said and done… When this life is all said and done, what do you want people to say about you? How do you want to be remembered? Write down some statements

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“Most people give up just when they’re about to achieve success. They quit on the one-yard line.”

you would like people to say about you. And does your Life Intention Statement big enough to accomplish what you want people to say about you? If it doesn’t - you need to be thinking even bigger! Tools for Staying Motivated Visualization The biggest key to staying motivated is to connect with the feeling of having already achieved your goal. Put yourself in the moment of living it. Feel the happiness, relief, joy, excitement - whatever good feeling you get from it and just hold on to for a moment. You can do this anywhere (except when you’re driving!). All you do is close your eyes and just visualize it; the sounds, the smells, the touch. For each goal, write down the emotions you imagine experiencing when you have achieved them. In moments when you need motivation, just review the emotions you noted with each goal. Reconnecting with the emotional side of your goals is a powerful way to stay motivated. Written Goals Writing your goals down and then reviewing them on a daily basis has a lot of impact. It actually works to focus your subconscious on the task at hand which reduces the amount of “wandering” the mind does when it doesn’t have a goal to focus on. This will also aid with manifesting your goals quicker, because the more focused your mind is the more focused your actions will be - whether you consciously realize it or not. Put time on your calendar each day to review what you really want. It only takes a few minutes. Set up Goal Milestones It can seem like a lifetime between the time you set your goal and the day you finally achieve it, but it really isn’t that long. To help make the gap between the starting point and the achievement point seem shorter, set up milestones where you reward yourself along the way. The reward can really be anything you wish it to be, as long as it’s something that makes you feel good.

is to eliminate $10,000 in debt and you do really well for 3 months and decide to reward yourself with a $3,000 shopping spree; that is not supporting your goals. However, if having a new pair of shoes or a new outfit is the one thing that would make you feel good - then spend $100, not $3,000. Maybe you’ve improved your eating habits to lose weight. You’ve been doing great, so you reward yourself with half a pizza and lots of beer. Again, the reward is vital, but it must support your goals. Get the point? It’s OK to reward yourself, just don’t compromise your goal and counter act the positive changes you’ve been making. Whether you want to achieve your goals for you or someone else, you are full of potential and have the power to achieve anything. You can live your dreams and goals, if you just grab hold of them. The motivation will come from connecting with the feeling of why you wanted them in the first place. Stay focused on how achieving your goals will make you feel and you will stay motivated. Most people give up just when they’re about to achieve success. They quit on the one-yard line. They give up at the last minute of the game, one foot from a winning touchdown. H. ROSS PEROT American billionaire and former U.S. presidential candidate Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, and to take advantage of at least 9 FREE life quality resources, visit www.AccountabilityCoach.com or click this link (http://AccountabilityCoach.com/signupa). ©2008 Anne Bachrach. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

But be careful that your reward does not compromise your goal. As an example, if your goal

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28202 Cabot Road, Suite 135, Laguna Niguel, CA 92677 ÂŠ 2011 PrimeLending, A PlainsCapital Company. Trade/service marks are the property of PlainsCapital Corporation, PlainsCapital Bank, or their respective affiliates and/or subsidiaries. Some products may not be available in all states. This is not a commitment to lend. Restrictions apply. All rights reserved. PrimeLending, A PlainsCapital Company (NMLS no: 13649) is a wholly-owned subsidiary of a state-chartered bank and is an exempt lender in the following states: AK, AR, CO, DE, FL, GA, HI, ID, IA, KS, KY, LA, MN, MS, MO, MT, NE, NV, NY, NC, OH, OK, OR, PA, SC, SD, TN, TX, UT, VA, WV, WI, WY. Licensed by: AL State Banking Dept.- consumer credit lic no. MC21004; AZ Dept. of Financial Institutions- mortgage banker lic no. BK 0907334; Licensed by the Department of Corporations under the California Residential Mortgage Lending Actlender lic no. 4130996; CT Dept. of Banking- lender lic no. ML-13649; D.C. Dept. of Insurance, Securities and Banking- dual authority lic no. MLO13649; IL Dept. of Financial and Professional Regulation- lender lic no. MB.6760635; IN Dept. of Financial Institutions- sub lien lender lic no. 11169; ME Dept. of Professional & Financial Regulation- supervised lender lic no. SLM8285; MD Dept. of Labor, Licensing & Regulation- lender lic no. 11058; Massachusetts Division of Bankingâ&#x20AC;&#x201C; lender & broker license nos. MC5404, MC5406, MC5414, MC5450, MC5405; MI Dept. of Labor & Economic Growth- broker/lender lic nos. FR 0010163 and SR 0012527; Licensed by the New Hampshire Banking Department- lender lic no. 14553-MB; NJ Dept. of Banking and Insurance-lender lic no. 0803658; NM Regulation and Licensing Dept. Financial Institutions Division- lender license no. 01890; ND Dept. of Financial Institutions- money broker lic no. MB101786; RI Division of Banking- lender lic no. 20102678LL and broker lic no. 20102677LB; TX OCCC Reg. Loan License- lic no. 7293; VT Dept. of Banking, Insurance, Securities and Health Care Administration- lender lic no. 6127 and broker lic no. 0964MB; WA Dept. of Financial Institutions-consumer lender lic no. 520-CL-49075.

Time Mastery By Dirk Zeller

hen I was working in real estate, there was one characteristic or skill that was most important in helping me achieve high production in sales while working a four-day workweek. This one skill allowed me the opportunity to develop the others that were necessary for success in sales. You are probably what that one characteristic is that is above all others – it is Time Mastery. If we learn to master our time, and understand the value of time, we can change the outcome of our life. Time is truly our most precious resource. The famous writer, Jean-Louis Servan-Schreiber, wrote, “Unlike other resources, time cannot be bought or sold, borrowed or stolen, stocked up or saved, manufactured, reproduced, or modified. All we can do is make use of it. And whether we use it or not, it nevertheless slips away.” It truly is how we use it to our advantage that makes the difference. How effectively are you using the time you are given? Are you performing the high payoff activities in your day? Many people may be asking, “What are the high payoff

activities in real estate?” These are the activities that pay you exceedingly well per hour. They also happen to be the activities that only you can do. Your assistants will never be as good as you in all these activities. Because of your skill and ability, you’re the one who has to do them. If your staff were as skilled as you…they would not be working for you. They would be Agents on their own. In real estate there are about a half dozen things that are high payoff activities. They are lead follow-up, prospecting, listing appointments, showing property, and writing and negotiating contracts. How much of your day is spent in these activities? The truth is no one will do these activities better than you. If you have staff, once they get markedly better than you in these activities, they will often leave you and go on their own. The highest pay per hour is contained in those half dozen things. Low payoff items have a tendency to push out the high payoff activities. They try to fake us out that they are important. Have you ever had a day where you left the office and felt like nothing got done? You just spent the day in low payoff activities. The low payoff day is like being in the Twilight Zone all day. You were present in body, but nothing got done.

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To ensure you do high payoff activities daily, block them into your schedule. Create a specific time slot for prospecting daily. Make a time for lead follow-up daily. Schedule them both in and be militant with keeping other low payoff activities out of those slots. Turn your cell phone and pager off during those time slots, and then you can focus with intensity on prospecting and lead follow-up. If you just spend one hour a day prospecting and a half an hour to one hour doing lead follow-up daily, that will solve any production problems you have in your business, and you will gain quality time with your family. Find those times and block them in today. The next step to time mastery is learning to do first things first. Too often, we spend time on the wrong tasks. Before you leave for the day, make a list of tasks that you need to do. To be highly effective, we must set up tomorrow before it comes. You will save ten minutes of execution for every one minute of planning you do. Then take the list and prioritize from most important to least important. I will give you a hint…the hardest thing that needs to be done is most important. When you walk in the office in the morning, start with #1. Work on #1 until you have it completely done. Then you can move on to #2. We often lack the vision to prioritize. We work on ten things at once, never completing anything. This causes frustration and low work output. Focus on the most important task. Focus always comes before success. It is very easy to get distracted by clients, prospects, or other Agents. You must win the game of distraction. We all have distractions daily. It’s what we do with the distractions that come our way that matters. The difference between a time waster and a time master is the length of time it takes for that person to get back on track. For a time waster, it could be hours, or even days, to get back on track. For a time master, it will be minutes before

he is back on track. People who control time earn more money. Time was designed to serve us…not be served by us. Many people feel that time is money. Israel Davidson said it well when he was quoted, “Time is infinitely more precious than money, and there is nothing in common between them. You cannot accumulate time; you cannot borrow time; you can never tell how much time you have left in the Book of Life. Time is life…” Use it well. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www. RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

ExecutiveAgent Magazine

How Do You Get And Keep Enthusiasm? By Kare Anderson

etting enthusiasm is a little like learning to breathe: Nobody can tell you exactly how to do it, but without it you’re in big trouble. No one but you can discover that compelling purpose or exciting goal that ignites enthusiasm inside you, but you can learn a great deal from others about how to use it to maximum advantage. Here are some insights I’ve learned from some real experts on enthusiasm; what’s more, I’ve tested and proven them in the laboratory of my own life. 1.

Enthusiasm is born on the inside

In the daily grind of life you can lose touch with what really matters. There are so many routine decisions to make, so many challenges to be met, and so many burdens to carry, that you can lose your perspective. However, as you connect with the enthusiasm planted deep within you, you’ll feel it begin to grow and grow. Soon, you’ll be back on track. It’s not the first mile of a long and arduous journey that gets to you - you’re excited about getting started. And it’s not the last mile - you’re thrilled about getting there. The miles that get to you are the long and tedious ones in the middle where you can’t see where you’re coming from or where you’re going. Always remember that enthusiasm comes from the inside out, not vice versa. It’s easier to motivate yourself from within than to pump yourself up with empty sayings.

I can explain it. It seems that a number of farmers in Pennsylvania were sitting around complaining about the increasing cost of electricity and the unpleasant task of disposing of all the waste their cows generated. But the Waybright brothers and their brother-in-law, who run the Mason Dixon Farms near the town where I went to college - Gettysburg, decided to quit complaining about all the manure the cows were generating, and to do some generating of their own - electricity. They built a power generator that runs on methane gas produced from heated manure from the 2,000 cows. Generating much of their own power, they cut their annual electricity bill from $30,000 to $15,000. As you might guess, most of the other farmers laughed at the project and called it “Waybright’s folly” (and other even less flattering names). They were satisfied to see their problems and to seek out their Congressmen to complain about their miserable circumstances. But no one’s laughing anymore. In fact farmers, Congressmen, and agriculture ministers from around the world are beating a steady path to the Mason Dixon farms. Soon the Waybright brothers were selling some of their excess power to their once jeering neighbors. And that’s no bull! Okay, so you’re not in the cow business, and your biggest problem is not electricity bills, but the principle works in any area of life. Enthusiasm - with all the good things that go with it - comes when you turn your eyes from the problem or circumstance and focus on the solution and opportunity. 3.

2. Enthusiasm grows when you focus on solutions and opportunities, not problems and circumstances Life for you will always be as you choose to see it. You can focus your attention on the problems and circumstances which surround you, or you can keep your eyes on the solutions and opportunities.

Enthusiasm thrives around positive people

A lot of people say that enthusiasm is contagious. My experience would indicate that negativism and pessimism are far more contagious. It is always easier to believe the worst than to hope for the best especially if you are struggling against overwhelming odds. It’s even worse when you’re tired, or have just suffered a severe setback.

I recently read a story that illustrates it better than

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Don’t waste your creative energies on people who are always putting you and your ideas down. Seek out those positive and successful people who can give you a boost. If you want to be enthusiastic and have the enthusiasm which produces success, always spend your time with positive, enthusiastic, and successful people. 4.

Enthusiasm recharges itself on momentum

Jerry Reed’s popular song of many years ago put it very nicely: “When you’re hot, you’re hot!” Believe me, it’s more than empty words. Of course, William Shakespeare said it with more eloquence in these famous lines from Julius Caesar: “There is a tide in the affairs of men, Which, taken at the flood, leads on to fortune; Omitted, all the voyage of their life Is bound in shallows and miseries.”

It’s when you feel most enthusiastic that you need to throw yourself into life’s biggest challenge. Celebrate your greatest victories by plunging into even greater challenges. Take full advantage of the momentum you gain with each hard-earned step. Nothing feeds enthusiasm like success, and nothing can hold back enough enthusiasm. Kare Anderson is a “Say It Better” expert, a Behavioral Futurist, who speaks on how to become more “thought full”, compelling communicators to create customerattracting experiences for a place, product or program. She is a speaker, national columnist, nine-time author, Emmy-winning former TV commentator and Wall Street Journal reporter. Her online newsletter reaches over 17,000 people in 32 countries. Her latest book, Resolving Conflict Sooner, offers a 4 step method plus 100 influencing tips. Copyright© 1999, Kare Anderson. All rights reserved. For information about Kare’s programs, please contact The Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

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Think BIG!

We have what it takes to finance more expensive homes Our jumbo loan options are big on selling benefits • More selling opportunities – Primary and second/vacation home ﬁnancing is available • Deeper prospect pool – Foreign national and nonpermanent-resident alien homebuyers are eligible • Flexible financing options – A home equity product can be combined with a conforming ﬁrst mortgage to create a larger loan amount at a more attractive rate1.

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1. Home equity loans and lines of credit are available through our aﬃliate Wells Fargo Home Equity Group, a division of Wells Fargo Bank, N.A. This information is for real estate professionals only and is not intended for distribution to consumers. Information is accurate as of date of printing and subject to change without notice. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2011 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS859782 10/11-1/12

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Attitude Is Everything By Jim Rohn

he process of human change begins within us. We all have tremendous potential. We all desire good results from our efforts. Most of us are willing to work hard and to pay the price that success and happiness demand.

lead our attitude down the wrong path and to strengthen those feelings that can lead us confidently into a better future.

Each of us has the ability to put our unique human potential into action and to acquire a desired result. But the one thing that determines the level of our potential, that produces the intensity of our activity, and that predicts the quality of the result we receive is our attitude.

If we want to receive the rewards the future holds in trust for us, then we must exercise the most important choice given to us as members of the human race by maintaining total dominion over our attitude. Our attitude is an asset, a treasure of great value, which must be protected accordingly. Beware of the vandals and thieves among us who would injure our positive attitude or seek to steal it away.

Attitude determines how much of the future we are allowed to see. It decides the size of our dreams and influences our determination when we are faced with new challenges. No other person on earth has dominion over our attitude. People can affect our attitude by teaching us poor thinking habits or unintentionally

Having the right attitude is one of the basics that success requires. The combination of a sound personal philosophy and a positive attitude about ourselves and the world around us gives us an inner strength and a firm resolve that influences all the other areas of our existence.

If we care at all about ourselves, then we must accept full responsibility for our own feelings. We must learn to guard against those feelings that have the capacity to lead our attitude down the wrong path and to strengthen those feelings that can lead us confidently into a better future. misinforming us or providing us with negative sources of influence, but no one can control our attitude unless we voluntarily surrender that control. No one else “makes us angry.” We make ourselves angry when we surrender control of our attitude. What someone else may have done is irrelevant. We choose, not they. They merely put our attitude to a test. If we select a volatile attitude by becoming hostile, angry, jealous or suspicious, then we have failed the test. If we condemn ourselves by believing that we are unworthy, then again, we have failed the test.

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. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://FrogPond.com.

If we care at all about ourselves, then we must accept full responsibility for our own feelings. We must learn to guard against those feelings that have the capacity to ExecutiveAgent Magazine

EXECUTIVEAGENT

Advisory/Selection Committee

MAGAZINE

Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting the cover Agent of the Month. The Executive Agent Magazine 2012 Advisory Selection Committee members:

Fred Arrias Executive Agent Magazine 949.366.3349

John Reed MetLife Home Loans 949.812.3410

Jim & Marcia Brashier McMonigle Group Teles Properties 949.734.6228

Derek Graham Advantage Title365 949.584.2570

Tom Slyman Advantage Title365 714.585.9333

Sue LaPeter Prudential California Realty 714.369.4689

Elizabeth Do Keller Williams Realty 714.317.7243

Spyro Kemble Surterre速 Properties 949.717.7248

Chris McKeen Prudential California Realty 714.921.9457

Shauna Covington Prudential California Realty 949.395.8786

Barbara Amstadter Prudential California Realty 949.500.0155

Bob Fox Escrow Leaders 949.373.7000

Gerold Grosso Evergreen Realty 714.396.5514

Lynn Wong First Team Real Estate 714.414.8809

Janice Eckles MetLife Home Loans 949.812.3501

Sense of Humor By Tony Alessandra

“Conversation never sits easier than when we now and then discharge ourselves in a symphony of laughter, which may not improperly be called the chorus of conversation,” according to the eighteenthcentury essayist Sir Richard Steele. Humor is a social lubricant. It gives us something to share and creates bonds of appreciation. We are automatically endeared to people who make us laugh. Successful people take their commitments seriously, but seldom take themselves or life too seriously. Above all, they have the ability to laugh at themselves. People appreciate those who can see the humorous side of any situation. Humor should be appropriate, however, if it is going to be effective. Keep the following suggestions in mind: Keep it in good taste. Know your audience and the type of material that they will appreciate. Some people are more inhibited than others. Use discretion and respect their standards of good taste. Don’t go overboard. If you are making someone laugh, do not assume that being “on a roll” justifies going on indefinitely. If their body language indicates that it is time to get back to work, then get back to work! People appreciate digressions as long as they are short and sweet. You do not want to be known as “that clown who doesn’t know when to stop.” Humor is not just telling old jokes. If you rehash jokes that have been circulating for years, you will be regarded as a jerk rather than a person with a great

sense of humor. The best humor consists of original, spontaneous comments that flow with the conversation or the ideas being discussed. Look for humor in everyday life. This is the best way to improve your sense of humor. Some people believe that a sense of the comic is a God-given talent, but it can be cultivated. There are numerous opportunities for you to increase your repertoire of humorous anecdotes and comments. If you make an awkward mistake, remember: Don’t take yourself too seriously. The television star Lucille Ball is a perfect example of someone who learned to take her tasks seriously but not herself seriously. Ball was given the opportunity to audition for the part of Scarlet O’Hara in Gone With the Wind. In the middle of this serious dramatic reading, she dropped the entire script on the floor. As she kneeled down to pick it up, she tried to continue reading. She was so nervous that she continued to read right from the floor, picking up the papers as she went. The Director was shrewd enough to realize that although she was wrong for the role, she was a talented comedienne who had the ability to laugh at herself but take her tasks seriously. He ended up giving her first big break. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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Look for humor in everyday life

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