NOVEMBER 2015 S. ORANGE COUNTY by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Kathi Jesse Executive Agent of the Month

Inside Features: Gerry Bullerdick RE/MAX Realty Centre Jason Devor EHM Real Estate, Inc. Mark Preston imortgage

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Executive Agent of the Month

21 19 Kathi Jesse Executive Agent of the Month

Professional Profiles

14 4

Gerry Bullerdick

Jason Devor

Mark Preston

RE/MAX Realty Centre

EHM Real Estate, Inc.

imortgage

ExecutiveAgent Magazine

November, 2015 - S. Orange County Editorials

E XECUTIVE AGENT

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

Becoming More Persuasive -Tony Alessandra

How To Train Cats And Salespeople -John Boe

ADVERTISERS’ INDEX Alpine Mortgage Planning......................................9

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

Managers: What Do Agents Owe You? -Carla Cross

Guaranteed Rate..................................................17 imortgage...................................................................2 i Photography Studio........................................25 - 28

Ways To Increase Motivation -Peter Field

Kinecta Federal Credit Union...............................13 PWAOR...................................................................29 The Termite Guy........................................................3 Ticor Title Company.....................................................40

Putting Balance In Your Life -Peggy Morrow

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

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

Speaking For Success -Terry Murphy

© Copyright 2015 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.

Change Begins With Choice -Jim Rohn

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Mark Preston

ortgage lending is the single profession to which Mark Preston has dedicated his entire career. He has so distinguished himself as to become a manager for two of the largest banking institutions in

the world. Recently, Mark chose to join imortgage. Why? Because like Mark, imortgage has only one focus: delivering quality mortgage products with the highest possible standard of service.

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Master of his Trade Written by Haley Freeman

After he graduated with his degree in management and economics from Arizona State University, Mark first became a loan consultant with Mission Hills Mortgage, an in-house lender for Tarbell, Realtors®. Mark’s insistence upon professional excellence earned him opportunities to advance in the industry, opening doors with the most recognized names in mortgage banking: Countrywide, Bank of America and Wells Fargo. As a sales manager at imortgage, Mark is now leveraging his 15-plus years of banking experience to give Realtors® and their clients a more focused and personalized lending experience. “When you’re working for a large financial institution,” Mark says, “mortgages are just one piece of the pie, because they also do retail and business banking. It’s fantastic just to get back to a company that is completely and solely focused on doing home loans. It makes the process faster, more efficient and more cost-effective. imortgage is a truly mortgage-centric company. I feel like this is a step in the right direction for my clients and business partners.” Mark’s purchase-based business has always required that he remain up-to-date on changing programs and industry standards. He has built an unshakable reputation for reliability, professionalism and follow-through. He takes referrals seriously, understanding that his actions are a direct reflection on his referring partners. “I’m always the shirt, tie and suit guy. I want to present myself well and treat everyone with respect.”

tions. People fear what they don’t understand, and can be hesitant to ask questions themselves. You have to take the initiative to guide them through it.” Mark was born and raised in Orange County, where he lives today with his wife and their two children. Mark and his wife are avid scuba divers, and they take a dedicated diving trip each year. They are looking forward to including their nine-year-old son, who will be getting his dive certification soon. Mark is a leader in the industry, who enjoys helping agents and loan officers grow their businesses. A long-time member of the Orange County Association of Realtors®, Mark has been the MC for broker meetings in Huntington Beach since October, 2008. He is also an empathetic manager who understands his loan officers’ sense of urgency and need for plausible solutions when closings are imminent. “I never take for granted that clients and real estate partners have a lot of choices when it comes to lending. I’m keenly aware of the importance of providing the necessary financing, while at the same time providing great customer service. imortgage is a company where I believe I can deliver the best of both.”

Mark is highly cognizant that every real estate transaction can stop with the lender, generally the only party to say “no” during a transaction. “When an agent refers me business, they have to be really confident in the fact that I’m going to get the job done. I understand that nobody gets paid until and unless the transaction closes. I follow through with good communication, which is the key to any successful relationship. When there’s bad news, you have to pick up the phone and call. But I never call with bad news without options. I’ll say, ‘I can’t do it this way, but we have these three options. Which works best for you?’ I’m big on solutions. We’ll figure out a way to get it done.” Mark takes a consultative approach with clients. “This is the single-largest debt anyone will take on. I think my number one responsibility as a lender is to help borrowers effectively manage that debt. I don’t ever want somebody coming back to me later saying they didn’t understand what they were committing to. It means acting more like a consultant with the borrower, and asking a lot of quesExecutiveAgent Magazine

Mark Preston - Sales Manager imortgage 24422 Avenida De La Carlota, Ste. 110 Laguna Hills, CA 92653 Tel: 714-585-6444 Email: Mark.Preston@imortgage.com Web: www.imortgage.com NMLS ID 490912

Becoming More Persuasive

hy are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never been less true. For a variety of reasons.

For starters, people everywhere have become more savvy, skeptical, even cynical. We’ve all become more jaded about advertising, more suspicious of political claims, and less trusting of those who bring us a message, any message-even one that may be in our best interest. Second, and most important, many people just aren’t skilled at the art of persuading. No matter how brilliant your idea, no matter how technically advanced or economically sound it may be, it’ll go nowhere unless you get others to go along with it. And the only way you do that is by persuading them, by communicating clearly why they really should want to do what you really need done. Learning to improve our persuasiveness is both easier and harder than it used to be. Easier because we’ve now got E-mail and voice mail, CD-roms and cellular phones, satellites and skywriting, and a vast array of other tools for communicating. But it’s also more difficult in that the deluge of messages and ill-equipped messengers cheapens them all. So nowadays, it’s more crucial than ever to hone the skills that heighten our power of persuasion. Here are some ideas, big and small, for making yourself more persuasive: 1. Ask yourself: What do I really want? Sure, we all want security, happiness, health, love, and fulfilling work. Digging a little deeper, we might find further shared values, such as recognition, power, freedom, and serving others. But what’s unique to you? What do you think about alone at three in the morning? What really resonates within your soul? What would you, in a perfect world and freed of family, fiscal, or geographic constraints, most like to be doing? Think about these questions as a means of searching for your great “because-- the difference between your current situation and your desired situation.” 2. Shift your focus to others. There’s an old story of a young lady who was taken to dinner one evening by William Gladstone and then the following evening by Benjamin Disraeli, both eminent British statesmen in the late nineteenth century. “When I left the dining room after sitting next to Mr. Gladstone, I thought he was the cleverest man in England,” she said. “But after sitting next to Mr. Disraeli, I thought I was the cleverest woman in England.” If you practice attentiveness to others, you’ll find it does wonders for both of you. They’ll enjoy it; so will you. And together you’ll accomplish much more. 3. Train yourself to remember other people’s names. The sweetest sound, it’s said, is that of your own name being spoken. And calling others by name is an important first step toward building rapport and, thus, persuasion. Roger Dawson, in his book 13 Secrets of Power Persuasion, gives numerous techniques for overcoming this problem. One of the best: When you shake hands with a new person, note the color of his or her eyes. That forces you to make eye contact and, after a while, will also send a signal to your brain to store that person’s name in your short-term memory. Use the name soon afterwards, and you’ll have a lock on it. Try it!

4. Empower others. Skillful persuaders send out the message, spoken or unspoken, that they appreciate others’ abilities. For example, Minnesota Mining & Manufacturing (3M), the $15-billion-a-year firm famed for its innovation, leaders still utter--and follow--the maxims of William McKnight, its legendary leader for half a century: “Listen to anybody with an idea.”... “Encourage experimental doodling.”...and “If you put fences around people, you get sheep; give people the room they need.” 5. Hone your sense of humor. While being wheeled into the operating room after being shot by a would-be assassin, the ever-persuasive President Ronald Reagan got a chuckle when he wisecracked, “I hope the doctor is a Republican.” We may not all be so cool in a crisis, but we can all profit by not taking ourselves too seriously. Tony Alessandra, Ph.D, is a marketing strategist and applied behavioral scientist, Dr. Tony Alessandra is a leading authority on bottom-line marketing tactics and on building business relationships for life. Copyright© 1998, Tony Alessandra. All right reserved. For information on how to bring Tony to your group, please contact us at 800-704FROG (3764) or susie@frogpondgroup.com. 8

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that offerss EXCEPTIONAL SERVICE. JOHN J. REED

ROBERT FAIR

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Sales Manager MLO-816387

jreed@alpinemc.com alpinemc.com/JohnReed

Sales Manager MLO-302745

rfair@alpinemc.com alpinemc.com/RobertFair

mark.martinez@alpinemc.com alpinemc.com/MarkMartinez

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JIM THIEL

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Sales Manager MLO-653005

Senior Mortgage Advisor MLO-923896

Senior Mortgage Advisor MLO-907893

acipolletti@alpinemc.com www.AlansLoans.com

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LYNN NELSON

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949.398.3661

949.398.3637

Senior Mortgage Advisor MLO-653022 lynelson@alpinemc.com alpinemc.com/LynnNelson

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Written by Haley Freeman

“You’re a superb Realtor®. There’s no other way to describe it.” That’s what one of Jason Devor’s clients

recently told him. Why? Because Jason is the kind of enthusiastic young agent who inspires the trust and respect of the people who work with him. He takes a proactive approach to business that assumes the world will meet him on his win-win terms. His empathetic nature, real estate expertise and creativity are all talents that set him apart from his competition and have helped him to build a nearly 100 percent referral-based business during his first year-and-a-half in the industry. The way people deal with adversity reveals much about their character. When Jason was awarded several distressed St. Louis properties as damages in a law suit, he had to figure out how to get the most out of these assets, and from several states away. He took the initiative to interview nine different Realtors® and investors, asking each how they would market and liquidate the properties. What he heard prompted him to take on the task himself. “It was important to me to understand what other people’s methods might look like,” he said. “But I wasn’t impressed with what they were offering. It was very cookie cutter, and I like to do things out of the box. I decided to give it a shot on my own, and if I didn’t make it work, I knew I had nine people I could call upon.” Using his “out of the box” methods, Jason sold those properties himself for more than market value, and his success inspired him to change careers. “I had a blast doing it and thought: I should be doing this for other people.”

Jason Devor ExecutiveAgent Magazine

Your Superb Realtor® Jason was already skilled at working with people. He spent ten years in retail management, where he learned to get along with all kinds of personalities and maintain uncompromising customer service standards. Real estate was just an opportunity for Jason to take what he already knew and help people with much larger and more important purchases. He joined EHM Real Estate, Inc. in 2014, where “Every Homeowner Matters,” and the culture matches his own service philosophy. “Clients have to feel comfortable in every aspect of the transaction – before, during and after. A transaction is more than a bunch of legal documents and steps in a process. It’s a situation where you have to be able to relate on a personal level so people feel comfortable with your guidance. This is something my broker articulated to me about his company when I first met him. As soon as I heard those words, I knew this was my perfect match.”

“The only way I can be a real estate expert is to completely immerse myself in it. I can honestly guide my clients about what is a good investment because I’m doing it myself. It helps me develop trust with my clients.” Jason and his wife, Amber, have been married for nearly seven years and love spending time with their two dogs, Skippy and Shadow. Jason describes Amber as “very supportive” of his passion for real estate and the hours he dedicates to taking care of clients and finding and improving investment properties of his own. Jason’s primary goal in real estate is to make people happy. He charges into the world with positive expectations and is often met on his terms. “When choosing a real estate agent, it’s not always about the numbers. It’s important to feel a personal connection. I come to every transaction with the attitude that you’re going to like me, because I’m going to do a great job for you.”

Perception is Reality If you visit Jason’s website, you will get to know him and real estate by means of his candid blogs and creative infographics. A young, energetic professional, Jason is upto-date on market trends and technology, he is energized by the constant changes in the marketplace, and brings a fresh perspective to the diverse clients he represents. Jason expounds on perception as one of his core beliefs about customer service, “One of my favorite things to talk about is perception and how it relates to everything,” Jason explains. “It doesn’t matter what you meant to say or do. The only thing that matters is how that other entity is receiving the message. When I represent a client, I’m not thinking about what I should be doing, but how they’re feeling. When I negotiate a deal, I try to understand the other side’s point of view so we can get to what everybody needs out of the situation.” Jason is also a homeowner and savvy real estate investor who both manages rentals and flips properties for profit.

ExecutiveAgent Magazine

Jason Devor EHM Real Estate, Inc. 31991 Dove Canyon Drive Trabuco Canyon, CA 92679 Tel: 949-600-0776 Email: realtorjasond@gmail.com Web: www.JasonIsMyRealtor.com CalBRE # 01954137

How to Train Cats and Salespeople

hich do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it’s true that cats have a welldeserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople. Surprisingly, the same training and reward techniques required to get Fluffy to jump through a hoop can also be utilized to motivate your sales team to achieve peak performance! One evening while channel surfing I came across a fascinating animal act that grabbed my attention. The act featured a cat trainer with a half dozen cats of varying size, shape and color. Unlike a circus lion tamer who attempts to intimidate with a chair and whip, this man simply used a combination of treats and verbal praise to motivate his cats to perform difficult tricks. Using only soothing voice tones and a pocket full of cat treats, he would calmly command each cat to do its own specific trick. Amazingly, he got one cat to walk on his front paws, one balanced on a ball, while yet another pushed a toy baby stroller across the stage. After the performance, the cat trainer was interviewed and asked how he was able to get his cats to willingly obey his commands. His response surprised me with its simple wisdom. He said that he didn’t train the cats at all, he simply figured out what each cat liked to do best and then encouraged that behavior! “People need to realize that a cat’s indifference doesn’t mean they can’t learn cool tricks,” says celebrity animal trainer Joel Silverman. “It simply means you haven’t convinced them yet that doing so is in their best interest. A dog naturally wants to please and will work for you, but a cat needs a paycheck to be motivated.” Five Tips to Help You Train Cats and Salespeople 1. Check for temperament suitability. Temperament testing allows you to identify those who by nature lack the discipline, desire or self-motivation to consistently achieve peak performance. Sales managers who lack the benefit of temperament understanding are inclined to place too much emphasize on their gut-level feeling during the hiring process. If you hire someone that is not suited for the position, you will experience low morale, high turnover and find yourself constantly in the training mode. On the other hand, when you recruit the right person you will find that they are self-motivated and eager to train. 2. Look for “hot buttons”. Traditionally, sales managers have relied primarily on commission to motivate their sales force. Unfortunately, a compensation structure based solely

on commission does not address individual motivational factors and therefore, money alone will not motivate your sales force. A successful incentive program is a mixture of awards, recognition and peer pressure. There is tremendous power behind a timely word of praise or a handwritten note acknowledging achievement. While money is certainly an important ingredient in any incentive program, it should by no means be the only tool in a manager’s motivational toolbox. If money by itself were a sufficient motivation, commission-based salespeople would simply sell more without additional enticement. 3. Make the training fun and positive. All cats and most salespeople have pretty short attention spans and low boredom thresholds. Keep lessons short, interesting and always try to end on a positive note. 4. You must be patient when training cats or salespeople. It’s important to respect individual abilities and preferences. Make allowances for personality, and don’t get frustrated if the training schedule doesn’t go exactly as expected. Remember that people have off days and on days just like cats. “When I’m really pushing and the going gets tough,” says Silverman, “Sometimes the cat just sits down and says, ‘I give up’. Even the brightest cats, if they feel you’re pushing them too hard, will, in effect, say, ‘Screw you, buddy, I’m going to go over there, sit down, and stare into space.” 5. Make sure to take time for rest and relaxation. All work and no play will make the cat, the salesperson and the trainer grumpy. Whether it is playing with a ball of yarn or enjoying a round of golf, taking time out to play is critically important. By successfully balancing play and work, you will return recharged, refreshed and ready to accomplish more By incorporating these five powerful tips into your training program, you will develop an award-winning sales team and achieve unbelievable results! “I never teach my pupils; I only attempt to provide the conditions in which they can learn.” - Albert Einstein John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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L to R: Rhonda Hammond, Janel Saylor, Justin Bullerdick, Gerry Bullerdick and Marysol Esqueda

Gerry Bullerdick Written by Haley Freeman

or more than 36 years, this Platinum award-winning Realtor® has been helping area residents who are “Building Dreams in Orange County.” Gerry Bullerdick is broker/owner of RE/MAX Tiffany Real Estate in Cypress and RE/MAX Realty Centre in Yorba Linda, where he and his business partner, Gary Riphagen, have built a real estate culture that helps agents and clients realize their dreams. “People want to surround themselves with people who have the same values,” Gerry says. “In a company, I think it starts from the top down. My motto is that if you help

enough people achieve their goals, they will help you achieve your goals along the way.” A lifetime resident of Orange County, Gerry has spent his entire career in real estate. After he earned his degree in business administration with a real estate emphasis, he went right into the industry. He met his partner, Gary, in real estate school, and then reconnected with him two years later when they were working in the same office. Eight years after that they bought their company, and they have been successful partners ever since.

ExecutiveAgent Magazine

Realty Centre Serving the Needs of two Clients Gerry says that from an ownership standpoint, his first clients are his agents. While he is a producing broker, he is alert not to be in competition with his agents. Rather, by maintaining his book of past and referral clients, he is able to remain up-to-date about current trends in the industry while dealing compassionately with the agents in his organization. “The benefit to my agents is that I’m dealing with the same issues they are on a day-to-day basis. That’s a big advantage and benefit that my agents have appreciated over the years. I have insight into what they are dealing with and what challenges they may have.” While many of his agents are seasoned Realtors®, Gerry’s focus is on creating a culture that “encourages agents to achieve the goals they have set for themselves and their families. We have a “pacesetters” meeting every Thursday for the purpose of encouraging each other and helping each other to be accountable for weekly goals. I’m there more for mentoring and stimulating conversation, but it allows agents to know what their peers are trying to accomplish so they can encourage each other throughout the week.” Gerry and his partner have experienced many ups and downs in real estate over the years, and they have always endured by developing their expertise and standing unwaveringly by their core values.

Family Values Gerry is joined in his business by his wife, Janel, who is also his transaction coordinator, and most recently by his son, Justin, who is a new agent. “My wife has been in some form of real estate since she was 16 – she really knows the business. This is a business that follows you home – I can still hear the kids saying, ‘Can we talk about something else besides real estate?’ But now Justin wants to be a part of it too.” Those family values are also reflected in the company’s longtime record of giving back to the community. RE/ MAX supports the Children’s Miracle Network, and in Orange County, that means supporting the Children’s Hospital Orange County (CHOC). Gerry and his organization have hosted a charity golf tournament every year for the past 15 years, and through that vehicle, they have raised over a half million dollars for CHOC. “We just hosted a company-wide luncheon and presented another $25,000 for CHOC. We have such giving agents that donate a percentage of their commission to CHOC and to local schools and PTAs.” While market trends have come and gone, the fundamentals of Gerry’s business haven’t changed in 36-plus years. “What is still most important to me is maintaining an office of professional mindset agents with great reputations, who always have the best interests of our clients in mind.”

Gerry is a graduate of the Realtor® Institute (GRI) and holds numerous other professional designations, including ABR, CDPE and CRS. He is an expert in a broad array of real estate transactions and also provides property management services to investors and past clients. Although Gerry prefers old school methods of business like getting people on the phone and meeting person-toperson, he has always stayed ahead of technology in order to serve clients on their terms. “I still think real estate is a relationship business,” he says. “I’ve learned to ask clients how they want to communicate. Even older clients want to communicate by text and email. But people still want to work with people they know, like and trust. Trust is especially big with the millennials generation. They want to know if what you’re telling them is true, and they know how to check everything.” ExecutiveAgent Magazine

Gerry Bullerdick RE/MAX Realty Centre 20459 Yorba Linda Blvd. Yorba Linda, CA 92886 Tel: 714-393-2075 Email: Gerry@gerrybullerdick.com Web: www.GerryBullerdick.com CalBRE # 00705796

Speaking For Success

t’s been said that many of us would rather die than get up in front of a group and have to speak with any level of comfort. Too often the childhood scenario of being in front of the classroom ruminates in our brain and in a second, we are back to being that timid kid at the front of the class stammering, and hoping the recess bell rings to save us.

The truth is whether you are offering a toast at a wedding, introducing business colleagues to each other, or actually presenting at a meeting, powerful presentation skills are a terrific asset and immediately communicate your level of personal power. In our consulting practice, we find with a heightened awareness, most people can improve their communication skills to in many areas of their personal and professional life, even if they are not professional speakers. Here are a few things to remember when presenting: 1. TEST the sound equipment BEFORE the event or meeting. Nothing is worse than annoying feedback or a microphone that cuts out or isn’t working. Get there early and check out the equipment with the Audio Visual department. The biggest mistake made is testing the microphone close to your mouth, and then presenting with the microphone a foot or more away. 2. Learn to use a MICROPHONE effectively. So many presenters frustrate their audience because they turn away from the microphone as they speak, have it too low to make it effective or worse, mumble their words. Others may speak too loudly, which is equally annoying. Practice, practice, practice. 3. DRESS for success. Neat, clean, professional dress is key, unless you are an entertainer or a celebrity. The rest of us need to look the part. 4. Basic EYE CONTACT is essential to make the connection with authentic and personal connectivity to one or a hundred people. Be sure to make eye contact with those you are passing as you walk to the front of the room. This initiates a more personal and real experience for those about to hear your presentation. 5. Be conscious of your BODY LANGUAGE. Your confidence or self esteem will be easily read by your audience if you are unsure of yourself. Any communication you deliver is more about the message, than you. Being prepared will help you communicate in a more relaxed, but powerful way. 6. OUTLINE your presentation in short bullet points on a card or sheet of paper to help prompt you during your presentation and to keep you organized. Don’t freelance it or read it word for word. Trying to remember everything you wanted to say and backing up to add it later will impact your credibility. 7. If you are using VISUAL AIDS or power point in your presentation, don’t rely on it so heavily you are not relevant to the program. Go to black between slides, keep the words LARGE and avoid the impulse to put too much on each slide. If they are reading the screen, it detracts from you as the presenter. 8. STICK to your allotted time. Don’t go beyond the time allowed or you may wreak havoc on the rest of the program timing. You don’t have to be a professional to deliver a report, a toast at a wedding or honor a high achievement by an employee. Delivering the best you is the best policy for any communication opportunity that allows for your special leadership and expertise to shine. Terri Murphy is one of the industry’s leading consultants on the integration of traditional marketing and communication with today’s Web and Internet tools. Her expertise is developing and growing customer relations to create a more profitable business model for Fortune 500 corporations and real estate companies nationwide. She has 24+ year career in the real estate industry and holds the GRI, CRS, LTG & CREC designations. She is the CIO for U.S. Learning, Inc. and a frequent spokesperson for sales industries nationwide. Copyright© 2005, Terri Murphy. All right reserved. For information about Terri’s presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.FrogPond.com.

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Ben Anderson’s numbers speak for themselves

TOP 20

nationally in lending volume in 2014*

OVER $1 BILLION in closed loans since 2009*

Ben can help increase your sales numbers as well. Call him today!

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

Ben Anderson Vice President of Mortgage Lending Branch Manager

Phone: 949.430.0807 Cell: 844.841.LOAN

Guaranteed Rate is the 8th largest mortgage lender in the U.S. with a 96% customer satisfaction rating** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) Ben Anderson 230 Commerce Ste 200, Irvine, CA 92602 • NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611, (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • AL - Lic# 21566 • AK - Lic#AK2611 • AR - Lic#103947 - Guaranteed Rate, Inc. 3940 N Ravenswood, Chicago IL 60613 866-934-7283 • AZ - Guaranteed Rate, Inc. - 14811 N. Kierland Blvd., Ste. 100, Scottsdale, AZ, 85254 Mortgage Banker License # BK-0907078 • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699 • CO - Guaranteed Rate, Inc. Regulated by the Division of Real Estate, 773-290-0505 • CT - Lic #17196 • DE - Lic # 9436 • DC - Lic #MLB 2611 • FL - Lic# MLD1102 • GA - Residential Mortgage Licensee #20973 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • HI - Lic#HI-2611 • ID - Guaranteed Rate, Inc. Lic #MBL-5827 • IL - Residential Mortgage Licensee - IDFPR, 122 South Michigan Avenue, Suite 1900, Chicago, Illinois, 60603, 312-793-3000, 3940 N. Ravenswood Ave., Chicago, IL 60613 #MB.0005932 • IN - Lic #11060 & #10332 • IA - Lic #2005-0132 • KS - Licensed Mortgage Company - Guaranteed Rate, Inc. - License #MC.0001530 • KY - Mortgage Company Lic #MC20335 • LA - Lic #2866 • ME - Lic #SLM11302 • MD - Lic #13181 • MA - Guaranteed Rate, Inc. - Mortgage Lender & Mortgage Broker License MC 2611 • MI - Lic #FR0018846 & SR0018847 • MN - Lic #MN-MO 20526478 • MS - Guaranteed Rate, Inc. 3940 N. Ravenswood Ave., Chicago, IL 60613 - Mississippi Licensed Mortgage Company, Lic # 2611 • MO - Guaranteed Rate Lic # 12-1744-A • MT - Lic# 2611 • Licensed in NJ: Licensed Mortgage Banker - NJ Department of Banking & Insurance • NE - Lic #1811 • NV - Lic #3162 & 3161 • NH - Guaranteed Rate, Inc. dba Guaranteed Rate of Delaware, licensed by the New Hampshire Banking Department - Lic # 13931-MB • NM - Lic #01995 • NY - Licensed Mortgage Banker - NYS Department of Financial Services- 3940 N Ravenswood, Chicago, IL 60613 Lic # B500887• NC - Lic #L-109803 • ND - Lic #MB101818 • OH - Lic #MB0804160.000 & Lic #SM.501367.000 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • OK - Lic # MB001713 • OR - Lic #ML-3836 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • PA - Licensed by the Pennsylvania Department of Banking and Securities Lic #20371 • RI - Rhode Island Licensed Lender Lic # 20102682LL, RI - Rhode Island Licensed Loan Broker Lic # 20102681LB • SC - Lic #-MLS - 2611 • SD - Lic# ML.04997 • TN - Lic #109179 • TX - Lic # 50426 & Lic # 47207 • UT - Lic #7495184 • VT - Lic #2611-1 & 0930 MB • VA - Guaranteed Rate, Inc. - Licensed by Virginia State Corporation Commission, License # MC-3769 • WA - Lic #CL-2611 • WI - Lic #27394BA & 2611BR • WV - Lic #ML-30469 & MB-30098 • WY - Lic#2247

Nomination Form Nominate a fellow REALTOR速 to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

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Cover Story

Kathi Jesse Executive Agent of the Month

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Kathi Jesse Written by Haley Freeman - Ian Wiant Photographer

he Oxford Dictionary defines an expert as “a person who has a comprehensive and authoritative knowledge of or skill in a particular area.” Kathi Jesse has become a true expert in the field of real estate by learning and applying a broad range of related skills. Her expertise spans insurance, lending, real estate and law, all contributing to the success of her award-winning brokerage, RE/MAX Signature Services, and raising the bar on her competition.

real estate business. That is when I decided to enroll in law school, which was a perfect fit for my real estate business.”

After she completed her undergraduate studies at Texas A&M, she purchased her father’s successful insurance business in California and obtained her real estate license.

Kathi did real estate financing as well as real estate sales until she purchased her RE/MAX franchise in 2011, adding yet another facet of expertise to her real estate practice. She has earned multiple real estate designations, including IRES, REDS, CIPS, SFR, CREDS, CPRES, MILRES, CRES and GREEN, and is also a licensed broker in Arizona. She has been honored with numerous awards, including President’s Club, 100% Club, Platinum Club, and the Lifetime Achievement Award.

“Insurance was an incredible education as far as real estate goes,” Kathi says. “I continued to keep my insurance business for three years after I obtained my real estate license and grew the office to over 3,000 policy holders. I then sold the insurance company and looked to enhance my

In late 2009, Kathi enrolled in law school and obtained her degree from Cal Southern in early 2012. “It was an amazing experience,” Kathi reflects. “So many people recognized the commitment and tell me they like the level of sophistication and expertise that comes with a legal education.”

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From L to R: Kathi Jesse, Dana Stewart, Jen Cook, Justin Zampino, Jaime Fioresi, and Kevin Carey “After 25 years in the industry, I’ve developed specialties as the market changes. I got my Military Residential Specialists designation when my son joined the Army, as I wanted to make sure I was prepared to handle the special needs our veterans face in home ownership and financing.” Kathi also invests in real estate all over the United States. Her experience as an investor is another gift she bestows upon clients, with her well-qualified advice for identifying profitable investment opportunities. Leveraging the Global Economy Kathi’s designation as a Certified International Property Specialist allows her to list and sell properties around the world. This is an aspect of real estate she and her office are aggressively pursuing. “In 2014, 41 percent of properties bought in the U.S. were purchased by people outside the U.S. If you’re only

focusing on your small market, you’re missing out on 41 percent of buyers. International real estate is going to be the thing of the future. And it’s naive to think everyone will just find you on the World Wide Web. In fact in Europe, agents don’t utilize the internet the way we do. They conduct real estate more traditionally, like we did 25 years ago. So we are promoting and building relationships in different offices all over the world.” Kathi’s office had the distinction of obtaining the first RE/MAX listing for a luxury property in Dubai. “This helped us develop more relationships overseas and our growing reputation in the international real estate arena, and led to an invitation to Europe’s largest real estate exhibition in London. The event, called A Place in the Sun, is an exclusive showcase of properties around the world. We were asked to showcase California to investors around the world,” Kathi explained.

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Raising the Bar on the Competition Kathi just received another international honor, as she was invited to attend an exclusive real estate event in Shanghai, China in December. It is a prestigious, invitation-only event for real estate professionals and buyers, and Kathi is attending with Peggy Chen, the number one RE/MAX agent in North America. Peggy is a beneficial resource to Kathi’s team of agents, as they strive to distinguish themselves in the international marketplace. This requires not only a comprehensive real estate education, but an understanding of cultural differences that drive client relationships. “This is where education becomes especially important,” Kathi says. “We have to learn what is expected in different cultures and how other cultures conduct business. In many cases, it is about building relationships and establishing opportunities through those relationships for our clients.”

A Culture of Integrity and Excellence Kathi’s husband is her business partner at RE/MAX, and she describes him as “brilliant.” He started his own general contracting company after spending 20 years in corporate America, but about a year after they bought the RE/MAX franchise, Kathi says she realized she couldn’t do it alone. “He wound his business down and took an active role here. He has been a licensed agent for 12 years. He has taken on the business management side, I continue to do sales, and we both do training. I don’t compete with our agents. I participate in the market, but the business I get is all referred to me from clients and friends.” Kathi’s office includes 32 agents, five of whom are also licensed brokers. The agents she employs are all full-time professionals who not only meet the RE/MAX standard of excellence, but also share her agency’s culture of uncompromising integrity and excellence.

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With offices in Dana Point, Apple Valley and another opening soon in Rancho Mirage, Kathi has a full team of agents and assistants in each location to serve her clients’ needs with immediacy: Kevin Carey, Dana Stewart, Jen Cook, Dee Ferkula, Justin Zampino, and Jamie Fioresi. “One person cannot do this job,” she says. “My buyers’ agents, transaction coordinator and assistants help me make sure all the bases are covered. I do all of the negotiating.”

Kathi and her husband have spent 17 years actively involved in Scouting with their three sons. Their youngest is now working on his Eagle project and will be the third Eagle Scout in the family. “I wholeheartedly believe in this organization and that they are shaping the leaders of the future. I will continue to support it even after he is done.” Kathi is a patriot who also supports the Dana Point 5th Marines and is a member of the Mission Viejo chapter of the Daughters of the American Revolution.

Her contingent of agents and support staff allow Kathi to be “extremely available” to her clients. She never turns her phone off as she wants to make certain her clients are able to reach her when needed. A home purchase is the biggest decision most people ever make, it is important that they can have their questions answered and not everyone is available 9-5. She is also an outstanding negotiator known for thinking outside the box to create a win-win for everybody at the table.

While Kathi loves learning, she does not acquire knowledge simply for its own sake. Rather, she invests in skills that enhance the experience of her clients and ensure that they are receiving the highest level of service she can possibly provide.

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Kathi Jesse RE/MAX Signature Services Office: 888.488.8840 Cell: 949.439.4731 kathijesse@remax.net www.remaxss.com CalBRE # 01140971 ExecutiveAgent Magazine

Putting Balance In Your Life an you really “have it all?” Is it possible to have a full time job and children plus still have some fun and time to pursue your own interests? And I’m not just talking about women, either. Men have just as much problems trying to keep balance in their life..

Unfortunately, you really can’t have it all. You must make some choices. But too many people are out of balance because they make all their choices in one or two areas. They put all most all of their emphasis on their families, or become workaholics because they are so dedicated to their job. Their life is out of balance. One of the most important and under-girding elements of high-energy living seems to be balance. Learning to live in balance, allowing time for both work and a rewarding personal life will bring synergy, joy, enthusiasm and creativity to your life. How do you think you are doing? Take this quiz to find out. This is from a great book called Time Management for Unmanageable People by Ann McGee Cooper. It has lots of good ideas on managing time, plus putting balance in your life.

The following list of questions will help you asses the level of balance you have created in your life. If you can say “yes” to them, you are developing attitudes and habits that will create the balance you need in your life. Do I typically look forward to my day at work? Am I eager to get up and get in to the job, and do I feel fulfilled at the end of most workdays? Do I have an equal enthusiasm for days away from my job? Have I created an equally exciting and interesting life away from my job? Do I have an equal passion for a variety of interests other than work, such as golf, painting, backpacking or gardening? Do I have five or six close friends I spend time with at least six times a year who are not connected to my work? Do I put a priority on quality time with my spouse and children, planning shared activities that we can all enjoy anticipating, doing and then remembering?

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Am I good at creating several brief moments of fun throughout my day? Do I wear my professionalism lightly and encourage others to have fun along with me? So how did you score? Well, I don’t know about you, but I didn’t do so well. I proved that I needed much more balance in my life. One of the areas I needed to improve was the one where you should put more fun in your day. I’m often guilty of starting on a project and keeping at it until I am finished. No stopping or fun allowed. No matter how long it takes. There is a thing where you can be too disciplined, you know. I was guilty of that. Now I promise myself a “joy” break every hour. I decide how long it can be depending on how much work I have to do. It can be something as simple as getting a soft drink or a cup of coffee. Or it could be a twenty minute break to read a book or my favorite magazine. Or ten minutes to play on the Internet.

Sometimes I take a long break and go somewhere like a museum or shopping for something frivolous. Think about things you could do to lift your spirits. Go on - it will put more balance in your life. Peggy Morrow, CSP, is President of Peggy Morrow & Associates, a full service speaking and training firm based in Houston, Texas. For over 18 years Peggy has moved her audiences to fun and action and receives over 75 percent of her business from referrals and repeat business. She is the author of “Customer Service: The Key To Your Competitive Edge” and “Celebrate Customer Service” as well as writing a weekly newspaper column. Copyright© 2000, Peggy Morrow. All rights reserved. For information about Peggy’s programs, please call the Frog Pond Group at 800-FROG(3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com. l 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

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Ways To Increase Motivation K

nowing what motivates us and then acting on this knowledge is key to accomplishment in life. In this informative article, a leading UK therapist talks about motivation and how to get more of it. What pulls you, drives you, pushes you? It might seem like the people around us are very polarized -- some people want to make a difference to the environment, while others want to retire at 50 -- but research shows that humans are actually much more complex and multifaceted than this. It isnâ&#x20AC;&#x2122;t just one thing that motivates and allows us to make that motivation breakthrough, but many things all at once. Researchers have narrowed down the many motivators to a few distinct categories. If you want to get to that motivation place within, then here are a few pointers that will aid in your self help motivation.

Foundation in 2011, there are four basic drives that determine human motivation: acquiring, comprehending, bonding and defending. Acquiring is about the tangible benefits we can gain e.g. money, skills, training, promotions, respect, etc. Comprehending has to do with doing something we feel is meaningful, such as working with complex ideas, creativity, or participating in a job that makes a difference to the world. Bonding all about friendship, camaraderie, and social connection. Defending takes into account issues around fairness and justice -- we are more motivated to work with and for people who treat us (and others) well, than those who treat us (and others) unfairly.

Goal Setting Setting goals can improve motivation and get you moving. But when setting goals make sure they feel achievable, realistic, and that they really do motivate you. Improving your average sale at work may not push your buttons, though it looks good on a resume -- so what does push your buttons? Saving up for a holiday to Fiji? Taking art classes at night?

While some people may feel they lean more towards one drive than another, the studies show humans actually need a balance of all four areas. Failing in one area can negatively impact how we feel about all other areas. When you achieve a holistic balance of all four drives, you naturally access that motivation place within, make that motivation breakthrough, and become highly motivated.

These sorts of goals might inspire you to push your average sale up, for example, more than just focusing on improving your work performance.

Teaming Up Setting goals, chanting affirmations, working on projects -- it all helps, but sometimes you just need a bit more external support.

Goals should feel exciting. They are tied in with your dreams you have for your future. If, however, you find that your goal setting is too daunting or feels to difficult, you may have overreached what you feel is capable and achievable. Instead of writing a novel, maybe just start with a short story. Then work your way up to 5 stories. Once you have completed 10 stories, even if it takes a whole year, writing a novel may not freak you out. It will probably feel more achievable by then. Understanding Your Drives According to a study published by the Incentive Research

Some of us thrive from working alone, the triumph is all the more great once you reach the finish line all by yourself. But some of us are team players. Support, camaraderie, creative collaboration -- working with others brings a lot to our lives and the things we are trying so desperately to achieve. If you are not sure what you prefer, just try it. Invite someone to collaborate on a project, partner up with some like-minded colleagues, or join a group. Not only does this sort of networking provide you wish fresh perspectives and ideas, it also provides accountability. Tell people about your goals and projects.

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It can really motivate you to know that someone supports your dreams, and is cheering you on.

a break even from your career or job, just for a little while, if it is possible.

Conserving Energy Increasing motivation is hard when you are tired. Often people are hard-working and dedicated to their goals. But dedication can lead to fatigue, if you don’t pace yourself and self-manage your energy output. Even when you love what you do, even when you feel happy and excited, the mind and body need to rest.

People who care about you always want to help out. Ask those around you to share the load, so you can get away for a while. Ask yourself how long -- you know the answer. One weekend? A week? A month?

Being “on” all the time, or worse, experiencing chronic stress, can lead to fatigue and exhaustion that feels as if it leeches into every part of life. At this point, you need to be realistic. It is hard to be motivated if you have pushed your system too hard.

Peter Field is a leading UK therapist. Please visit his hypnotherapy Birmingham website for more information. His ‘Motivate Yourself Now’ self hypnosis MP3 download and CD are now available.

Soon as you get the rest you need , being motivated and enthusiastic about your goals becomes a whole lot easier.

To increase your motivation, the best thing you can do is take time out and re-fuel. Take a break from your goals, take

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ny day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge. Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.

We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.

We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, “The fault is not in the stars, but in ourselves.” We created our circumstances by our past choices.

And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don’t like how things are, change it! You’re not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.

We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.

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

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Nominate a fellow colleague to be featured as Executive Banker of the Month. All candidates must be nominated by an industry professional and are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement. I Nominate: Name:__________________________________ Company:_______________________________ Address:________________________________ ________________________________________ City/Stae/Zip:____________________________ ________________________________________ Phone:__________________________________ Email:__________________________________

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Managers: What Do Agents Owe You?

e read article after article about how to attract and keep agents. We learn how to do recruiting presentations that we hope are mesmerizing to our candidates—so mesmerizing that they’ll say yes when we offer them a position in our company. We hone our skills so we’re better managers, trainers, and coaches. We worry about retention, and spend thousands of dollars a year just to attend workshops on retention techniques. We spend thousands of dollars on retention! So, I’m going to turn the tables, and ask, what do those agents owe to you? You work hard. If you’re an owner, you’ve also put thousands and thousands of your dollars at risk to start and run your real estate company. It’s my opinion that agents owe you in certain ways. I’m not talking about commissions. I’m talking about actions. If you’re an agent, you need to find out what your managers expects of you, too. Mutual Expectations Exchanged in the Interview The real estate industry is the only industry I know that hires with a “trust me” from both the manager and the agent. No mutual expectations here, just promises! It may have worked in the past, but it won’t work in the future. A challenging market means we’ll have to do

things differently. Right now, make a list of what you expect—and have a right to expect—from an agent. Draw up a Mutual Expectations agreement (See Up and Running in 30 Days). Go over that agreement in the interview. Get it signed. Doing it after you’ve hired the agent is way too late! Consequences of the Mutual Expectations Agreement Worried about retention? This is one of the best retention tools in the world—hiring agents who promise to go to work! Your experienced agents will love the fact that you’re not hiring dead-wood to just get in their way and pull down the reputation of the company. Your new agents will get right to work, because they understand that is the expectation. Will you miss hiring a few people? Sure--the ones that didn’t intend to go to work. Agents: Find out before you start working for that office exactly what is expected of you. Question: If there are no expectations, what quality of team do you think exists there? Doing My Best to Help you Out For the past few weeks, I’ve been working on the third edition of Up and Running in 30 Days, the business start-up plan for the new agent. I’ve added as much

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management support in it as I possibly can, including a Mutual Expectations agreement that is tied to the Up and Running 4-week business start-up plan. This plan expects a lot from the new agent, but I know, from my surveys, that the new agent expects a lot—fast—from the business! (That’s why it’s such an aggressive ‘get out there and run’ program—perfect for a challenging market, too). I just finished writing a section on how the new agent can get the best from her manager. I thought you’d enjoy it: Ten Commandments to Get the Best from your Manager Do the work. Don’t argue. Don’t make excuses. Don’t tell the manager you’ve been in the business two weeks and you have a better way. Do thank your manager. Do tell other agents that you appreciate your manager’s efforts. Do tell other new agents you meet in other companies that you have a great manager. Don’t bug other people in the office to find another

answer because you didn’t like your manager’s answer. Don’t change the program because you don’t like it. Don’t miss a coaching appointment. Agents and Managers: I’d love to hear what you think of my ‘ten commandments.’ Are there others you think are important? Why not make your own ten commandments and discuss them in your interview process. Then, turn the tables and ask the agent about his expectations of you and the office. Getting agreement on what we both expect before we decide to work together is key to a happy partnership. The only surprises I want you and your agent to have after you start working together are good ones! Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright© 2007, Carla Cross. All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; http://www.frogpond.com/

ExecutiveAgent Magazine

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

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

11/25/13 6:02 PM

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