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EXECUTIVEAGENT MAGAZINE

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Robert Prince Executive Agent of the Month

Inside Features: Colin Cossio

imortgage

Patricia Smith

Harcourts Prime Properties

Kim Tran

Keller Williams Realty


Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect time to target imortgage. ● imortgage and its partner, loanDepot, have combined to become one of the top five private mortgage lenders in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

April, 2014

S. San Diego

Editorials

Cover Story

08 - Tony Alessandra:

Improving Your Intellectual Image

04 - Patricia Fripp:

The Genius of Teamwork

24 - Leslie Hamel:

ADVERTISERS’ INDEX

The Keys To Positive Change

32 - Mark Victor Hansen: Visualize Your Perfect Day

17 Robert Prince

Executive Agent of the Month

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

City of Hope.....................................10 Evergreen Realty.................................6 Greenpath Funding.........................13 imortgage....................................2

28 - Zig Ziglar:

Problems Vs. Opportunities

i Photography Studio..............12 & 23 Kinecta Federal Credit Union.........35 PWAOR..................................34 Realty ONE Group..........................36 The Termite Guy...............................7

30

26 Colin Cossio

Patricia Smith

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 © Copyright 2014 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

14 Kim Tran

ExecutiveAgent Magazine

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The Genius of Teamwork

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rue teamwork is the rarest, most exhilarating, and most productive human activity possible. Every business wants to harness this incredible energy, but achieving such a level of motivation and spirit is not always easy. A team is not just a group of individuals who work at the same location or have the same logo on their business card. A real team is made up of people who may be unequal in experience, talent, or education, but who are equal in their commitment to working together to achieve the goals and good of the organization, each other and their customers. If we are going to be successful, we can no longer look at our organizations as departments, divisions, or branch offices. We must look at the bigger picture and resolve to work together in ways we may never have done before. We may even need to cooperate with the competition. Think of all the mergers and acquisitions in the past few years. Your number one competitor today could be your partner tomorrow. Futurist Bob Treadway CSP, from Littleton, Colorado often gives the Mensa IQ Test to participants in his seminars. He has found that many “average” people, when working as a team, test at “genius” level or higher. Participants contribute in different ways. Some brainstorm. Some work alone and then report back to the group. Treadway finds that a team “becomes a genius when everyone works together.” Treadway also noticed that when a team is working at optimal performance, it is hard to know who the leader is. In other words, the team runs the team. Such teamwork doesn’t happen by accident. It requires commitment and effort, a willingness to accept the uniqueness of others, and an appreciation of diversity. We build teams in our companies the same way we build relationships with our friends and coworkers. High-functioning teams establish us and our companies as reliable, internally and externally. We then project this image to our customers, vendors, competitors, and communities.

A very dynamic, productive example was the team led by Mike Powell, when a senior scientist at Genentech. Because of its past successes, his ten-person team was given the most important assignments. I asked Mike how he managed to keep his people highly motivated in an environment with long hours and a great deal of frustration. “I keep them happy,” he said. Now, every manager wants to do this, so I pressed Mike for details. “Ten years ago,” he continued, “I told team members only what I thought each needed to know. Now I tell everyone everything. It may slow them down a bit while they are filtering through all the information, but they get the big picture. Then they can then decide what it is they need to know and do.” He added, “I also gave them lots of positive feedback via email and voice mail. One group at Genentech lost their leader, but they stayed incredibly productive. I left a voicemail message for one of them, saying ‘Everyone in the company is talking about how well you all are doing.’ They were really effective as a team and appreciated knowing it.” Building a real team gets real results, but it can’t be done with slogans and directives. Ed Stair, Senior Vice President at Gap talks about ‘Gap Heroes,’ everyone who uses innovation to find ideas to save money or improve productivity. Start by respecting each person’s individual contribution, showing appreciation, exciting them about their possibilities for achievement, and sharing with them that their group effort has the potential for real genius. Good luck! Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. For information about Patricia’s Keynote presentations, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

With downsizing and restructuring, many managers today are responsible for as many as 250 people. More than ever, these managers need to build responsible and committed team members if they want the best performance from them. But how do they go about it?

4

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Written By Patricia Fripp

“Building a real team gets real results, but it can’t be done with slogans and directives.”

ExecutiveAgent Magazine

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KEY

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Improving Your Intellectual Image T

his aspect of your personal image comes from how well you’ve developed what’s inside your skull. This is your intellectual self. I’m not talking about a high IQ or your ability to win at Trivial Pursuit. I’m referring to the depth and breadth of your knowledge, your mental fitness. Most of us were given plenty of basic intelligence. We alone decide whether we’ll use it to capacity or let it get flabby or stiff from disuse. Can your mind lift abstract concepts from The Wall Street Journal, or from the professional journal in your field? Can you grasp the intricacies of a problem explained by someone in a field completely different from your own? Can you see an issue from a perspective that’s 180 degrees from your own feelings? Can you entertain ideas that come from a different culture, or from people you don’t like? Can you hang in there when it’s going to take a lot of convincing to get people to see things your way, or when it’s going to mean clearing seven committees and the CEO? Training your mind to take on longer-term and more demanding tasks gives you the stamina you need when mental marathons come up. Other ways to strengthen your mind might include: • Taking some classes in a subject you’ve always wondered about-say, art history, acting, or geology-but never studied. • Learning to play a musical instrument. Or, if you prefer, learning to scuba dive. • Committing to teaching yourself a new and difficult skill: celestial navigation perhaps, or gourmet cooking, or origami, or winemaking. • Joining a foreign-affairs group or an investment club or a reading circle where new issues and speakers abound. • 8

series of books or musical performances. Paying so much, you’ll probably feel compelled to get your money’s worth. • Here’s a real test of mental discipline: Listening to a daytime TV talk show without making judgments about the intelligence of the participants! Another intellect-strengthening exercise is to get in the habit of not assigning labels to people. When you’re at a party and another guest is introduced to you as “a life-insurance salesperson,” don’t you, mentally at least, take a couple steps backward? Ditto, perhaps, for “IRS auditor,” “debutante,” “parole officer,” or “yachtsman,” depending on your mind-set. Thus, the hidden assumptions of language can control your behavior. Your preconceived notions of accountants, say, as bland and boring, or of professors as tweedy and reserved probably does you and them a disservice and may prematurely kill off what could be a valuable relationship. To maximize your intellectual image, attempt to get past the labels. Don’t overlook, for instance, the opinions of a mere “clerk” while perhaps overvaluing those of a “consultant.” It takes intellectual strength to avoid the trap of confusing the specific for the general. But if you can get into the habit of appreciating people’s unique, human side and not judging them generically, you’ll win their respect-and you may learn something, too. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Buying an expensive subscription to a weighty ExecutiveAgent Magazine


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Written By Tony Alessandra

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Kim Tran K

im Tran was born in Vietnam and then moved with her family to Southern California. “I was always exposed to the business culture with my family. As immigrants, they all came here with nothing and worked whichever jobs they could get and eventually saved enough money to work for themselves. In 10 years my parents saved enough to open a convenience store. Growing up, I had to work there every Sunday, so my work ethic started at a very early age!” Kim received a full scholarship to attend San Diego State University to become a teacher. “I think that’s when I discovered that I needed something more challenging than a teaching career. I was working in a sales and marketing position for Four Seasons Resort Vacations while I was going to college. I enjoy having to meet goals or exceed

them. I always did really well in a sales environment.” A co-worker suggested for me to get into Real Estate. She had little knowledge about the industry, so she researched it and decided to obtain her license after finishing her degree. “I never really saw my parents working for somebody else, so real estate seemed like a better fit for me. There was no excuses for failure. I was willing to take risks and had to work hard to get where I am.” Kim began her career at a Coldwell Banker office near her parents’ home. “I feel like that was a great place for me to start out. They helped me get started and to be challenged. Even now I don’t want to be the average agent. I’m always thinking about how I can learn and grow my business.” Kim attributes much of her success to her determination to continue learning. “When I got into the industry, I realized being new that you had to be self sufficient and keep on learning, and that never changes. The market is always changing. I have seen it transition already in the 12 years I have been in the industry. You never can rely on what you know and say ‘I’m experienced.’” True to her philosophy, Kim earned her broker’s lice nse after only two years as a Realtor®, and went on to earn CRS (Certified Residential Specialist); ABR (Accredited Buyers Representative); and SFR (Short Sale and Foreclosure Resource) certifications. Her dedication to excellence quickly earned Kim the privilege of being hand-selected to work as a corporate relocation agent. “I had to go through specific training on how the process worked. I really had two clients in each transaction – the corporate client and the customer I was meeting and assisting with an interstate move. I enjoyed helping individuals who were in the middle of an incredible life-changing moment – when they were moving a family to a new state and taking a new job.” Kim joined Keller Williams three years ago, and she describes that move as “one of the best career decisions I ever made. It is like a family here. The company’s mission statement is: ‘To build careers worth having, businesses worth owning, and lives worth living.’ This resonates with me and I can see that this is the right place for me to be. They really want to help the associates to succeed while having a live work balance, and I love that.”

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Kim serves on the KW Agent Leadership Council. “It is like a board of directors that is made up of the top 20% of Keller Williams’ agents. I like being a mentor for other associates. I have always admired agents who do high volume but also respect other agents and don’t have their ego in the way. That’s the kind of top agent that I aspire to be.” Recently, Kim joined with a partner, Caroline Tumidajski, to form TnT Realty Group- the “Dynamite Duo”. “I realized that I keep setting my goals higher and higher, and having a partner to help with the volume of clients I have would help me to give them my best service. It is nice to know that I have a partner who knows my business and my clients so that they are getting the best care even if I can’t be there myself.” Kim and Caroline are both bilingual, speaking Vietnamese and Polish respectively, allowing them to extend their best service to multicultural clients. In her off time , Kim and her husband love the outdoors and especially enjoy hiking and snowboarding. “I’m also a big foodie. All of my friends know me as a good resource for someone who needs a recommendation for a great

restaurant. I like supporting independent, mom and pop shops and young entrepreneurs.” Kim is also an avid supporter of the Make A Wish Foundation in San Diego. “I have been with them for over seven years now. As one of their wish granters, I am able to be that magical fairy who can grant a phenomenal wish for a child. The whole family gets to participate, and it is an amazing experience to be a part of and leave such a lasting impression while the family is going through so much.” Kim believes that tenacity and experience go hand-in-hand when it comes to success. “I don’t like “No” for an answer, so I don’t give up until I have exhausted all options for my clients. It takes skills to understand and know how to navigate around what is possible.” Kim Tran Keller Williams Realty 12780 High Bluff Drive, Suite 130 San Diego, CA 92130 Tel: 619-246-4706 Email: MySDBroker@gmail.com Web: www.TNTRealtyGroupSD.com CalBRE # 01332293

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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

Robert Prince Executive Agent of the Month

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By Shannon Hartsoe - Ian Wiant Photographer

t seems Robert “Bob” Prince is a man ahead of his time. These days, no professional real estate agent would attempt to do business without the ever-present mobile phone, but in the late 1970s and early 80s, very few people used them. Bob Prince was one of them. To Bob, technology has always been an important part of his suc cess as a REALTOR® and today, he utilizes the expertise of his agents to help him continue to spot important trends. Not only was he among the first to have a car phone, but at a time when the internet was considered a passing fad, Bob had the foresight to implement online marketing. By utilizing social media tools such as Facebook, Instagram and Twitter, Bob and his team have a considerable online presence, giving his listings valuable exposure in their target market. That willingness to embrace change coupled with an impressive dedication to customer service has helped Bob become one of the top REALTORS® in the Imperial County area. In fact, that dedication to his clients means embracing buyers others might turn away.

“We believe the customer is king,” says Bob. “Because we feel that everyone deserves the opportunity to own a home, we use our relationshi ps with other professionals in the area to help certain clients get back on track or get the guidance they need to reach their goal of one day owning a home. Some people in this economy have fallen on hard times and have come to us for assistance. Our clients, like our team, are family.” By treating everyone like royalty, Bob and his company have created a loyal base of repeat and referral clients. “I’m fortunate,” says Bob. “After so many years in the real estate industry, the majority of my business now comes from relationships forged with banks many years ago as well as repeat business and word of mouth. The best part of what I do is connecting with past clients to see how they’re doing or hearing about the years of memories they have created in the homes we’ve sold to them. That’s the best reward anyone could ask for.”

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Prince & Associates, REALTORS® Born to Sell Bob was working for the F.W. Woolworth Company in Grossmont Center when he got his first taste of sales. The experience, he says, was worth more than a four-year business degree. “I learned a lot working under various managers in different departments. I learned about different management styles and how to make them work for me,” he recalls. Quickly, Bob climbed the ranks and was transferred first to Phoenix and then back to the company’s store at Fifth and C in his native San Diego. At the age of 21, he became one of the youngest managers in Woolworth’s history, before deciding to enter real estate in 1976. His first year

in business, he nearly tripled his Woolworth’s income and knew that real estate was right for him. After only two years in the real estate business, Bob opened his first Century 21 franchise. The office quickly grew to three offices with 16 agents and enjoyed an impressive 26 percent market share in the Imperial Valley. Fate Intervenes. Then he met Anna She was a mortgage professional running her own company and he was a rising star at Century 21 Lyle Morton REALTORS® in El Cajon, when they crossed paths for the first time. Personally and professionally, they were a perfect fit.

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“We got married in 1980 and decided to open our own real estate office at around the same time,” he says. “It was a natural progression.”

Bob and Anna believe that each team member has an important role in the success of Prince & Associates and have the deepest regard for each individual.

Since opening Prince & Associates in El Centro, Bob and Anna have worked hard to build a business on the basis of customer service, extensive market knowledge, hard work and relationships. In addition to the two of them, the team now includes Anna’s daughter Sherry Picazo-Cowie and her husband Matthew as well as three other agents.

“Bob has an infiniteknowledge of the realestate industry,” says Joe McCormack, a REALTOR®-Associate for Prince & Associates. “He’s always approachable when I need him and that’s important to me.” Becky Foster, who has been with the company for nearly a decade, agrees. “Bob is very patient and always willing to teach from his years of experience.”

“Anna is my closest co-worker as well as my business partner and confidante,” says Bob. “But we work closely with all of the other agents because we’re like family. We celebrate personal and professional achievements together and we rally around each other during all points of our lives. Having Matt and Sherry here with us has allowed Anna and I to focus on other aspects of the business and get away to recharge our batteries once in a while.”

Knowledge Truly is Power In addition to the company’s extensive use of technology to create an edge for their listings, Bob says market knowledge is crucial to the company’s success. “We carefully evaluate each home with a comparative market analysis,” he says. “We work diligently to help the seller get the most money in the shortest amount of time with as little stress as possible.”

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We Get Results It’s a system that works Bob’s listings have a lower than average “days on market” and his market share continues to increase each year. A self-confessed “task oriented person,” Bob sets goals yearly and even daily to help him and his team stay on track and build success and believes that his reputation is only as strong as the promises he keeps. “If I tell someone I am going to do something, I will get it done,” he says. And, by leveraging that success, Bob hopes to move Sherry and Matthew into more centralized roles, so that he and Anna can concentrate on building a greater market share in East San Diego County. “I started working for the company when I was a teenager,” says Sherry. “Working alongside Bob and my mother gave me a strong work ethic and so I’m not one to shy away from hard work.” Though Sherry has 20 years of accounting experience, earning both a Bachelor of Science Degree in Accounting and Business Administration as well as a Master of Business Administration, it wasn’t difficult to persuade her and Matthew to come back to work for the company,

where she now works as a REALTOR®-Associate and office controller. “Bob is a hands-on broker who truly cares about his profession,” says Matthew. “He’s been an ideal role model and teacher – allowing me to have the success I have had in the industry. I am truly blessed to be a part of Prince & Associates and its future in Imperial Valley.” And true to his nature, he works with one eye on the present and one eye on the future. Bob is a member of the Imperial County Association of REALTORS® (ICAOR) where he was a two time former president, and the San Diego Association of REALTORS®. In addition, Bob is not only a member of the California Association of REALTORS®, serving as the Regional Chair in 2003 for Region 30, but also a member of the National Association of REALTORS®. “It’s important that I stay on top of any changes in the industry not just for my clients, but for my colleagues as well,” he says. “By maintaining membership in professional organizations, I can keep up to date on the latest marketing techniques and legislation.”

Joseph McCormack Jr., Beatriz Ruelas, Becky Foster, Sherry Picazo-Cowie, Matthew Cowie, Anna Prince and Robert Prince ExecutiveAgent Magazine


Robert & Anna Prince

Prince & Associates, REALTORS速 1503 N. Imperial Ave., #101 El Centro, CA 92243 Tel: 760-337-4025 Robert@princerealtors.com www.PrinceRealtors.com CalBRE # 00956884 ExecutiveAgent Magazine


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s there an area of your life you’d like to improve? Do you wish for more loving relation-ships? Less stress? More time? More money? Better health? Someone to share life with?

I

as a You’re Okay, I’m Not Okay worldview.) Anyway, common sense told me if I were to treat others as I did myself, they’d all move as far away as they could, as fast as they could.

Some people call these longings “divine discontent.” We seem to be programmed to wish for more, no matter how much we have. The blessing in our discontent is that it forces us to think about how we might change things.

I was ready for Louise’s advice when I read her bestknown title, You Can Heal Your Life, and started to practice catching and correcting the negative self-talk that went on in my head all day, every day.

Usually, our early attempts focus on changing other people (if only he/she would…) or changing our circum stances. In time, however, we learn that trying to change others is a waste of energy – it simply can’t be done. And many of us learn the hard way that even when we decide to change our circumstances and leave what’s causing the pain behind, things turn out much the same with the new love interest, job, or home.

Do you know that voice? It’s the one that says things like: You’re not smart enough; you don’t deserve that; you look awful; you’re lazy; and you should lose weight. As I practiced changing these negatives to positive statements, I found I had a better, brighter attitude about life. By countering those thoughts with positives like: I can figure it out; I’m deserving of everything my heart desires, I look

The Keys to Positive Change Another trap is getting caught up in self-improvement and goal setting. This kind of wishful thinking promises everything will be great if we just lose those 10 pounds, get the degree or promotion, or move into a more expensive house. Even though these accomplishments are commendable, we find they still don’t satisfy for long. When all these strategies inevitably fail, some people simply resign themselves to the situation (that’s just the way life is), some fall into depression (is that all there is?), while others use drugs or alcohol to numb the pain. On the other hand, there are those who are lucky enough to experience some kind of crisis – an accident, illness, or serious addiction – that forces them to finally understand that meaningful change can only come from within. According to Louise Hay, the world renowned, bestselling author of over 18 books on this subject, there are two simple keys to personal positive change: self-approva l and self-acceptance. Sounds simple enough but, for me, learning to accept and approve of myself took a lot of work. Even as a child I had a hard time understanding the commandment to “love your neighbor as yourself.” Even at an early age, my experience was that I loved other people better than myself. (In the popular psychology of the 1970s, this used to be described 24

wonderful; and I could lose weight, my growing sense of self-acceptance told me I was finally onto something that could make a difference. And it was so simple. Why not try this yourself? Just experiment with it for a week. It certainly couldn’t hurt and it may help a lot. To get the most out of the exercise, start by writing a brief summary of how you’ve been feeling and list the negative messages you are conscious of telling yourself each day. At the end of your experime nt, summarize how you feel, what you’ve learned, and the new positive messages you are practicing. It is through small steps like these that we quiet “divine discontent” and learn to love and accept ourselves exactly as we are. Leslie Hamel, a certified Louise Hay Workshop Leader, is a business and personal effectiveness coach who also offers Body Wisdom Workshops based on the philosophy of Heather Williams, HWM. For information about Leslie’s workshops, please contact the Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

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Written By Leslie Hamel ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Written by Shannon Hartsoe

Colin Cossio Steps Up To The Plate -- For Clients and His Country ExecutiveAgent Magazine


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We have a loan for every home... simple as that.®

uring his 17 years practicing law, Colin Cossio learned a lot about the real estate industry. He worked for a law firm that represented institutional lenders and creditors in fore closure-related litigation during the height of the foreclosure crisis. That may have been good for the legal business, but the human effects of the crisis that Colin saw greatly affected him.

combat medic in Operation Desert Shield/Storm. Colin, who entered UC San Diego as a pre-med undergraduate, had joined the Marines Reserves to obtain some additional medical training. “I was on my honeymoon when Saddam Hussein invaded Kuwait and joked with my wife about being called to duty. Sure enough, later that year I got the phone call.”

“Although I was very busy, it was not necessarily rewarding when we ‘won’ the litigation,” he says. “I saw first-hand the mess and sadness that surrounded the loss of one’s home. I remember some of the blame being placed on the lenders for putting borrowers in a loan that they could not afford. Whether there was truth to that statement or not in each particular case, I have never forgotten that.”

On a personal level, Colin’s faith and family have helped him meet the challenges and unexpected hurdles life has brought his way. “I think my Catholic faith has shaped the person I have become. My overall world view is colored by my faith,” he says. “I also believe that perseverance is an important element of anyone’s success. This business has many ways of humbling a person, and one must learn to persevere. With perseverance you can overcome any obstacle that stands before you, and thereafter comes success.”

Colin says that he had an interest in real estate law when he graduated from the University of San Diego School of Law, but the job opportunities just weren’t there. Instead, he focused on civil litigation. But his final years spent dealing with foreclosures convinced Colin there was an opportunity to help in a different way. It was 2010 when his wife’s sister and brother-in-law, who had a very successful real estate business, suggested Colin consider looking into a career in lending. So he obtained an MLO License and went to work. Today, Colin is Sales Manager for imort gage’s new El Centro branch. Colin works with real estate partners including Prince & Associates. Colin’s goal is to “systematically deliver a ‘WOW!’ purchase and ownership experience to every customer.” “I aim to exceed what my borrower expects. If in the process of providing a loan I can deliver a world-class experience to every custome r, then I have done my job,” he says. Colin’s upbringing, Catholic faith and work ethic have helped him succeed on many fronts, professionally and personally. The youngest child from a large melded family, Colin was the first in his family to earn an advanced degree (he also earned his bachelor’s degree from UC San Diego). “We were ‘underprivileged’ in the sense we did not have a lot of money, but I have many pleasant memories of my childhood,” he says. “My mom and dad always stressed to me the importance of an education and it became second nature. I never questioned whether I would go to college, etc.” But it wasn’t always a straight path that Colin was able to take in pursuing his education. One detour was temporarily being pulled out of law school to serve as a

Colin will be married for 24 years as of July 2014 to Darlene. They have three children: Chandler, 18, a college freshman; Darien, 14, a high school freshman; and Danica, 8, a third-grader. The boys are avid baseball players and daughter Danica likes dance, gymnastics and is learning how to speak Mandarin Chinese (she’s nearly fluent in Spanish already). For prospective clients, Colin says he and his team work hard to reduce anxiety and maintain clear communication. “It is more than just the sales price and loan rate. We strive to make a buyer’s lending experience as pleasant as possible by doing what we say we are going to do, explaining the process so as to better set proper expectations, and showing them we have their best interests in mind.” That focus on ensuring the best outcome in every situation is summed up in a simple baseball adage Colin cites: “You cannot hit a home run if you do not step up to the plate.” Colin Cossio Sales Manager, imortgage 7777 Alvarado Rd., Ste. 701 La Mesa, CA 91942 El Centro, CA 91942 Telephone: 619.599.5839 Colin.Cossio@imortgage.com NMLS ID 352879

ExecutiveAgent Magazine

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 12/2014


EA

Problems vs. Opportunities

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e grateful for your problem s. We all frequently deal with people who complain about the trials and tribulations of their daily lives. Life seems to be one big problem for them. I would like to take a common-sense, realistic approach and address this mind-set. If there were no “problems” on your job, then your employer would hire a much less capable person than you to do the routine things that don’t require much thought. In the business world, those who are able to solve complex problems are the ones who have the most value to the employer. Many times the problems or challenges we face force us to grow and become more capable. The runner who trains for the mile run in the Olympics by running downhill will have no chanc e of winning the medal. The runner who trains by running uphill is far more likely to develop the speed, mental toughness and endurance which it takes to win the medal. The best thing that ever happened to boxer Gene Tunney was that he broke both of his hands in the ring. His manager felt that he could never again punch hard enough to be the heavyweight champion. Instead, Tunney decided that he would become a scientific boxer and win the title as a boxer, not a slugger. Boxing historians will tell you that he developed into one of the best boxers who ever fought. They also will tell you that as a puncher, he would not have had a chance against Jack Dempsey, who was considered by many to be the hardest hitter in heavyweight history. Tunney would never have been champion had he not had the problem of his broken hands. Message: The next time you encounter a difficult climb, obstacle, “problem,” you should smile and say, “Here’s my chance to grow.” Develop that kind of an attitude and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com. 28

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Written By Zig Ziglar ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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By Shannon Hartsoe

Patricia Smith ExecutiveAgent Magazine


Integrity, Knowledge, Passion

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f the keys to success in today’s real estate market include an ability to listen and solve the needs of buyers and sellers and solid skills in using technology to market homes, Patricia Smith owns those keys. Big time Patricia in 2013 was the No. 1 agent in Harcourts Prime Properties’ office in Carlsbad and the ninth-ranked agent for sales for the company nationwide. Her clients and industry colleagues are quick to praise Patricia for her ability to successfully manage a transaction from beginning to end with the upmost professionalism and skill. “I have had the joy and satisfaction of working successfully with Patricia Smith in the real estate and lending field. In my capacity as a loan officer at Kinecta FCU, I’ve personally witnessed her cooperative spirit, professional attitude, and caring disposition to her clients from both sides, ‘Seller and Buyer’. In my experience in the lending field since 1994, I have come across many real estate agents and worked with many of them, but there was one thing that had caught my attention in regards to Patricia which is her loyalty to her cli ents and collaboratively with her colleagues which has earned her my full respect. In nowadays, it is very hard to find a realestate agent who you can trust and who will take the extra steps to make sure the job is done to its full satisfaction. Patricia has done that and more as an individual and as a team effort. Patricia Smith has a pleasant, easy-going disposition, is fun to be with at both professional and social gatherings, and is cheerful, positive, and friendly. Her professionalism is a well balanced blend of competence, experience, and cordiality. I eagerly give my endorsement of Patricia Smith’s skills and professionalism without qualification and with the highest praise,” says George Deekrich. Know-How and Moxy Before her successful real estate career, Patricia earned an undergraduate degree with an emphasis in marketing from San Jose State University and an MBA from Santa Clara University. She then worked as a marketing manager in the tech industry. Patricia provided consulting to various high tech companies in product marketing, product research, product development and corporate marketing. “The transition from marketing in high-end technology to Realtor® was an easy one,” she says. “I quickly found that the same analytical, marketing and people skills that helped me succeed in the tech industry enabled me to quickly start producing as a Realtor®.” She adds: “The bottom line is matching a need with a solution. Whether it’s a digital camera or a five-bedroom mansion, the essence of what I do is provide the perfect house to the perfect buyer. Knowing how to market that house with the perfect blend of advertising, open houses, website features, etc., and an

ability to clearly communicate with my clients about what they need and what’s possible create a win-win scenario for everyone.” Patricia produces top marketing plans and materials to get you the best offer for your house. Sellers can expect high quality and effective marketing materials and strong representation from Patricia. She’ll work hard to get as many qualified buyers as possible into your home until it is sold and communicate as often as you’d like with weekly results of her activities on your behalf. Patricia also aims to reduce stress as much as possible and nego tiate the highest dollar value between you and the buyer. Sometimes, the win-win is one for the books. Like the time in one neighborhood that Patricia sold two separate homes -- the highest-priced home for her seller and the lowest-priced home for her buyer. For buyers, Patricia takes time to thoroughly listen to your wants and needs and utilizes her market knowledge to translate your criteria into finding your perfect home. She then compiles a market analysis on the chosen property to help you pull together a strong offer that will meet your financial needs and get your offer accepted. “Patricia is the most dedicated real estate agent I’ve ever met!” says former client James Pierik. “She listens well and takes the time to help you find your perfect dream home. She worked tirelessly for months and months to make sure we saw everything that was available that met our specific needs, and she was thorough and diligent during the negotiating and closing process. It was a pleasure working with Patricia and I would recommend her services without reservation.” How does she do it? “I look at the unique situation of every buyer and seller to negotiate the best price and terms for my client,” Patricia says. “I have had offers accepted in numerous multipleoffer situations because of my analysis of the situation. I follow through with the listi ng agent and write letters of introduction to the sellers to solidify the strength of offers. After the offer is accepted, I stay on top of the entire process, for a stress-free escrow. And I am there to assist after the closing.” In other words, she says, “I believe in doing it right or not at all.” Patricia Smith Harcourts Prime Properties 325 Carlsbad Village Dr., Suite C1 Carlsbad, CA 92008 Tel: 760-576-6632 Email: PSmithHomes@gmail.com Web: www.PSmithHomes.com CalBRE # 01843713

ExecutiveAgent Magazine


EA

Visualize Your Perfect Day

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very person on the earth has the same number of hours in the day to work with. I have 24 hours, Bill Gates has 24 hours and so do you. It is up to each individual to decide how to occupy every minute. We can waste our days sleeping late, watching television, hating our jobs and wishing for a better life. Or we can spend most of the time we have been given creating that better life – a world devoted to improving ourselves and the lives of others. How do you want to spend your days? You have the power to live each day exactly the way you want to live it. Think about that - the resources to create the life you desire lie within your mind. The truth of the matter is, you are either living your life the way you envision it, or you’re living your life the way someone else is envisioning it. Don’t you think it’s time for you to take control and begin fulfilling your own dreams? You’re probably saying, “Yes! Of course I want to live my dream life, Mark. But I don’t know where to begin.” Well, you begin at the beginning (see “This Week’s Action Step” below to map out your perfect day). First, you have to realize that the power to having everything you’ve ever wanted exists within you. There is no other person on the planet who can do it for you. Heck, I’d love to be able to give you what you want simply by blinking my eyes, but I can’t. Only you have that ability. I can show you the door to living your dreams, but you have to walk through it. Second, you have to have a clear vision of what your perfect life looks like. That entails you visualizing and writing down exactly what you want on a daily basis. And third, you must believe that your perfect life will manifest itself and become your reality. Remember, whether you believe something is possible or not, you’re right.

“Goals are new, forward-moving objectives. They magnetize you toward them.” In closing this week, I’d like to offer an exercise to complete in the week ahead: I want you to visualize your perfect day. This day is one where you feel motivated, exhilarated, joyful, healthy and focused. First, take out a journal or notebook and make a timeline of 24 hours, each line of paper should represent one hour of this perfect day. For example, line one should be Midnight – 1:00 AM. Line two should be 1:00 AM – 2:00 AM. And so on. After you have created this timeline, visualize what you would ideally be doing during each hour. Perhaps from Midnight – 1:00 AM you would be sleeping soundly, or maybe you would be living it up at a nightclub or party. How will you spend 9:00 AM – 10:00 AM? Will you be at the gym working out or having breakfast with clients who love and respect you? What about 2:00 PM – 3:00 PM? Is this the hour you’ll pick your kids up from school, or will you be getting a relaxing massage? Take each hour one at a time until you have created your perfect day. Once you have determined how you want to spend your time, review the timeline often – morning, noon and night. This is going to be your future schedule, so you need to become familiar with it. Believe that this is how you are going to be spending your time and it will become your reality. Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. Copyright© 2005, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Set your goals – What do I want ideally? – add your ‘why’ – Why must I have it? – and your subconscious mind mystically supplies the ‘how.

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Written by Mark Victor Hansen

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April 2014 s san diego