JulyNorthOC by Executive Agent Magazine

Southern Californiaâ&#x20AC;&#x2122;s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

Colin Delaney & Paul Morgan Executive Agents of the Month

I NSIDE F EATURES: J OHN D AVIS imortgage

CESAR J USAY CB Realty

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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 CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 04/2012.

If you are looking for an excellent employment opportunity, please contact John J. Reed, Branch Manager, (949) 705-0550.

We have a loan for every home...simple as that®. 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 CRMLA 4130969. imortgage NMLS ID 3096. John Reed NMLS ID 869516. All rights reserved. 07/2012.

contents ExecutiveAgent

Magazine

JULY, 2012

VOL. 4 NO. 41

Cover Story

Editorials

28 - Anne M. Bachrach:

Are Limiting Beliefs Stopping You?

14 - Pattie Brotherton: Suprise Your Clients!

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

34 - Rich Levin:

More Important Than Your Business Plan

Escrow Leaders..................................18 imortgage.................................2

16 - Jim Remley:

i Photography Studio..........................38

Eight Cash Cow Systems

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

5 Colin Delaney & Paul Morgan Executive Agents of the Month

36 - Dirk Zeller:

NAHREP..................................39

Daily Deposits In Yourself

PrimeLending....................................25 Prominent Escrow............................40 PWAOR................................24 Realty ONE Group.............................12 Talk of the Town................................20

John Davis

The Termite Guy................................30 Wells Fargo Home Mortgage.............31

imortgage

Teodora Jusay & Cesar Jusay

Mahsa Thomas-Townsend

CB Realty

Coldwell Banker Excellence

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Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2012 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.

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Cover Story

Colin Delaney & Paul Morgan Executive Agents of the Month

ExecutiveAgent Magazine

Colin Delaney & Paul Morgan By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

hen top-producing agents Paul Morgan and Colin Delaney founded Veranda Homes in 2006, the duo sought to offer an elevated platform of service for consumers as well as real estate professionals. “We identified what we believed were critical elements lacking within our local market, and capitalized on our opportunity to meet those needs,” notes Paul. “From the

acknowledge, wasn’t ideal. “We began the process of developing Veranda Homes in 2005,” Colin recalls. “The mechanics of launching a corporation took time; we opened our doors in October of 2006. Within a few months, the market began to change.” It might have made sense for the established agents to close the business and refocus on their own clientele, but Paul and Colin believed in the value of what they had created. “Despite facing the most challenging real estate conditions in the last twenty five years, Paul and I have chosen to continue with what we love to do,” Colin states. Their tenacity and dedication has guided Veranda Homes through a tempestuous market, and propelled the brokerage through its calculated and controlled growth.

Colin Delaney onset, Colin and I were committed to establishing and growing a firm that would stand out as one of the best.” A Shared Vision While their vision was spot-on, the timing, they ExecutiveAgent Magazine

Paul Morgan

Paul and Colin’s complementary backgrounds and approaches to business strengthen the duo’s professional outlook: by integrating best practices and applying knowledge acquired through years of experience, they have successfully sculpted a business tailored to meet the changing needs of a comprehensive market. As a top-producing commercial agent with a thriving clientele, Paul led a high-powered team of agents while maintaining a busy travel schedule as he facilitated transactions worldwide. A longtime entrepreneur, Paul was also the broker/owner of an independent real estate office. His business acumen was spot-on when he invited Colin to join his firm. “I admired his work ethic, his tech savvy and his integrity,” says Paul. “There was no doubt that Colin’s presence would add to the value of my business.” Colin’s vision of success was unwavering, and when Paul suggested he join the business, he recognized the opportunity to create something special. Rather than continue in his career as an accomplished sales associate, he earned his broker’s license and became an active partner and co-founder of Veranda Homes, which reflected the purpose-driven approach that he and Colin shared.

The Tools of the Trade At the heart of Veranda Homes’ success is the brokerage’s strategic approach to longevity. “We’re proactive in keeping things current and relevant,” observes Paul. “Colin and I have both learned that there’s no such thing as ‘flying level’ in business. You’re either losing or gaining, and we are constantly incorporating systems and tools designed to maximize our potential.” Cutting-edge technology and comprehensive marketing, adds Paul, are critical components to success in real estate. Veranda Homes agents represent a wealth of transactions throughout Coastal Orange County, including residential, residential investment, luxury and commercial properties. The brokerage also offers a property management division and works with builder/developers as well. The extensive backgrounds of its founders reflects Veranda Homes’ diversity; Paul and Colin note that they have incorporated experiential practices into their business which has enabled agents – and their clients – to benefit tremendously. “Between our field experience, dialogue with other agents and intense strategy sessions, Colin and I have identified and implemented the methods and systems that we believe are best suited to meet the needs of our agents and our consumer clients,” Paul says. “And we are always learning, always challenging ourselves to raise the bar even higher.”

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“At Veranda Homes, we are committed to investing in the resources necessary to provide our agents and their clients with a competitive edge.” As technological advances continue to drive the industry of real estate, savvy agents are utilizing the tools and systems that maximize efficacy while allowing them to focus on cultivating client relationships. “We have seen many agents unable to take their businesses to the next level of success, simply because they are not able to stay at the forefront of technology,” Colin states. “From utilizing social media platforms for marketing, to incorporating QR codes into advertising, we are staying abreast of new developments and opportunities, and passing them on to our agents.” The Veranda Homes approach to marketing and advertising distinguishes the brokerage among other real estate firms while emphasizing agent individuality. “In our industry, brokerages tend to focus on their own name

branding,” observes Paul. “Ultimately, we understand that an agent’s long-term success is paramount to our own. Rather than invest in putting our name out to the public, we’re focused on helping drive business to agents, to support them in their efforts. As their clientele increases, so does our name recognition.” Veranda Homes marketing campaigns are created to meet the needs of target audiences through comprehensive print and online exposure. High concept pieces are visually stunning, highlighting each property’s unique appeal. “Today more than ever, quality marketing is a distinguishing factor in real estate listings,” remarks Colin. “At Veranda Homes, we are committed to investing in the resources necessary to provide our agents and their clients with a competitive edge.”

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Service Makes the Difference At Veranda Homes, integrity comes first. It’s a subtle but driving factor in every element of the business, and it shows. “We are, to our core, a client-centric brokerage,” asserts Paul. “We understand that we are representing what is typically the largest investment in someone’s life, and we own up to the responsibility of that role. Our agents reflect this; they are consultative and collegial, working with their clients’ best interests in mind.”

ourselves with reputable individuals who are dedicated to the needs of our consumer clients.”

Both Paul and Colin remain active in the field. Their daily business keeps the broker/owners in touch with the pulse of the markets they serve, and in tune with the changing needs of their agents. “We have facilitated a productive environment within our office, in which there is an open exchange of ideas and strategies,” Colin remarks. “We adhere to the belief that there is ample business for those who seek it; competition should motivate, not divide, professionals.” Through an established network of industry-related service providers, Veranda Homes agents also work with a top-notch group of professionals in cooperative arenas. “Our affiliates offer service that goes above and beyond client expectations,” Colin says. “From escrow to title, lenders to movers, we have aligned

They’ve weathered the challenges of one of the most difficult real estate cycles in recent history, and Paul and Colin are optimistic about the future of their brokerage, their agents and their clientele. “We remain committed to providing the best possible level of service and representation,” Colin states. “Our clients deserve nothing less.”

Like their agents, Paul and Colin are active and productive members of their communities. Both are family men who are involved in a range of athletic and charitable organizations. They also sponsor fundraising activities throughout the year, giving back to those in need.

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VERANDA HOMES Colin Delaney & Paul Morgan 2850 Mesa Verde East, Ste. 115 Costa Mesa, CA 92626 Tel: 714.427.0443 Colin@verandahomes.com Paul@verandahomes.com www.verandahomes.com DRE # 01391590 - DRE # 01332164

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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:

949.705.0582

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

Jim Mecklenburg Prominent Escrow 949.825.5125

Gerold Grosso Evergreen Realty 714.396.5514

Lynn Wong First Team Real Estate 714.414.8809

Janice Eckles

Fred Arrias Executive Agent Magazine 949.366.3349

Ryan Grant

949.705.0581

Surprise Your Clients! Patti Brotherton

uilding client loyalty has been the key to a long and successful career in real estate. We all know it. Some agents do this very well-are in constant contact with past and current clients and see a good consistency in their business. They lose a few transactions each year, but don’t really worry because they have so much going and are comfortable with their results. But, why not have it all? Let me give you some ways to surprise your clients. One of the biggest mistakes agents do is not keeping in touch enough with their clients. If they hear from you 18 times a year-you will be receiving more referrals than you ever imagined. I know, most of you are saying, “gee, if I started doing that after they haven’t heard from me in five years, what would they think?” They would like that you are finally on the ball! It’s never too late! Annual gift

How about the middle of August? Buy barbeque aprons for each family, roll them up and tie with a ribbon, fasten your card or a note that says, “Hope you’re having a good summer. I’m thinking of you.” Let your imagination go. Surprise your clients! By the way, if you are already giving them something every Christmas (live poinsettia, beautiful calendar, etc.), don’t stop. You are way ahead of your competition. But, think about doing something during the year as well. You want them to have as many surprises as you can. Holiday cards

Why is it that we neglect to give back to the very people who have given us the most rewards? You should be spending your marketing money wisely; and it is very wise to give a gift to the people who helped you be successful. Every client that lives in your marketing area should receive a gift from you every year. Pick a month of the year that you want to do this (preferably not at Christmas time because they get so much at that time of year and you want to stand out). How about St. Patrick’s Day? Order live shamrocks from a wholesale nursery and dress them up with pretty green foil paper, put a sticker on them that says “Happy St. Patrick’s Day, your name, office, and telephone number.” Get some help and deliver them to their doorstep. What a fun surprise! When was the last time you received a live shamrock plant?

How about 4th of July? Have a local bakery bake you small apple pies for all your clients. Put them in a Ziplock plastic bag, put a white sticker with red print on the outside that says “what’s more American than apple pie? Enjoy. Happy 4th of July!”

I love sending cards for different holidays that people rarely receive cards for-St. Patrick’s Day, Easter, May Day, Arbor Day, Ground Hog Day, 4th of July, Labor Day, Halloween, and Thanksgiving. Surprise your clients by having a card made up and sending it to them. They will be thrilled and it’s so easy. Surprise CMA Why not send them a market analysis on their home every five years. The cover note can say, “Surprise.look what your home is worth now!” There isn’t a person around who doesn’t want to know the value or their home. And, this just might motivate some to action. What a surprise to have your Realtor® thinking of you and providing you with information unsolicited.

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Theater tickets Pick 10 couples a year to give tickets for live theater if they have it in your area or concert tickets, etc. Make a casual call and tell them that you were thinking of them and wanted to give them the tickets. They will be surprised and pleased. Call two weeks before the performance. Most will be able to attend some won’t, but you will still get mileage out of it with the offer. This little surprise has big rewards. And, is so easy to do. Mail them the tickets after you are sure they can attend with a nice note. Lunch or dinner Take two people to lunch or dinner once a month. Talk about the real estate market and how great it is. Let them know how much you enjoyed working with them and hope that you can help their friends and family in the near future. Don’t take the same people all the time. Take people that you haven’t seen for awhile so that you can catch up. They will be pleasantly surprised.

You get the idea. When you treat your past and current clients this way you will reap huge rewards and have a lot of fun doing it. Best of all, these small surprises makes everyone happy! Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. For additional information about Patti’s presentations and company services, contact the Frog Pond at 800.704. FROG(3764) or email susie@frogpond.com; http://www. frogpond.com

ExecutiveAgent Magazine

Eight Cash Cow Systems By Jim Remley

ave you ever met a dumb millionaire? I have and it’s irritating. The thought that someone can be so simple minded yet create such abundance in their lives can be frustrating for the rest of us who have to work hard for a living.

method of marketing. Start small - set a goal to call just three past clients a day and ask for a referral.

So what is their secret? How can they achieve success without being perhaps as highly educated or technically sophisticated or even socially connected as you or I?

2. Stop/Drop/Knock How many For Sale by Owners have you driven by in the last week? Be honest – Did you stop your car, drop what you were doing and go knock on the door? Here is your opportunity to begin modeling superstars. Make it a personal goal to knock three FSBO doors this week!

The answer is that they don’t have any secrets what they do have is simple systems. Many of us sophisticated folks are always looking for the magic bullet opportunity; an idea or a sudden revelation that will leap frog us straight to the moon. The dumb millionaire has found something simple that works consistently.

3. Belly to Belly Technology is terrific but nothing is as effective as meeting new people in person. How many cards have you personally handed to someone in the last seven days? Begin carrying 20 business cards with you each morning and make it a goal to have them handed out by the time you go home at night.

Some might call these Cash Cow Systems. These are simple repeatable business models that work consistently. These Cash Cow Systems are not magic and they don’t create instant success but they will create long term results. Let’s take a look at a few together: Eight Cash Cow Systems: 1. Low Tech Sphere of Influence Your phone is sitting on your desk right now. How many of your past clients could you contact in the next hour? Personal contact is the cheapest most effective

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4. Start with Giving One easy system for building your business is helping others build their business. Ask every business owner you come into contact with – “How can I help you build your business?” – The return will be a mountain of referrals. 5. All Politics is Local There are centers of power in every small town, large city, and rural community. These power centers can be instrumental in helping an agent build their business. Ask yourself who do I need to meet in order to tap into or become a part of the local power centers? 6. Repeat Success Many of the top producers in the country share one simple system. They have repeat customers who use their services multiple times a year. Ask yourself who moves a lot of real estate in your community? Examples: Builders, Investors, Attorneys. Introduce yourself to them and ask for their business! 7. Mailings How many pieces of mail did you send out in the last twelve months? Consistently mailings can help keep you top of mind among your sphere of influence, and the people that you are targeting. Build a long term plan by using a twelve month calendar. Also consider using a service like modernpostcard.com or expresscopy.com to do the actual hands on work.

8. Work Harder Have you ever heard the phrase – “By just showing up you can beat 95% of your competition?” This is also true in Real Estate because the secret is that almost any plan will work – the real question is will you work the plan? Find a simple system and work it! These simple cash cow systems can be adopted instantly by anyone, including you and the secret is – there are no secrets! What separates those dumb millionaires from the rest of us is their willingness to do the simple things over and over and over! So are you willing to begin tapping into the power of repeatable success? If you said yes - I have a challenge for you: Choose just one of the eight ideas and implement the idea this week into your business. Jim Remley, ABR, is a speaker, author, and consultant. He is also an active real estate broker in Southern Oregon where he owns a network of eight offices. Jim won the Rookie Instructor of the Year award in 2001 from Realty-U, the largest network of real estate educators in the nation. Recently he won the 2002 and 2003 Pacesetter Award. Jim is the author of an extensive catalog of products as well as a personal coaching system. Copyright© 2005, Jim Remley. All right reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com

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SUCCESS!

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Talk of

AWARDS - ANNOUNCEMENTS - RECOGNITIONS - EVENTS * Realty ONE Group Welcomes the eVantage Home Team: Realty ONE Group today announced that Nick Roshdieh and Vincent Bindi, owners of the eVantage Home Team, will be joining Realty ONE Group, along with their team of accomplished professionals. Already an Orange County powerhouse, Realty ONE Group manifests many of the same qualities as eVantage, including early adoption of cutting-edge technology; an agent-centered approach to training and marketing; a desire to be a resource for both buyers and sellers on Nick Roshdieh the intricacies of the market and real estate purchases; and a commitment to ethics and professionalism. “The synergies were too great not to pursue,” Roshdieh said. “Our team has always combined our real estate expertise with the power of computer technology to better serve home buyers and sellers. We realize – and Realty ONE Group does too – that by effectively utilizing technology, we ultimately save our customers time and money, as we reduce the cost and complexity associated with home buying and selling.” Roshdieh, a nationally recognized expert in the Southern California real estate market and wellknown real estate coach, has built the bulk of his business Vince Bindi on referrals from satisfied clients. A savvy negotiator, he has sold over 900 homes in his career. In 2008 Roshdieh and Bindi founded eVantage, which grew to 40 agents. “We shared a long-term vision of a brokerage driven by technology, where mastery of internet real estate marketing would drive business,” Bindi says. This manifests itself in strong online branding,

Presented by

powerful e-based marketing campaigns for listings and an active social media presence. According to Roshdieh, Realty ONE Group was appealing not only for its clear success in embracing technology, including a newly revamped website (realtyonegroup.com) and an active social media presence, but because of its core focus on agent empowerment: from a profitable cost and overhead structure to its high-end physical offices. In addition, Realty ONE Group’s broker-manager Tony Faulkner and Roshdieh have known each other for more than 10 years and share core professional values. “We were delighted they approached us to join our team since we share agent satisfaction as a cornerstone value,” said Kuba Jewgieniew, CEO and owner of Realty ONE Group. Despite industry conditions, Realty ONE Group has been expanding by both opening new offices and making strategic acquisitions. REAL Trends, Inc. ranks Realty ONE Group as No. 11 in its national rankings, and INC. 500 has named it one of the fastest-growing companies for three consecutive years. The full-service firm recently finished 2011 -- its second year in Orange County – as the fourth-largest real estate brokerage in the market based on sales volume; up 693% in total sales and 641% in closed transactions. * Prominent Escrow Services is proud to announce that as of June 4, 2012, we have moved our corporate headquarters to 1 Park Place, Suite 300, Irvine. In addition, we are also opening a Newport Beach office located at 140 Newport Center Drive, Prominent Escrow Suite 210 in July 2012. For more information about us, please visit our website at www.prominentescrow.com or look us up on Facebook.

the

Town...

PRESS RELEASES - PROMOTIONS - HONORS - ACTIVITIES

* imortgage Newport Beach is proud to announce that they have achieved yet another record breaking month in fundings and new business origination. The Newport Branch also recently held an Open House event which drew over 200 Realtors® to the event to learn more about a great new real estate imortgage marketing program that was just launched. imortgage is actively looking to continue their growth in Orange County and is currently looking to bring on the best and brightest loan originators and production staff. If interested, email ryan.grant@imortgage.com to find out how to become a part of this dynamic team. * Advantage Title, Inc. and Title365, Inc., leading nationwide providers of title insurance and escrow services, recently debuted a new release of their Title365.com platform that brings industry-defining transparency to title insurance and escrow services while uniquely delivering against both professional and consumer expectations for information before, during and post-transaction. Within Title365.com, customers can open and manage orders instantly online with an innovative relationship engine that delivers intelligent, individual-based order routing. The advanced Title365.com platform enables professionals and consumers alike to securely follow order progression for the first time from start-to-finish via OrderTrac™, which provides agile, real-time updates via email and/or text message. Title365.com customers can also research millions of properties, view and obtain recorded documents indefinitely, access integrated aerial mapping for visual searching, pull good faith estimates of title and escrow fees, print and share property reports, and connect via social media tools.

* First Team Welcomes New Agents; Lars Nordstrom and Valerie Starz, Anaheim Hills; Sally Picciutto, Irvine; Michelle Penaflor, Ladera Ranch; Carrie Bachmayer and Hedwig Cutter, Laguna Niguel-Ocean Ranch; Lilia Gonzalez, Long Beach; Grace Olson, Rossmoor; David Boyack and James Gibby, San Clemente; Jacqueline Dewar and Wayne Fisher II, Temecula; Chris Coletta and Karl Heim, Yorba Linda. For additional information about First Team Real Estate, please contact Anna Bennett at (855)302-6681. * Samantha Gorrell, joined Zip Realty in 2009 and stepped from the pages of Vogue to the pages of Realtor® for substance reads, and learned all that she could from other extremely successful agents and brokers. “With Zip, and all of its amazing qualities and an incredible business model, not to mention the 20 millions that view our Website monthly and the thousands buyer’s and seller’s that actually sign on as Potential Clients, I have attained a degree of success that is incredibly satisfying,” says Samantha. “It’s the Samantha Gorrell competitive thing that makes this business so much fun, to date, I have achieved National Recognition as a Platinum Presidents Club honoree and tied for 1st place in total transactions, year to date.”

If you or your office have information you would like to share in Talk of the Town, please contact one of our affiliates listed below or Executive Agent Magazine at: 949-366-3349

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E XECUTIVE AGENT MAGAZINE

John Davis By Lalaena Gonzalez-Figueroa

enior Loan Consultant John Davis has established himself as a relationship-driven professional with a comprehensive knowledge

of the elements necessary to fund and close successful real estate transactions. Collaborative and focused, he works primarily with real estate agents, financial professionals, and consumers developing financing and purchase strategies that will best suit each client’s needs.

“We are structuring business deals,” he explains. “I’m not just someone who is there to cover the lending portion of a transaction. I’m here to help make it happen.” John launched his lending career after earning recognition as an accomplished senior executive who negotiated over $300 million in media contracts. His corporate experience proved an ideal foundation upon which to build a business in mortgage lending; John is financially savvy and understands the importance he plays in assisting his clients achieve their long - and short - term real estate goals. “In order to identify the options that will best suit my clients, it is imperative that I get to know them,” he offers. “This goes beyond a single transaction; it’s about developing a deeper understanding of their wants and needs so that I may present them with the best programs for their unique circumstances.”

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Trusted Resources for Your Lending Needs After affiliating himself with a boutique mortgage broker in Huntington Beach, John determined that imortgage was a firm that would provide him – and his clients – with the services and products they needed to succeed. He joined the company in 2011 and has been thrilled with the course his business has taken. “We employ a really productive business model which focuses on providing exceptional customer care to our agents and their clients,” he explains. “imortgage was founded by individuals who understand the business of real estate, and who have positioned the company for longevity by focusing on purchase business.” From first time buyers in need of down payment assistance programs, to traditional FHA borrowers, to luxury investors seeking jumbo loans, imortgage offers a wealth of options designed to meet the ongoing needs of its diverse clientele. John’s personable approach demystifies the lending process, easing stress and maximizing results for his customers. “I truly enjoy the opportunity to work with a wide range of people,” he notes. “While each situation is different, there are commonalities that resonate with every client.” Open and direct communication, an ability to creatively strategize solutions to challenges, and a focus on closing the deal have contributed to John’s signature standard of business. His dedication has earned him the loyalty and trust of a thriving clientele.

agents and regularly supports the organization’s causes and events. As a happily married family man with four children, John also gives his time to a number of regional civic organizations. John looks forward to continued success with his steadily-growing clientele. Despite industry challenges, he remains optimistic about what the future holds. “Our line of work can be difficult,” he acknowledges, “but it is also very rewarding. There is tremendous satisfaction in knowing that I have helped a family achieve the goal of home ownership, or assisted an investor in expanding his real estate portfolio. I’ve received some of the nicest thank you notes after a successful closing, which is extremely gratifying knowing that I was able to make a positive difference in the lives of my clients.”

To maintain a solid grasp of the issues and challenges facing his Realtor® partners, John maintains an active presence in his local community. He is an affiliate member of the Orange County Association of Realtors®, where he networks with

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John Davis Senior Loan Consultant imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660 Telephone: 949.705.0576 John.Davis@imortgage.com www.imortgage.com/john.davis NMLS ID 341251

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 06/2012

2nd Annual

July 10, 2012 Coyote Hills Golf Course, Fullerton

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Events include: Best Ball, Putting Contest, Closest to the Pin Contest, Longest Drive Contest 1:00 pm - Shotgun Start 5:30 pm - Networking 7:00 pm - Dinner

To Sign Up or Sponsor... Contact Joey Vargas at 714.245.5555 or joeyv@pwr.net To Volunteer Call Lalaine Castillo at 714.245.5530 or lalainec@pwr.net

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Pacific West Association of REALTORS速 Charity Foundation

Kevin Budde

Joelynn Warner

Branch Manager 949-422-2075 kbudde@primelending.com NMLS: 325450

Loan Originator 949-370-1027 jwarner@primelending.com NMLS: 632721

Tiffany Garcia Loan Originator 949-933-7814 tgarcia@primelending.com NMLS: 632719

Katrina Hanshaw Loan Originator 714-244-0005 khanshaw@primelending.com NMLS: 483906

Suzanne Ginn Loan Officer Support 949-325-1262 sginn@primelending.com

MORTGAGES WITHOUT OBSTACLES.

The goal at PrimeLending is to provide unsurpassed quality service and support throughout the entire mortgage process for every client and referral source. This proactive sales and operational philosophy simplifies and accelerates the loan process at all levels. The company's experienced mortgage professionals are dedicated to making every customer's home loan experience a positive and successful one.

28202 Cabot Road, Suite 135, Laguna Niguel, CA 92677 ÂŠ 2012 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.

E XECUTIVE AGENT MAGAZINE

Clients Come First By Lalaena Gonzalez-Figueroa

t’s not uncommon for real estate agents to assert that they treat each customer like their number one priority, but husband and wife team Cesar and Teodora “Dorie” Jusay have taken the concept of personalized client care a step further. The Jusays partner up to represent a single client at a time, maintaining transactions that run as smoothly and stress-free as possible. Filipino natives, Cesar and Dorie relocated to the United States in 1981, each in search of a better

life. “We came here for the opportunities that this country offers,” Cesar recalls. They weren’t chasing an elusive dream, though. “In order to achieve success, you must be dedicated to hard work,” notes Cesar. And he and Dorie are living their lives by that very philosophy. While they are both government employees, they have also discovered that, through real estate, they have the ability to help others achieve their own success. The duo’s unique approach ensures that their clients’ needs are consistently met.

Teodora “Dorie” Jusay & Cesar Jusay “Dorie and I are with each client every step of the way, offering the information and support they need to make the best decisions possible.”

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Cesar & Dorie Jusay Dorie launched her real estate career in 1992 and Cesar followed suit two years later. The two have cultivated a level of service that has clients feeling almost like family members. “Our aim is to make a home purchase or sale a comfortable experience,” Dorie says. “Cesar and I are with each client every step of the way, offering the information and support they need to make the best decisions possible.” Their patient and thoughtful approach makes Cesar and Dorie an ideal fit for first-time buyers, who appreciate the duo’s market knowledge and consultative representation. “During our initial meetings, we like to visit with our clients to better understand their expectations and to establish an understanding of the upcoming process,” says Cesar. “Dorie and I believe that, by being prepared, we are better able to address challenges that we might face during a purchase or sale.” Lending support is the Jusays’ brokerage, CB Realty & Home Loans, which they laud as a resource for helpful solutions and strategies. Though Cesar and Dorie once worked as mortgage brokers, the two have found their niche in real estate sales. Their lending experience, though, allows them to offer a more comprehensive level of representation. “We are able to work closely with our clients and their loan officers as they navigate the process of obtaining financing,” Cesar says. “Not only are Dorie and I familiar with the terminology and steps involved in putting together and processing loans, but we have also maintained a number of contacts within the industry. We can provide our clients with great referral sources for their lending needs.” The Jusays have also cultivated a strong network of industry-related specialists including home repair experts and service providers whom they say operate with a high standard of integrity.

that each client’s unique needs are identified and met. “Real estate isn’t just about buying a home,” remarks Cesar. “It’s about preparing clean contracts, negotiating for the best interests of your client, and offering representation that is knowledgeable and ethical. That is how we do business, and it has made a difference for our clients.” In fact, the Jusays have earned a solid base of repeat and referral customers thanks to their individualized approach. Though their growth isn’t breaking records, the Jusays have received professional accolades including membership in their brokerage’s “Multi-Million Dollar Club.” In 2003 and 2004 they were recognized as their company’s top producers. Their success isn’t about awards, though. It is a reflection of their commitment to truly caring for their clients. And for Cesar and Dorie, that’s what real estate is all about. Cesar and Dorie are dedicated parents to three daughters, Trisha, Darlene and Melinda. Cesar proudly notes that all are University of California graduates with excellent careers ahead of them, and that Trisha is currently an MBA candidate at Harvard University. Though their professional ventures keep them busy, Cesar adds that he and Dorie enjoy giving back to their community by donating their time and skills to those in need. Cesar and Dorie look forward to ongoing professional success, one client at a time.

Cesar & Dorie Jusay CB Realty 16216 Clark Avenue Bellflower, CA 90706 Telephone: 714.425.7337 E-mail: doriejusay@yahoo.com DRE# 01207363 - DRE# 01093902

Cesar and Dorie represent buyers and sellers throughout California, and are diligent in ensuring

ExecutiveAgent Magazine

Are Limiting Beliefs Stopping You? By Anne M. Bachrach

nherently speaking, there is nothing that you are not capable of accomplishing. The truth is there is no such thing as can’t - you only think you can’t. Success is not a special privilege handed out to a selected few; success comes to applying success-oriented beliefs. Transform limiting beliefs into success beliefs and you can achieve anything. That’s where life coaching can and does make a big difference for many people. It helps you transform limiting beliefs into success-oriented beliefs that get you from where they are to where they want to be. It’s no coincidence that when clients call me for life coaching services, they come to me because they feel stuck or blocked. They feel stuck because they don’t realize their limiting beliefs have created an obstacle that is stopping them from achieving their goals. Here’s a perfect example. During one of my coaching sessions with a client, I asked him about his success with obtaining referrals (which is a key to any business). He told me that he typically will receive two referrals per client. When I asked him why he thought he didn’t receive more, he replied, I just can’t imagine obtaining more than two referrals per client because that is what I typically receive. Then I asked him if he expected and believed he would receive more than two referrals (something like 5, 8, 12 or 25), did he think he might actually receive more referrals? He hesitated for a minute and in an “a-ha” moment, said yes. He realized at that moment his limiting belief was holding him back from something more. As soon as he changed his limiting belief, he began experiencing a higher number of referrals from his clients. How are limiting beliefs affecting your success? Like I said, success is not a privilege handed out to a selected few; success is available to anyone who applies success-oriented beliefs to their life. Limiting beliefs create obstacles, while success-oriented beliefs tear them down. Although limiting beliefs are only thoughts, they create obstacles - literally. When you let go of limiting beliefs, you gain the power to not only get around obstacles, but prevent your mind from creating them in the future. Success beliefs help you realize that you can do anything and

any obstacles you face are only imaginary blocks created by your limiting beliefs. Success Belief #1 Everything begins and ends with you. Blaming others for anything, including your reality, is nothing but a limiting belief. It never matters what other people say or do, it only matters what you say or do. Everything, good and bad, can always be traced back to an action (or reaction) you made. Taking responsibility for everything in your life isn’t accepting personal blame; it’s understanding that you are the creator of your life and you have the power to make successful choices. The power of choice takes you from being a passive acceptor to an active creator. Success Belief #2 Yes you can. Self-defeating talk is disempowering - give it up. It literally takes away all of your creation power. The truth is - there is no such thing as can’t. For example, you can be a professional athlete if you chose to. It’s unlikely you would become a professional athlete without training or experience, but you can be a professional athlete with training and persistence. Notice I said, unlikely? I didn’t say can’t because, really, anything is possible. There is no can’t about it - you can if you choose. See the difference? Get back in the driver’s seat and speak empowering words like, I am, I will, and I have. Granted, you have to be willing to do the work because saying I am will not magically transform you into someone else. Success Belief #3 Commit to your goals. If you want it, but aren’t willing to do the work in order to get there, there’s not much point. You have to really want it to commit to it. Choosing to do something because someone else wants you to do it only makes it easier to quit. Achieving your goals isn’t always hard, but it does take focus, commitment, and hard work. Commitment is much easier to deliver when you have the desire for the end result. Success Belief #4 You have got to believe in yourself.

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There is creation power in your belief system; so use success-oriented beliefs to create a success driven life From now on, you believe you can do anything because you realize that success just comes down to applying the right belief system. Those who believe, create the impossible every day all over the world. They dissolve disbelief in others by defying the odds and accomplishing what was said to be “the impossible.” How did they do it? Because they believed they could do it, and committed to doing what needed to be done to get there. If they can do it - so can you. Success Belief #5 Ignore the negative talk around you. Many times you don’t even realize people are holding you back. They may not even realize they’re doing it, but it’s natural for those close to you to want you to remain at their level. It’s human nature to want to keep close relationships and without even realizing it, they are holding you back, and you are allowing it. If you want something more than you currently have, and realize that means having to loosen the ties with those who are holding you back; you are entitled to excel to your next level. You don’t have to necessarily leave them completely behind, but realize you are not obligated to remain in a limited level in life. You have the freedom to reach the next level, even if your current friends and family choose to not rise with you. The people around you may mean well, but they don’t always say the right things (this includes friends and family). They give us advice because they think they’re helping us, but sometimes cause more harm than good. If people around you are telling you that you can’t do something - don’t listen to them. Be grateful, thank them for their input and politely state that you believe you can. Remember, there is a difference between can’t and unlikely. Becoming a professional football player at age 45 is unlikely, but becoming a professional athlete in hundreds of other ways is absolutely possible. Success Belief #6 State it in the positive. Remember, your belief system shapes your reality, so say what you want and state it in the positive. For example, “I want a job that unleashes my potential.” instead of, “I don’t want another mindless job.” Here’s another, “I want to own my own business.”

instead of, “I don’t want to be stuck in this job forever.” Think about what you want, not what you don’t want. Do you think Bill Gates spent all his time thinking about being a college dropout? No - he was too busy being focused on building his multi-billion dollar business. Success Belief #7 Take financial responsibility. If you want success, you have to learn to handle your money well. If you are in debt, do what you can to reduce or completely eliminate it. If you’re on a budget, don’t buy new clothes if you need to pay bills. Success comes to those who make financial decisions that support their long-term goals and success. Buying a new pair of shoes is great when you have the money, but if you have $100 dollars in the bank, it’s just not a decision that supports your success. Buying new clothes is a great way to feel and look better, but it should never compromise your financial success. There is creation power in your belief system; so use success-oriented beliefs to create a success driven life. Whether you think you can or can’t - either way, you are right. HENRY FORD Founder of Ford Motor Company 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.

ExecutiveAgent Magazine

Why Wells Fargo We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM program: Our exclusive program that connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We offer financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer Preapproval: You’ll know you’re dealing with serious buyers who have already completed the application, credit check, and first decisioning phase.

Call us today to find out more.

J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462

Tammy Colangelo Home Mortgage Consultant 714-969-1499 NMLSR ID 450306

Steve Silvestri Home Mortgage Consultant 714-476-3000 NMLSR ID 419052

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

Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078

Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497

My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285

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

Richard Carroll Home Mortgage Consultant 714-717-3880 NMLSR ID 459782

Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475

Phillip Nguyen Home Mortgage Consultant 714-809-2394 NMLSR ID 724040

Asela Thomason Home Mortgage Consultant 562-881-3792 NMLSR ID 45362

Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934

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

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

Jaime Hammill Home Mortgage Consultant 714-593-5049 NMLSR ID 642557

Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888

Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520

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

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027

This information is for real estate professionals only and is not intended for distribution to consumers. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS946796 4/12-7/12

E XECUTIVE AGENT MAGAZINE

ExecutiveAgent Magazine

Mahsa Thomas - Townsend Driven to Succeed By Lalaena Gonzalez-Figueroa - Cean One Photography

y the time she was 12 years old, Mahsa ThomasTownsend had accumulated a lifetime’s worth of experiences. A native of Iran, she and her family fled the war-torn country, relocated as refugees in Germany, and landed in the United States with little more than the hope and tenacity that had prompted them to pursue the opportunities that their new homeland offered. “Looking back, I almost don’t believe what we went through,” Mahsa recalls. “But there was never a doubt that we did the right thing; this is an amazing country, a place where you can arrive with absolutely nothing and make something of yourself.” Her candor is revealing; Mahsa presents herself without affect or ambiguities. She is direct, a quality that drove her to early success. Growing up with a strong work ethic she displayed an entrepreneurial spirit at a young age. Her parents, focused on the merits of academic pursuits, were unable to dissuade their teenaged daughter from entering the workforce. “I’ve been working since I was fourteen,” Mahsa reveals. “Each time I was presented with challenges, my fire was fueled. I became self-sufficient early on, and was constantly motivated to accomplish my goals.” In 2002 Mahsa set her sights on real estate and never looked back. She sold 12 homes within her first six months in the business, thanks in great part to her diligence and business acumen. “I worked with a mentor whose experience and insight were invaluable to my early success,” she explains. “And by focusing on working with buyers, I developed a great knowledge of the markets I served and a first-hand understanding of the importance of exceptional customer care.” As her star continued to rise, Mahsa’s business also blossomed. By 2006 she had opened her own brokerage, invested in a restaurant franchise, and was managing a growing portfolio of income properties. Then the market shifted. “Everything started to collapse,” she reflects. It has been said that the road to success runs uphill, and Mahsa didn’t hesitate to embark upon the challenge of reaching a new summit. She reevaluated her approach to business and realized that she needed to refocus on her true passion. “Diversification had rendered me unable to give one hundred percent to my endeavors,” she explains. “But in the end, I recognized that real estate was my calling.”

to work on my craft,” she explains. “Focusing on the needs of my clients, it was clear to me that I needed to ensure that I offered them the highest possible level of service and representation.” When the time was right she re-established her accomplished solo practice. Mahsa has readily distinguished herself as more than simply a licensed agent; she is a real estate professional whose consultative and client-centric approach drives every element of her business. It’s been over a decade since she launched her career, and Mahsa continues to thrive. She represents a comprehensive range of clientele, including buyers, sellers, high-end homeowners and individuals with distressed properties, throughout Orange County and the surrounding regions. A fervent negotiator with a penchant for the art of the deal, she is creative and proactive in her efforts to consistently accomplish her clients’ goals. Supporting her efforts is an extended team of professionals whose commitment to excellence mirrors her own. “I’ve cultivated a great group of individuals who offer impeccable client services,” she notes. “Our ultimate goal is to facilitate a smooth, exciting and positive transaction for each and every client.” A loyal customer base is the testament to her endeavors; Mahsa has built her business on a growing number of repeat and referral clients. Her life, like her career, has been about accomplishing big dreams, overcoming adversity and taking charge of her success. As Mahsa reflects on the past and looks toward the future, she is brimming with positivity. “I’ve experienced highs and lows,” she muses. “But I’m proof positive that anything is possible. I arrived in this country from an oppressive culture, unable to speak English. Today I’m celebrating the liberties of life, helping others to reach the American dream. There are no limits to what can be achieved here, and I am ready to discover what’s next!”

Mahsa Thomas-Townsend Coldwell Banker Excellence 949-813-8999 South Orange County 714-507-5659 North Orange County mahsatownsend@yahoo.com www.mahsathomas.com

True to form, Mahsa delved back into the business with an unwavering sense of purpose and positivity. She pursued education and training in a range of transactions including short sales and REO properties, and worked as a member of a successful team. “I took the time ExecutiveAgent Magazine

DRE #01336533

More Important Than Your Business Plan

uestion: What could be more important than your business plan? Answer: Your habits.

An Agent’s daily and weekly habits are more important than the quality of their business plan. Both, plan and habits are best. But of the two, habits rule. Consider these two Agents. Which would you rather be? Amy Agent has a great plan and lousy habits. She is really excited about her plan. But… her lack of habits means that she does not consistently take action. Her lead generation and follow up are mediocre. Her marketing is random. Her service and communication with her Clients is hit or miss. It is easy to imagine how these lousy habits limit Amy’s success and add to her frustration.

5. Provide Quality Service to Your Listed Sellers and Pending Clients 6. Think and Strategize 7. Improve Your Presentations (as necessary) 8. Learn Inventory by Previewing Property (as necessary) Presentations, handling pending transactions, showing, offers, negotiating, etc are also priorities but they are dependent on other people’s schedules. Therefore they are difficult to build as habits. Turning the above eight priorities into habits guarantee the presentations, showings, offers, etc that result in your success.

Habits Work. Consistency Works. Consistency Wins. It’s universal.

Four Critical Keys to Turning the Eight Priorities into Habits 1. Schedule the priorities, for 30 minutes (at the beginning); first thing in the morning as soon as you sit down at your desk. That’s not the real key. This is; complete the priorities for that day before you open your e-mail! 2. Schedule each priority on the same day of the week, at the same time, in the same place, and get started in the same way. 3. Start with one priority at a time. Once you experience the value of having one habit. You will be motivated to add the next. 4. Start with 30 minutes or less. This feels less burdensome. It motivates efficiency. And the fact is that you can accomplish a lot when you are really focused for 30 minutes on one priority.

Habits ensure success in every endeavor. The athlete and the team with the better habits win. The marriage with the better habits thrives.

In all of my workshops, on every topic, I teach Agents to create habits. I teach Agents to implement the topic of the workshop through better habits.

It’s Not Time Management. It is Priority Management. Time management seldom works. Priority management always works.

Let me be clear. Business planning is very important. In fact planning is a main focus of my coaching and teaching. But I know that your habits, not your plan, dictate your success. And it is your habits that will guarantee the implementation of your plan and the success of your business and your life.

In contrast Annie Agent actually has no formal plan but she has great habits. She always feels like a better plan would help her. But… on the same days of the week, at the same times, in the same place, in the same way she consistently follows up her leads; sends direct mail, e-mail blasts, and blogs. She communicates with her Clients on schedule. It is easy to imagine how Annie’s habits feed her success, create personal satisfaction and a better quality of life.

In his book, The 7 Habits of Highly Effective People, Stephen R. Covey wrote, “The key is not to prioritize what’s on your schedule, but to schedule your priorities.” There are eight priorities that guarantee success in a Real Estate career. Scheduling them is remarkably easy. Developing the tiniest bit of discipline around them, one at a time, turns them into habits. The Priorities of a Successful Real Estate Career Are: 1. Look at and Update Your Measurable Results Daily 2. Make Appointments with new Clients 3. Conduct Your Technology Marketing 4. Implement Your Traditional Marketing 34

Master Coach and Agent Productivity Expert Rich Levin will be presenting “14 Proven Systems to Keep Your Transaction Intact Until They Close” and “Dynamite Real Estate Presentations” at the Texas State Convention in Galveston on September 15th. He is President of Rich Levin’s Success Corps Inc. (www.RichLevin.com). ©2010, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

Written by Rich Levin

ExecutiveAgent Magazine

Daily Deposits In Yourself...

hat is the most important asset you own? Is it that wonderful home you own? Is it the beautiful car that you drive to and from those listing appointments? Is it your investment account of stocks that in the last twelve months has taken a beating? We spend so much time investing in the tangible things or money that we are trying to acquire in life we fail to recognize the most important asset we own. Your most important asset is not your money…it is you. How much time and money are you investing in you? Do you have a set time every day to invest in you? Are you making daily deposits in you? There are a couple of key areas to make deposits daily in your life. Each of these areas is essential for you to build a better you. 1) Physical: We need to move physically daily to be at peak performance. There have been quite a few studies showing that our American society is more over weight than ever in our history as a society. We ultimately eat too much and move too little. How do you rate yourself physically? Are you on track or off track? What do you need to do to get back where you need to be? What do you need to cut out? What do you need to add to your diet and exercise routine? Make a decision and a commitment right now to begin. Write down right now when and what you are going to do to change your physical attributes. 2) Relational: This asset of being able to interact with other people is truly a blessing. We often fail to invest the necessary time, energy and love to create growth and abundance. Even the plants in our yard need attention to bring forth the explosive blooms we enjoy. We can pay more attention to our plants than we do to our children, spouse or significant relationships in our lives.

3.) Spiritual: I truly believe we are spiritual beings. Our spirituality can be the first part of our life to become neglected. The reason is we do not have someone saying pay attention to me. Your body will often tell you when your clothes do not fit. Your spouse or children often speak up when they are neglected. Many times spiritual beliefs will just let us stray. They do not cry out, “Pay attention to me!” When we wake up later dramatically off the track in our spiritual life, we will say, “How did I get here?” 4.) Mental: The asset of our mind is incredible. We have been blessed with incredible capacity. Most of us are just using a small percentage of our capacity. I truly believe the goal for each of us is to play the game of life to the level of potential that we possess. We have all been gifted with vast untapped resources. What are you doing to mine those resources regularly? The barrier for all of us to achieve the abundance in all accounts of our life is lack of commitment. That lack of commitment is what stops each of us from achieving our goals and the life we desire. We have to be prepared to pay the price to achieve what we want in each of these categories: physical, relational, spiritual and mental. We must be prepared to make that absolute stand and commitment that nothing is going to stop us from achieving our goals and dreams in life. Are you ready to start today? Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2007, Dirk Zeller. All right reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com.

My question is, are you on the mark with your relationships? Is there someone who needs more water and fertilizer in your life? What are you going to do about it? When?

ExecutiveAgent Magazine

By Dirk Zeller

The barrier for all of us to achieve the abundance in all accounts of our life is lack of commitment. That lack of commitment is what stops each of us from achieving our goals and the life we desire.

ExecutiveAgent Magazine

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