APRIL 2015 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

CARLOS TOVAR Executive Agent of the Month

Inside Features: Danielle & Bret Braden Realty ONE Group Lucy Ibarra Alpine Mortgage Planning Julie Fontenette imortgage

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Richard Hedrick

Branch Manager Direct (909) 912-7835 Mobile (714) 400-2753 NMLS ID 1059650 richard.hedrick@imortgage.com

Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 03012015. * Interest-rate locks require a buyer-paid deposit equal to 0.50% of the loan amount. Buyer will receive a credit at closing for the lock deposit. If buyer does not close the loan with imortgage, there will be no reimbursement of the lock deposit.

imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

April, 2015

Inland Empire

Cover Story

Editorials

32 - Rory Aplanalp: Try vs. Do

24 - Bill Brooks:

The Role of Positive Thinking on Your Sales Career and Life

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

ADVERTISERS’ INDEX

14 - Bob Corcoran:

Why Some Agents Sell More Than You

Alpine Mortgage Planning............36 City of Hope..................................35

08 - Joe Lane:

Why Cheap Homes Are Cheap

28 - Jim Rohn:

i Photography Studio.................6 & 23 PWAOR..........................................7

Establishing Dreams and Goals

The Termite Guy.............................31 TIGAR...................................34

10 - Dirk Zeller: 17

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

Champions Get Up Each And Every Day

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

Carlos Tovar

Executive Agent of the Month

© 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.

26 Danielle & Bret Braden

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04 Julie Fontenette

Lucy Ibarra

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We have a loan for every home... simple as that.速 ExecutiveAgent Magazine

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Julie Fontenette Written by Shannon Hartsoe

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ost people change career directions several times before they even graduate from college. Not Julie Fontenette. As incredible as it seems, Julie’s career path was set by her junior year of high school. Senior Class President and voted Most Likely to Succeed by her peers, Julie wasted no time in creating that success.

Enrolled in ROP, a program that helps students learn about the workplace through classroom instruction and internships with local businesses, Julie was placed at Security Pacific Financial Services in West Covina. “I loved it!” she recalls. “It was an immediate fit for my personality and interests.”

That part-time, temporary internship turned into a fulltime permanent position. Ten years later, Julie was still with the company.

Today, as a Loan Processing Manager for imortgage in Rancho Cucamonga, Julie says that even though success came early for her, the foundational principles she learned all those years ago continue to inform her business today – and help her lead by example. “I care about people a lot and am very methodical,” she shares. “I wouldn’t be where I am today if I hadn’t had people take me under their wings and shared their knowledge with me. Learning this industry is an art, it takes time and experience to learn and become skilled in the many facets of this business.

From the moment I started, I was able to learn and grasp the concepts.”

That ability to distill complex information quickly and accurately and then translate it into usable knowledge for her clients has made Julie a perennial favorite among Southern California mortgage lenders. Starting from those early days, Julie worked her way up the lending ladder, stopping at nearly every point along the way, from clerk to manager. Today, she is a veritable powerhouse of expertise, with a rare ability to see a loan from all sides – from pre-qualification and approval to underwriting and closing, making her a sought after choice for Realtors® and consumers alike. But perhaps what makes Julie stand head and shoulders above the rest are qualities that can’t be taught – empathy and hard work.

Julie grew up in a single-parent household. As the oldest of six children, she helped her mother run the household – cleaning, cooking and helping with her younger siblings – all while holding her own part-time job. Those experiences instilled in Julie an invaluable work ethic (complete

with stellar time-management skills and a knack for organization) but, perhaps more importantly, they also taught her to care for others. “Whenever I think of providing any type of service, the first thing I ask is how I would want to be treated,” she says.

Before Julie even starts a transaction she anticipates the questions her clients may have. By creating a detailed plan of communication and being accessible to her clients at all times, Julie’s clients can rest assured she’s there for them.

“I believe strongly in keeping my word no matter what,” she says. “If I tell a client I’ll have a document ready for them by five, chances are it will be ready much earlier than that. “Communication is the No. 1 key to success, and I believe in being proactive rather than reactive. By working ahead, you can eliminate or avoid the little challenges that sometimes pop up.”

That’s a philosophy of customer service she shares with imortgage and one that will help her grow her team in the coming year. “One of the reasons I chose imortgage is we’re both committed to the customer experience,” she says. “And we’re also committed to our employees, to the Realtors® we work with – everyone who is a part of the process from beginning to end. Just like the leaders of this wonderful company, I believe that the secret to the success of any organization is its people, and imortgage hires the best. From the person who answers the phone to the loan officers and the executive team, we truly care.”

As Julie looks to grow the branch, she knows that no matter who comes onboard, they’ll have those same qualities. “There are no fake smiles here,” she says. “From the top to the bottom people here are kind to each other and to our clients. It’s a wonderful thing to be a part of, and something I plan on continuing as the team grows.”

Julie Fontenette Loan Processing Manager imortgage 8686 Haven Ave., Ste. 150 Rancho Cucamonga, CA 91730 Tel: 909-912-7825 Email: Julie.Fontenette@imortgage.com Web: www.imortgage.com

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imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

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Why Cheap Homes Are Cheap

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hen items are discounted at the grocery store, there’s always a reason. Maybe the bread is a little bit stale or the item has been discontinued. Before buying any discount produce, you should probably understand why it is being discounted. The same is true for homes and while there are many cheap homes on the market, learning why that real estate is selling for such a low price will go a long way towards telling you just how worth your effort that property may be.

A Less-Than-Stellar Area The location of a home affects its value profoundly and while that can mean great things for a home owner in a posh location, it can also mean suppressed real estate prices in an area that is anything but. Many people think that no matter what, real estate will increase in value. That is not necessarily true and the future fortune of a neighborhood will directly translate into whether your real estate investment or home price swings up or not.

The Fixer-Upper We have all seen homes that simply need work. For whatever reason, the current owner has simply grown tired of updating a home and that state of disrepair translates into a steep discount in the home’s sale price. If you do not have the stomach to go through the arduous process of repairing a home, these cheap pieces of real estate are certainly not for you. If you are not scared off by the prospect of some labor, these can be great targets.

The Speed Sell Sometimes a seller needs to sell a property fast, whether to get out of town for relocation or to quickly liquidate some assets. These types of homes present the best opportunities for prospective buyers as these pieces of real estate suggest the least amount of problems. Of course, these homes get snatched up quickly, the very goal the

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seller has in mind, so finding them can be a bit of a difficult prospect. The best tactic is to monitor an area of town or maintain searches on a set of criteria on a regular basis to turn up all of the new homes that get put on the market every day. The real estate market is a competitive arena, so make sure you are doing all you can to get an edge over the rest of the prospective home buyers out there.

The Mystery The rest of the cheap homes generally fall in the mystery category and these pieces of real estate are the ones that you need to be most cautious about when investigating for a possible purchase. Homes are always cheap for a reason and there is certainly a reason buried somewhere in the floorboards. Is it near an airport? Does a railroad run through the backyard? Not all mystery homes hold mysteries that are this obvious but the seller is obligated to disclose anything that affects the value of the home, so just make sure you and your realtor ask the right questions.

Doing your homework on why a piece of real estate is selling for the price it is will go a long way towards determining the worth of a potential investment or home purchase. Cheap homes can look attractive at first glance and then lose luster with further inspection. Ask the right questions and do the right research so that you too can make that determination accurately to avoid potential headaches later.

This is another original article by Joe Lane, co-owner of The Lane Real Estate Team at http://www.joelane. com/. Are you looking for an experienced Tri City WA Real Estate agency? With 20 years of service based, business experience, Joe and Colleen Lane work hard to serve home buyers and sellers for the Tri Cities of Washington’s Kennewick, Richland, Pasco, and surrounding areas.

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Champions Get Up Each And Every Day

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At the end of the day, week, month, or year it’s what you do with the set back that makes it good or bad. Failure is merely a lesson.

Ultimately, to be successful you have to know how to survive setbacks and failure. In the end, failure is not fatal. Lying there and wallowing in it is fatal, but getting up and accepting it as a temporary setback forges a new beginning. Failure can sometimes feel fatal, but it never is.

To take advantage of a lesson, you must fully learn it. That means that we must review and analyze all the failures and setbacks we experience. Most of us want to merely forget them or cover them up. This puts us in a pattern to repeat them again. Treat each failure as a lesson. In school if you don’t learn your lesson you don’t graduate. Make sure you learn the lessons that failure is trying to teach you.

ne of the secrets to success is the ability to hold on a little longer than the next guy. To be willing to take a little more rejection, a little more hardship, and a little more temporary failure over time.

In my sales career I have had far more “no’s” than “yes’s”; the “no’s” out number the “yes’s” twenty or thirty to one. If I had focused on the twenty or thirty “no’s” instead of the one “yes” I would have quit. Too often we focus on the wrong thing. We fixate on the “no” rather than anticipate the “yes”. We must position ourselves with people to give them every opportunity to say “yes” to us. We have to ask and ask and then ask again, so we gain the “yes” we want. We have to be willing to attend and graduate the “University of Failure” to eventually receive our doctorate in success. No one has ever achieved long lasting success without the “University of Failure” degree. We don’t begin as a success.

“To be successful, you have to know how to survive setbacks and failure.”

Let me give you a few rules of failure. Learning and applying these will better prepare you for your success.

Temporary failures are not bad: If we mentally focus on bad events, that is what we will create more of. In the end, failure is neither good nor bad. When Thomas Edison’s wonderful compound of laboratories and buildings burnt to the ground he did two things. First he told his sons to get his wife because she would never see another fire like this in her lifetime. Second, he realized that all his failures had been burned away. He had a clean slate in front of him.

Treat each failure as a lesson bringing you closer to success. By learning how not to do something, you are exponentially closer to learning how to do it.

In the end, failure is never final. We all fail and fall down. We all come up short of the mark in life. It’s whether we decide to stay there or learn and move forward that makes us a success. Tackle the opportunity that your setbacks and failures bring you everyday. Create a daily mindset of opportunity in each setback. Your choice is to either stay down or get up. Champions get up each and every day.

Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry.

He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off.

Copyright© 2005, Dirk Zeller. All rights reserved. For information about Dirk’s Keynote presentations, contact the Frog Pond at 800.704.FROG (3764) or email susie@ frogpond.com; http://www.frogpond.com.

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Lucy Ibarra An Instrument to Help Others Written by Haley Freeman

was only 4 years old. “My dad worked hard to save enough money to purchase his first property, and it was very fruitful for him. He was able to use that first investment to purchase several other income properties in his lifetime.”

Optimistic and kind, Lucy always chooses work that allows her to care for others. When she left the medical profession for real estate lending, she received some sage advice from her father, “Always be honest and never try to get rich off of just one client, he told me. That has stuck with me throughout my career. He knew he’d been taken advantage of by lenders, and he never wanted to see that done to someone else.”

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fter a decade of outstanding service as a loan consultant, Lucy Ibarra has joined the team at Alpine Mortgage Planning in Ontario, where her professional expertise and exceptional client care are assets to this growing and dynamic company.

A first-generation Mexican-American, the value of home ownership and real estate investment make up some of Lucy’s earliest memories. Her father, a Spanish-speaking immigrant, carefully saved his money to purchase a home for his family when Lucy

Lucy devotes herself to assisting clients with diverse needs and especially enjoys helping single mothers, Hispanic clientele and first-time homebuyers. She is wellversed in government loan programs, alternative credit qualification and specialized, down payment assistance programs.

“I will do whatever I can to help people qualify or get prepared to qualify. Sometimes I work with a client on their credit for six months and later call the Realtor® back to tell them they are just about ready to start looking for a home. For me, this business is about customer service more than anything else. I end up truly falling in love with my clients – it becomes a friendship.”

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Her real estate partners also receive unparalleled service. Lucy begins her agent relationships by interviewing them about the things they most like and dislike about their current lenders. “I want to understand their expectations. Then I like to go over their objectives and identify how I can help. I am a big believer in communication – if I don’t know about a problem, I can’t fix it. I also encourage Realtors® to sit in on an initial client meeting so they can see the rapport I have with their client.”

Lucy has worked with lending institutions both large and small during her career, but she has found her home at Alpine Mortgage Planning. She and area manager, Marlene Hoover, worked together previously. “We have built a great relationship and friendship over the years. Before I joined Alpine Mortgage Planning, I did a lot of research on the company. I knew I’d have the support I needed to get the deal done with Marlene – if I need somebody to roll up their sleeves and get dirty, I knew that she and Brett would do it.”

Lucy expresses her confidence in the rates, products, underwriting and management at AMP, but is most impressed with the company’s culture, where individuals are clearly valued. “When the owner of the company found out my dad had cancer, he cared enough to call me personally. I also received a handwritten note and flowers when he passed away.

I haven’t been here a long time, but those gestures showed me that this is a company that puts their money where their mouth is.”

AMP also expresses care through its dedication to community service. For instance, the Ontario team

is participating in the Raising Strides Against Breast Cancer walk in Chino Hills during the month of April.

“After losing my dad, it’s very near and dear to me to find a cure. I also have two sons in the Air Force, so I am very active in supporting military organizations.”

Lucy recently joined the board of directors for the San Gabriel Valley chapter of NAHREP. “We want to provide resources for Realtors®, and right now we are developing a Mastery Series, the first of which will be Listing Mastery. Our goal is to provide a panel of high-producing Realtors® who can bring value to others who are attending the event.”

“I think those of us in this profession have been blessed with being in a position to significantly help another human being. I love it that what I do makes me an instrument to help others.”

Lucy Ibarra MLO 257307 Alpine Mortgage Planning 3990 Concours, Ste. 350 Ontario, CA 91764 Tel: 909.241.6494 Email: LIbarra@alpinemc.com Web: www.alpinemc.com

© 2015 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act Regulated by the Division of Real Estate Colorado. .

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Why Some Agents Sell More Than You

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ith all due respect to Abraham Lincoln, all real estate agents are not created equal.

professional identity. They’re easy to spot, they have a consistent way about them and they exude professionalism.

Now before you get mad at me, hear me out. I’m not saying it’s a bad thing that agents are unequal. It’s just the way I see it. For example, if you judge agents by how many houses they sell, they are clearly not equal. Not every agent sells 100 houses a year.

So, have you taken time to consider your professional identity? Have you thought about the impression you’re making out there in the trenches? What do potential clients see when they see you up close and in person? What do they see when they see one of your ads in the newspaper?

So what I am saying is that each agent brings his or her own unique gifts to the office. And the key is to understand your own special gifts, and then put them to work in a way that not only makes you more successful, but also makes you stand out from all the other agents in your market.

What impressions are your marketing materials leaving with the public? And, even more importantly, what impressions are you leaving with people you meet face to face?

“I began wearing hats as a young lawyer because it helped me to establish my professional identity. Before that, whenever I was at a meeting, someone would ask me to get coffee.” - Bella Abzug And I honestly believe one reason some agents outsell some of their peers is precisely because they’ve taken time to – in the words of Ms. Abzug – establish their “professional identity.”

Consider for a minute what you think – what you really think – when you hear about an agent that’s outselling you in your market. Be honest. Probably a little bit of jealousy, sprinkled with a little resentment.

Well, the way I see it, you have a couple of choices. You can feel that jealousy (and there’s nothing wrong with that – you’re only human). But if you leave it at that, you don’t improve. You sit there with your sour grapes.

The other choice is to stop and take a little time to learn from those successful competitors. When you do that, you’re heading up the on-ramp to a speedy interstate of faster sales.

And if you do examine top producers, you’ll soon realize they all have something in common: yes, that strong

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When I work with clients to help them develop their professional identities, I like to use the SWOT analysis – Strengths, Weaknesses, Opportunities and Threats. For purposes of this article, focus primarily on the first two: your strengths and weakness. Then later you can look at the other two as they relate to your particular market.

Assess both your strengths and weaknesses carefully.

And recruit others for this exercise. Find out what your friends, family and coworkers see. Many times others see things you miss.

Then develop specific ways to put your strengths to work in your business life. And look at the weaknesses you believe you can change. Work on them to slowly turn them into strengths. When you add your strengths to your services, you begin to shine through in all that you do for your clients and prospects, and before you know it, you’ve created your very own professional identity.

Best of luck to you!

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2009, Bob Corcoran. 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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Written by Bob Corcoran

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

CARLOS TOVAR Executive Agent of the Month

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CARLOS TOVAR Written by Shannon Hartsoe - Ian Wiant Photographer

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atisfying their clients is not the priority of Tovar Real Estate Group. No, this passionate group of sales professionals sets its goals much higher than the norm.

Words like “obsession” and “thrilled” are everyday ling in this Rancho Cucamonga office.

“Many agents strive for customer satisfaction, but on our team satisfaction is not enough,” says founder Carlos Tovar. “We work constantly to improve our systems and processes. And as a result, we go well beyond the standard level of service provided by most Realtors®. We’re obsessed with serving our clients in a way that leaves them feeling thrilled by our team, not merely satisfied by it.”

He adds: “We do not believe in working with customers; we believe in taking care of our clients.” The difference, says this 12-year veteran of the real estate industry, is that a customer is a person who purchases a good or service from another; a client, meanwhile, is a person that depends on the protection of another.

The Tovar Difference Tovar Real Estate Group, affiliated with JCE Realty in Rancho Cucamonga, is built on a strong foundation of core values and purpose. But while they are serious about how they conduct business, these real estate professionals never lose sight of the importance that maintaining a fun, challenging and exciting work environment has in helping Realtors® achieve their goals.

“We are dedicated to teamwork, self-improvement, positive attitudes and most importantly, a passion and drive to surpass the expectations of every client who does business with us,” Carlos says.

Talking ads, reverse offers, pre-selling communication, great marketing strategies and tracking systems to find out what works and what doesn’t are among the proven tools used by Tovar Real Estate Group to help buyers and sellers in areas that include Rancho Cucamonga, Fontana, Ontario, Upland, Alta Loma and surrounding cities.

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They specialize in properties ranging from first-time homebuyers and sellers to luxury estates.

Sellers who choose Tovar Real Estate Group will learn immediately that Tovar’s main objective is to provide them with the most money in the least amount of time -and with the fewest hassles. They can make this happen because of the group’s unmatched expertise, outstanding service and aggressive marketing.

Carlos notes that there are many factors involved in selling a home, but it really boils down to four key things:

Aggressive marketing, a sound pricing strategy, knowing the numerous options that are available to you, and having an agent who is fully invested in your best interests.

For buyers, a “VIP buyer system” ensures that Tovar will negotiate the lowest price, the best terms and meet a buyer’s home-buying needs with the least amount of hassle, among other benefits.

Innovative programs, leading-edge technology and specialized market knowledge contribute to an overall excellent experience.

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“We instantly generate email reports for buyers on all properties that match their needs,” Carlos says. “We receive priority notification when new properties meeting their criteria are listed by any and every company, our clients tell us what they are interested in. We then look at and investigate the properties they select.”

Tovar’s exclusive VIP Buyers program gives clients a written VIP buyer cancellation certificate that allows them to stop working with the group if they feel one of the Realtors® is not living up to the promises they make. And all VIP homebuyers get a home warranty protection policy.

An Entrepreneur Finds His Niche Carlos, a native of Mexico, began his business career as a loan officer in the financial industry. During this time he learned the importance of becoming an agent who is focused on customer service. He believes his experience fully prepared him for the real estate industry, which has been a natural transition. The importance of knowing your

product, the market and making customer service a priority dovetailed perfectly into real estate, he says.

It didn’t take long before Carlos’ sales and negotiating skills were generating success in his new industry. Today he specializes in single-family homes, equity sales, investment properties, foreclosures, bank-owned properties, corporateowned homes and distressed sales. His clients are quick to share how much they got out of working with Carlos and his team.

“I have been truly blessed by having an agent like Carlos Tovar in my life,” wrote Simon and Ave Mendoza. “He helped us all the way … throughout the whole process on selling and buying our home. He sold my home in just three weeks for 109 percent of my asking price, and he helped us buy a home about $40,000 under the market value. I am a raving fan of Carlos Tovar and his team and we would recommend him to anyone looking to sell or buy their home.”

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GOING BEYOND SATISFACTION Client Shawn Chatoo had this to say about working with Carlos: “Carlos Tovar promised to sell my house in two weeks and in reality it sold even faster. He sold my house in one week and he sold it for $25,000 more than I was asking! Carlos is a very hard working and very intelligent and very good at what he does. I highly recommend Carlos Tovar if you are buying or selling a home.”

The Big Picture Carlos has a strong belief in giving back to his community. He is involved in several charities on a regular basis, including City Link and charities partnered with Water of Life Community Church. Carlos is also a member of the National Association of Realtors® and the California Association of Realtors®.

and his dedication to the real estate industry is a strength Carlos gets from above. “God is what keeps me going; through prayer and meditation in a constant basis is what helps me out, to always be willing to go forward because life can be very challenging,” he says. “But when you have faith things are much easier. You have to be disciplined and have a great attitude. I get up about five in the morning to do my daily routine -- some exercise, time alone with God and being at my office at 7:45 a.m.”

He adds: “I like to be in communication and in touch with people and what I love the most is that you can make a difference in people’s life by helping them to achieve the American dream of owning a home. And at the same time you can support your family -- what a great career!”

Motivating his desire to give back, his passion to give clients the best buying and selling experience possible

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Carlos Tovar The Tovar Group Real Estate Advisors 11010 Arrow Rte., Ste. 109 Rancho Cucamonga, CA 91730 Tel: 951-264-7544 Carlos@TovarRealEstate.com www.TovarRealEstate.com CalBRE #01420185 ExecutiveAgent Magazine

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The Role of Positive Thinking on Your Sales Career and Life

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ots of salespeople seem to have forgotten, or perhaps have never even learned, the many ways that they can improve not only their sales performance, but their life performance as well. The future of your sales career may very well rest on the frame of mind that you have in your daily life. Here are several tips that may help you to improve this frame of mind and your future.

First of all, you should overcome any past negative impact. You need to forget your failures and mistakes.

These failures and mistakes should be seen only as stepping-stones that you have been fortunate enough to experience and learn from. Salespeople can truly damage their mental state and their sales performance by dwelling on past mistakes. Such practices as continually viewing yourself in a negative light can only serve to put you in a downward spiral.

A tip that reflects the opposite of the previous one is to build upon previous positive experiences. Concentrate primarily on your past successes, and this will help you feel far more important and positive. By concentrating primarily on your successes and the positive aspects of your past, you will surely feel extremely more confident, and confidence will give any salesperson a “leg up” in any sales situation. Furthermore, this confidence can seep

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into all other facets of your life, leading to an all around improvement of the quality of life.

Seeking out “coaches” and “team-members” will only serve to improve your chances for success in and out of the business realm. Coaches can help to build you up, as well as provide you with vital life experience and job experience that you otherwise would not be able to experience yourself. In regard to sales team-members, they can provide you with a support system as well as with a feeling of belonging. Their successes will be your successes, and your successes will be theirs’. Having a coach, as well as being a member of a team can certainly improve your job as well as your home life.

Becoming obsessed with learning is another excellent tip for any salesperson who is aspiring to improve their future sales performance. “Knowledge is power” has become a cliché, but the validity of this statement still stands. Any serious salesperson should always be looking for that “edge,” and knowledge is always there.

You should always be seeking new facts, information, and data, and knowing more of these than your competitor will provide you with so much more success. I can promise you that!

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By constantly improving your thinking processes, you will also sharpen your thinking and analytical skills, and in turn you will enjoy more success in the future.

Improvement of your thinking skills involves the quick and efficient use of knowledge, which is addressed in the previous tip. If you become obsessed with learning and channel this constant flow of new information through quick and useful thought patterns, then once again you will enjoy a “one up� over your competition.

Top performing salespeople are always seeking new information, and are always able to use this information in the most effective manner in their pursuit of the sale.

Therefore, if you follow the same strategies as these salespeople, then your future is as bright as theirs.

The final tip, and perhaps the most important one, actually is to incorporate yourself mentally. This somewhat difficult tip means that you should never forget your own long-term goals and aspirations. You should certainly remain loyal and honorable to your current employer, but again, never forget your own long-term goals and aspirations! Those individuals who are the most successful are those who never forget their own goals. By striving for your goals long enough and hard enough, you will eventually reach them and become an envied and admired sales professional.

The bottom line? If you are truly seeking to improve your future either professionally, personally, or both, there are certain strategies that have proven to serve those who are seeking these goals very well. By overcoming any negative past impact, building upon any and all positive impact, utilizing coaches and team-members you may have in your life, becoming obsessed with learning, constantly improving your thinking processes, and incorporating yourself mentally, you are surely going to be able to improve any aspect of your sales career and life that you wish to improve. The secret to this plan is to work hard and remain committed. There is, unfortunately, no secret to that!

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. CopyrightŠ 2004, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; www.frogpond.com

Written By Bill Brooks ExecutiveAgent Magazine

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E XECUTIVE AGENT

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hat began as a blind date 21 years ago has led to a happy marriage and business partnership between Danielle and Bret Braden. Both upbeat, energetic and personable, this duo brings incomparable enthusiasm and professional expertise to every real estate transaction.

Danielle enjoyed a successful career in sales management for the hospitality industry in Anaheim and Irvine, overseeing sales of events and lodging for large corporate groups. When she was ready to leave the corporate world and become her own boss, real estate was a logical fit for her gregarious nature and high-level sales skills. Bret is a specialist in the field of environmental acquisition, remediation and Superfund sites. He acquired his broker’s license and now also assists Danielle with residential real estate.

Danielle and Bret have fun working together in a business they love, and their individual skills harmonize to

deliver a well-balanced customer experience. They begin by evaluating a client’s needs and personality so they can adapt to be most effective. “If they are more technical and want to see charts, or are focused on the infrastructure of the house, then Bret will take the lead,” Danielle explains.

“He also does all the work of a transaction coordinator and leaves me to do the negotiating and talking with clients. My husband is the best TC, IT specialist, historian, tour guide and Mr. Fix It. He is very knowledgeable and overall a very nice guy.”

Bret’s background working with contaminated land sites sometimes comes into play in residential transactions.

“There are few chemical engineers who are also brokers,” he says. “Every real estate deal requires a hazard report.

I am able to read those and help clients understand what they mean. Sometimes there are concerns about asbestos, underground tanks or pipelines or anything else that could be hazardous. I can translate into layman’s language and explain what they can do about it.”

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Danielle & Bret Braden A Dynamic Real Estate Duo Written by Haley Freeman

“Danielle is the MC,” Bret says. “She loves being with people and is skilled at putting them at ease and directing a transaction. For all of those years working in hospitality, she built great relationships with people across the hospitality, corporate and tourist sectors of Orange County, and she brings the same enthusiasm to helping people buy or sell a home.”

“I have learned that the customer is always right and strive to make them feel important and that their needs matter,” Danielle says. “We strive to go above and beyond our clients’ expectations and get the job done with as little drama as possible. Communication and responsiveness are key.”

Working with Realty ONE Group, Inc., empowers Danielle and Bret to provide the level of service they believe their clients deserve. “Technology is one of the company’s biggest attributes,” Bret explains. “They created a computer software model that allows agents to remotely upload files so everyone is virtual. Realty ONE Group has one of the best systems in the industry. It is efficient, saving time and money while ensuring that everyone is compliant.”

Danielle and Bret excel in helping families to settle real estate matters during times of stress. Danielle explains, “We’ve been involved in a number of situations where we have been able to take the stress off of out-of-area relatives when a family member died and left property. We have done everything for them long-distance and gone above and beyond to make it as easy as possible. In these special circumstances people often don’t have the means to travel, and it is essential to have a Realtor® they can trust with their family’s assets.”

Looking to the future, the Braden’s are looking forward to helping the next generation to acquire the existing inventory of homes. “When you look at the age of the housing stock in Orange County, I think that future real estate deals are going to require that you bring your contractor along with you to get these homes up-to-date.

There is going to be a huge transition taking place in the next five to ten years,” Bret says.

their Chihuahua, MoJo, dining out and enjoying concerts in the park. They make an effort to look out for their senior neighbors and offer assistance whenever they can.

Ultimately, real estate is a people business where the Braden’s both shine. “We care about our clients’ needs,” Danielle says, “and we will be there until the end. We love working with people and pride ourselves on getting the job done. Our enthusiasm alone will get to you. We’ll have you at hello!”

Danielle & Bret Braden Realty ONE Group, Inc. 4010 Barranca Pkwy., Ste. 120 Irvine, CA 92604 Tel: 714-397-3074 Email: DanielleMBraden@yahoo.com Web: www.RealtyOneGroup.com CalBRE # 01163874 / 01716569

Danielle and Bret love their home community of North Tustin and enjoy spending free time together walking with

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Establishing Dreams and Goals

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ne of the amazing things we have been given as humans is the unquenchable desire to have dreams of a better life, and the ability to establish goals to live out those dreams. Think of it: We can look deep within our hearts and dream of a better situation for ourselves and our families; dream of better financial lives and better emotional or physical lives; certainly dream of better spiritual lives. But what makes this even more powerful is that we have also been given the ability to not only dream but to pursue those dreams and not only to pursue them, but the cognitive ability to actually lay out a plan and strategies (setting goals) to achieve those dreams.

Powerful! And that is what we will discuss in detail this week: How to dream dreams and establish goals to get those dreams.

What are your dreams and goals? This isn’t what you already have or what you have done, but what you want.

Have you ever really sat down and thought through your life values and decided what you really want? Have you ever taken the time to truly reflect, to listen quietly to your heart, to see what dreams live within you? Your dreams are there. Everyone has them. They may live right on the surface, or they may be buried deep from years of others telling you they were foolish, but they are there.

So how do we know what our dreams are? This is an interesting process and it relates primarily to the art of

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listening. This is not listening to others; it is listening to yourself. If we listen to others, we hear their plans and dreams (and many will try to put their plans and dreams on us). If we listen to others, we can never be fulfilled.

We will only chase elusive dreams that are not rooted deep within us. No, we must listen to our own hearts.

Let’s take a look at some practical steps/thoughts on hearing from our hearts on what our dreams are: Take time to be quiet. This is something that we don’t do enough in this busy world of ours. We rush, rush, rush, and we are constantly listening to noise all around us. The human heart was meant for times of quiet, to peer deep within. It is when we do this that our hearts are set free to soar and take flight on the wings of our own dreams!

Schedule some quiet “dream time” this week. No other people. No cell phone. No computer. Just you, a pad, a pen, and your thoughts (you get to do this in the workbook exercises this week).

Think about what really thrills you. When you are quiet, think about those things that really get your blood moving. What would you LOVE to do, either for fun or for a living? What would you love to accomplish? What would you try if you were guaranteed to succeed? What big thoughts move your heart into a state of excitement and joy? When you answer these questions you will feel

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Great and you will be in the “dream zone.” It is only when we get to this point that we experience what Our dreams are!

want to attain because they are what will make your life joyful and bring your family’s life into congruence with what you want it to be.

Write down all of your dreams as you have them. Don’t think of any as too outlandish or foolish – remember, you’re dreaming! Let the thoughts fly and take careful record.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com

Now, prioritize those dreams. Which are most important?

Which are most feasible? Which would you love to do the most? Put them in the order in which you will actually try to attain them. Remember, we are always moving toward action, not just dreaming.

Here is the big picture: Life is too short to not pursue your dreams. Someday your life will near its end and all you will be able to do is look backwards. You can reflect with joy or regret. Those who dream, who set goals and act on them to live out their dreams are those who live lives of joy and have a sense of peace when they near the end of their lives. They have finished well, for themselves and for their families.

dreams

Remember: These are the dreams and goals that are born out of your heart and mind. These are the goals that are unique to you and come from who you were created to be and gifted to become. Your specific goals are what you

Written By Jim Rohn ExecutiveAgent Magazine

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TRY VS. DO “If at first you don’t succeed, try, try, again.” Mom and Dad were wrong about this one. Now I know that their motives were good, and the principle, in and of itself had value. They were teaching us to ease into what ever it was that we were struggling with. I know the lesson they were teaching us was pure and sound but when we get to be adults we should get away from the ‘try’ and get into the ‘do.’

There is one very important thing lacking behind the ‘try’ word. Commitment, anytime you use the word ‘try’ it lacks commitment. Here is an example most of us see at least once a week. How many times during the course of the week do you have someone come up to you and say, “Hey, I’m going to ‘try’ and get in touch with you sometime next week.” Whenever I hear that I always reply, “What do you mean, try?” Does that mean if you’re in the mood, or if you remember my number, or if you’re by a phone and have 35 cents?”

Do you notice a difference between, “I’m going to ‘try’ to get in touch with you next week” and “Tuesday at 3:00 in the afternoon, I’m going to call you at this number.

Are you going to be in?” Do you see the difference?

One is committed the other is not. Some people use the ‘try’ word just to get out from under the task at hand or to be polite. Either way, it lacks integrity.

Here is another example. How many of you out there have ‘tried’ skydiving?

You know jumping out of a plane with parachutes on. I had one guy in my seminar say, “Well, I have.” I stated that he didn’t ‘try’ he actually ‘did’ the skydiving thing. He countered with, “No, I tried it!” I asked him to explain. He proceeded to tell me how he went up in the plane and strapped the parachute on. When they came to the drop area and opened the door, he looked out

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and it appeared to be a lot higher than he thought it was going to be, so he asked them to close the door. I said, “You mean you did not jump out?” He said “No, but I tried skydiving.” I countered by saying, “You didn’t ‘try’ skydiving, you simply went on a plane ride with a parachute on!” To this day I don’t know if he got the message, but the rest of the class did.

Do this, for the next week, stop using the ‘try’ word. If you catch yourself or another person use it, ask yourself or them if that really was what you meant. You see, I have more respect for someone who will say, “I’m not going to do that” and then tell me why, than someone who will say, “I’ll try,” and then not deliver. On the first hand, I know where I stand.

I’ve got to do it myself or get someone who will. It’s not hard, simply replace the word ‘try’ with ‘do’ and see if you notice the difference.

Here is an important question. Do you want to ‘try’ to be happy? Do you want to ‘try’ to be a good Father or Mother? Do you want to ‘try’ to do a good job at work?

It is more than a semantics issue; it ties directly into our level of commitment.

Rory Aplanalp has impacted the lives of more than one million people across the globe. He then founded his own company, Human Resource Development, a leader in the sales training field. For more than fourteen years, Rory was affiliated with Franklin Quest/Franklin Covey and was distinguished as their top seminar and keynote speaker. Copyright© 2002, Rory Aplanalp. All rights reserved. For information about Rory’s speaking and training programs, please contact the Frog Pond Group at 800-704-FROG (3764) or Susie@frogpondgroup. com; http://www.frogpondgroup.com.

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Written By Rory Aplanalp ExecutiveAgent Magazine

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Your REALTOR® membership in The Inland Gateway Association of REALTORS® Connects You with exclusive products, programs and services as well as becoming a member of the California Association of REALTORS® (C.A.R.) and National Association of REALTORS® (N.A.R.), benefiting from the strength of 1.3 million REALTORS® across the country all committed to creating a strong and viable real estate marketplace. We make sure you are always connected using the latest technolgies such as Facebook, Twitter, and Email Newsletters to keep you informed with all the Real Estate news that affects your business. We pride ourselves as the member friendly Association of REALTORS®. Our customer service team strives to make your experience with us the best part of your day.

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

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

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ALPINE MORTGAGE PLANNING IN ONTARIO 3990 CONCOURS, SUITE 350 | ONTARIO, CA 91761 • Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Ontario. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! MARLENE HOOVER

BRETT REICHEL

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MLO-210215

Cell 562.884.9541 Fax 855.714.8399 mhoover@alpinemc.com

Cell 503.784.0482 Office 909.657.5101 breichel@alpinemc.com

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