APRIL 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Lina Chu Executive Agent of the Month

Inside Features: Alex Duarte First Team Real Estate Gabriel Giron imortgage

TM

CALL imortgage TODAY!

909.912.7835

WELCOME ABOARD! At imortgage we understand that in today’s market, home financing requires a company with a proven track record, financial strength and integrity. Our unwavering commitment to excellence in these three key areas has earned us a reputation as one of the most well respected companies in the industry.

Check out our branches in Rancho Cucamonga and Temecula Today!

RICHARD HEDRICK Branch Manager

Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 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. 01222016ke

Executive Agent of the Month

22 17 Lina Chu RE/MAX Champions

Professional Profiles

12

4

6

Alex Duarte

Gabriel Giron

First Team Real Estate

imortgage ExecutiveAgent Magazine

April, 2016 - Inland Empire Editorials

E XECUTIVE AGENT

TM

MAGAZINE

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

24

Charisma: -Tony Alessandra

32

Are You A Bridge Builder?

-John Boe ADVERTISERS’ INDEX City of Hope..........................................................35

14

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

See The Winning -Joel Boggess

i Photography Studio.....................................23 & 31 PWAOR...................................................................30 The Termite Guy......................................................3

8

Veterans United.......................................................36

Why A Positive Attitude Is Best For You -German Calvo

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

26

Service With A Smile -Dave Ramsey

© Copyright 2016 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.

10

Being Fruitful -Jim Rohn

28

Yesterday’s Impossibles -Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman - Kristin Visk Photography

G

abriel Giron is a numbers guy with a big heart.

That makes him a perfect fit in an industry where knowing your numbers results in helping people

obtain the home of their dreams. Gabriel’s easygoing manner and conscientious treatment of home buyers give clients a sense of security and comfort during a process that can be intimidating and stressful. He puts people at ease and inspires confidence that their financial transaction is in capable hands.

When Kelly Crowther, sales manager at imortgage, saw Gabriel’s combination of talents and traits, she knew he would be a tremendous asset to her topproducing lending team.

That was two years ago, and Gabriel has since proven that Kelly was absolutely right. He has fast-tracked his industry knowledge under her professional guidance and that of branch manager, Richard Hedrick, and he expresses his profound gratitude for the opportunity to grow professionally in a company that exemplifies his personal values.

“Kelly taught me so much since day one and has helped form me into the professional I am now.

She has been a great mentor who pulls me into the office when she comes across an unusual file and says, ‘Let’s work on this together.’

I also really appreciate Richard’s leadership style; he manages a large team in two offices with such grace and integrity. I love this job and the people I work with, and I am passionate about the idea of helping people achieve their goals of home ownership.”

Gabriel Giron ExecutiveAgent Magazine

EA

A Numbers Guy With A Big Heart Gabriel is part of a team that specializes in serving buyers of new homes, in partnership with Brookfield Residential.

“Kelly has developed a great relationship with Brookfield, and we are currently working with them in six different communities. They encourage clients to take a look at us even if they have another lender in mind. I think having that kind of recommendation from a professional partner speaks loudly about our team.”

He continues, “We strive to give clients and agents a sense of stability by being available and ready with answers at every stage of the transaction. If Kelly isn’t available, I or another member of our team know what is going on.

We have open communication, so everyone can count on knowing exactly what is going to happen and when.”

This painstaking attention to detail and service is especially valuable to first-time homebuyers. “One of the communities we work with in Ontario puts us in touch with a lot of first-time buyers. They have a lot of questions about the process. It’s an unknown for them, and they’re not sure what to expect. One of us is there every weekend at the community to sit down and talk them through it. And we are always available by phone, text or email.”

As a young professional, Gabriel embraces the technologies that make complex transactions easier for customers, and he is highly adaptable to the needs and preferences of each individual. “I was holding a friend’s baby the other day, and the baby kept trying to swipe the face of my watch to make it do something. It shows that younger people who are growing up with technology have expectations that technology just works. In contrast, when my parents bought their new iPhones, they didn’t know what to do with them. I can work with whatever resources are comfortable for the client and help them achieve the goals they want to achieve. I recently prequalified someone all through text as that was their preferred method of communication. Other people want to meet face-to-face, or do a Facetime call and use an app to see all of the numbers. We pride ourselves on making people feel at ease with the process.”

Gabriel is the child of hard-working immigrants from El Salvador, who fled civil war and came to America where they built an amazing life for themselves and their children.

“They always encouraged, supported and loved us in ways that as I get older, I appreciate even more. My view of work comes from them, as well. I look at work through the lens of what I can do to help another person. The customer interaction is what makes my job so enjoyable. I always want them to feel they’re the only person who matters when I’m working on their file.”

Gabriel and his wife, Kimberly, are also active in their church community and help lead its musical programs.

Gabriel thrives as part of a collaborative team that is galvanized to help clients and business partners accomplish their goals. “I’m always excited to meet new people and hear their stories so I can learn how I can serve them better.

My focus is on making sure others feel valued, because they are valued.”

Gabriel Giron imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Tel: 909-912-7813 Email: Gabriel.Giron@imortgage.com Web: www.imortgage.com NMLS ID 1216855

ExecutiveAgent Magazine

EA

Why A Positive Attitude Is Best For You

G

oing around with a nasty and sarcastic, all “theyowe-me-type-of-thing”, “it is their fault”, “it is the Government’s fault” and continually feeling victimised and negative just about everything, is not really sustainable. So the exercise here is to see whether we can change ourselves to gain a different kind of attitude: “A Positive Attitude”.

Of all things you can adopt for yourself, you would be hard-pressed to find something better than a positive attitude.

If you believe you have a realistic approach in life and that is what must prevail above all others, perhaps some thoughts on a positive attitude and the benefits that can bring you, could persuade you to open your mind towards acquiring it.

Sometimes we don’t realize why we go towards things that express frustration, anger, ill feelings about people, situations of family life, the government, the wife, the husband, the environment etc. all of which, if we allow them to persevere in our life, can change our perception of what reality is, simply because we see them from one angle alone.

All expressions of this side of seeing things is not a healthy way to be about in life. They can stop us from being resourceful and from seeking solutions to everything we see as problems that upset us. It is not very useful and encouraging for others to see us carrying this kind of attitude.

Imagine if instead, we present ourselves with ideas to overcome most things that clutter our judgment and project forward a resourceful way of dealing with things, like talking about other ways to see what is difficult, complex, hurtful, abusive, repulsive or hateful.

And what if we persist on smiling, on focusing our thoughts to find solutions, on giving plenty to others without reservation, especially on treating others in a more loveable way without fear of rejection.

Do you think if you took this way of behaving would attract a different response from others? I believe this other way of being not only will change your life, your health and your financial position but will also make you a more caring person to everyone around you. Even if you don’t believe it until you make an effort to deviate from taking the pessimistic side of things in life, and go onto the different side of reasoning, that lies in the resourceful state, the creative state, the solutionseeking state, it is extremely difficult to see gains in your life.

8

Dwelling in the half empty measures, the negative attitudes, the resentments about all things, on blaming everyone else and everything else for your misfortunes is not going to get anything in your life solved. But you already know that, so, trying the other angle, “the positive way” as many people would call it, seems quite a logical thing to do.

If being resentful, blame full, uncaring, angry, boastful, impolite and provocative do not get us anything truly worthwhile and make us look negative in so many ways to others, why not make an effort to overcome little by little all those traits to start having a positive attitude and seeing a change in how we are perceived by others.

Looks like by eliminating all those traits, you can begin to make small changes in your attitude, small enough steps to build a muscle of gradual improvement to overcome ingrained negativity. If you persist with this new way of behaving and make it sustainable, you will be, eventually, unstoppable.

Nothing can resist your new level of positive attitude that is all conquering, charming and effective in just about any endeavour you care to take.

You will always be welcome by everyone and doors will be open to you because it is the new you with the all powerful attitude, “the positive attitude” that you so much wanted since the days of the “half empty glass” and the “partially cloudy skies” and the gloomy statistics of doom that you used to believe.

Now you are not sarcastic and nasty and do not have time for sadness, illness, abusive manners and provocation that so much hurt others and got you nothing but rejection. No, you are now totally the opposite, the charming, kind, smiley, courteous, giving, always ready to help kind of person that others love to be with, help and admire.

How beautiful is that? To all those that knew you as a negative, stressful-type of person to be with , now they love you and respect you and want to help you because they want to reciprocate your changed positive personality. Great news!

If you like this article and want to read others related to Personal Improvement and other subjects of Marketing, you can go here: http://www.GermanCalvo.com/blog where you can also get eBooks downloaded FREE to help you gain ideas of Internet Marketing and off-line marketing.

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

9

EA

Being Fruitful

O

ver the years I’ve learned to challenge my audiences to turn their response to the ideas and information they receive into results. According to the Biblical story, the first couple, Adam and Eve, was instructed to be fruitful - produce some results. Fruitful is kind of an interesting word; it denotes abundance.

Here’s what I think fruitful, abundance and productivity mean - to go to work on producing more than you need for yourself. I think we fulfill that command given to us so long ago to be productive, to produce far more than we need for ourselves, by blessing others, blessing our nation and blessing our enterprise.

Challenge yourself to produce more ideas than you need for yourself so you can share and give your ideas away. Produce more in terms of substance and money and treasure and all things valuable to human beings, far more than you need for yourself. I am reminded of R.G. LeTourneau’s story, the man who built the big earth moving machines; it was his goal to someday give away 90% of his income. Giving away far more than anyone

10

could possibly imagine. 90% is an awful lot to give away, but you should have seen the 10% that was left.

Once abundance starts to come, once someone becomes incredibly productive, it’s amazing what the numbers turn out to be. It’s amazing what it finally totals. So make sure when you are given the opportunity, that you turn your response into results, thus the chance to be more fruitful and more giving.

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.

ExecutiveAgent Magazine

EA

Written By Jim Rohn ExecutiveAgent Magazine

11

E XECUTIVE AGENT

TM

MAGAZINE

A

s a first-generation American and talented high school athlete, Alex Duarte has learned that great rewards come from self-discipline, hard work and the desire to win. After attending a real estate investment seminar, Alex saw that tremendous opportunity

That realization came with his very first transaction.

“After I told my client her offer had been accepted, she started crying,” Alex remembers. “That’s when I knew this is what I wanted to do with my career. It really does impact people’s lives. I have completely fallen in love with being a Realtor®. I love helping people, especially buyers. There is a lot of satisfaction in handing someone the keys to their new home and being a part of that big memory for them.”

Alex is a persistent reader of self-improvement books, and he recommends “The Magic of Thinking Big” by David J. Schwartz. “The book is about not setting boundaries for yourself, but always setting ridiculous goals instead. The mind is what limits you, not the environment you’re in. I’m definitely heavy into setting and writing down my goals. I’ve learned that whatever you put out there comes back to you. If your energy is good and you work hard, you receive a lot of reward and satisfaction.”

In keeping with his mission of positivity and growth in his profession, Alex recently joined First Team, where he is benefiting from one-on-one mentorship with a seasoned agent. He has also acquired more tools and resources to provide better service to his clients. “We have a good, family-oriented atmosphere in our office. When I’m on top of it, it makes me better for my clients.”

could come from applying those values to real estate, and he obtained his license with the goal of building an investment portfolio. It wasn’t long, however, before Alex realized that there was also great reward in finding commonality with other people and helping them find the home of their dreams.

Alex’s youth is a big plus, as he brings great vitality and gusto to his real estate practice. His proficient use of technology helps him to be more efficient, more responsive and more connected than the competition.

“I’m enthusiastic and passionate, and I love what I do,” Alex says. “I respond to clients within minutes, and the feedback I get from people is that they love that I’m on top of it. Not many clients these days want to sit down and review every line of every document. I can provide everything through zipForms and DocuSign, so they can just get it done and not get bogged down in the paperwork stress.”

Alex Duarte ExecutiveAgent Magazine

EA

Written by Haley Freeman

Alex observes that social media is a means for people to feel connected and build trust, even before they have met in person or done business together. “I connect a lot through Instagram, and my mentor and I are designing a plan to use that platform to connect with more first-time homebuyers. Once people feel connected with you, they are more comfortable trusting you with a major financial decision.”

A happy client who gave Alex a five-star review on Zillow agrees. He said Alex is a “very helpful agent who was always on time and available for our meetings.

Always responsive to our many emails and calls. Very recommendable for first-time buyers who have a lot of doubts about the home-buying process. He is young, knowledgeable and enthusiastic with his work, which is probably more important than having years of experience in this field.”

He is also connected to his community. Before becoming a Realtor®, Alex worked with disabled children at a local school, and he continues to help out there as a volunteer.

“Working with those kids changed my life. I look at things from a different perspective now. It helps me to be truly grateful for what I have.”

Alex’s honesty, professionalism and gift for connecting with people are the foundation of his real estate practice.

“Customer service is really just getting to know a person.

This is a communication business. If people don’t feel a connection with you, they won’t want to work with you no matter how good a salesperson you are. When you find common ground, then you have something solid to build on.”

Alex is also current with industry regulations and market trends, qualifying him to give up-to-the-minute advice about where and what to buy in north Orange County. “I study everything and am very knowledgeable about what I’m saying,” he says. “Finding the right home or investment requires reliable and accurate information.”

Alex credits his character and work ethic to his parents, who raised him and his siblings in a Christian household.

One of the goals that drives Alex to succeed is his determination to buy his parents a home.

ExecutiveAgent Magazine

Alex Duarte First Team Real Estate 1400 N. Harbor Blvd., Ste. 101 Fullerton, CA 92835 Tel: 714-376-9253 Email: AlexDuarte@firstteam.com Web: www.alexduarte.firstteam.com CalBRE # 01970077

EA

See the winning

W

ith just a few ticks left on the game clock, the home team trails by just one point. This, being the biggest game of the year, carries with it a lot more weight than games played earlier in the season. The players, having fought hard through the regular season, have waited the better part of their professional careers for this moment. As the last few seconds of game time evaporate into thin air, a victor will soon be crowned, hailed, and celebrated. Of the two best teams in the league, which one will pull out the victory? Is it the team that plods out onto the field, runs the designated plays, and tries their best? Or is it the team that visualizes and senses the sights and sounds of the win first, before they hit the field? Let’s take a brief look at history.

Hockey great Wayne Gretsky chose to skate to where the puck was going to be, instead of spending a lifetime chasing after it; Muhammad Ali made no apologies in letting people know that he was indeed “the greatest” in the professional boxing world; Michael Jordan saw his name reappearing on the high school roster after he had been cut; and Rudy Ruettiger knew he was born to play Notre Dame football. What did these people know that still escapes so many others?

Whether you’re raising your children, bringing up the next generation of students, or coaching high-achievers in sports or in business, there is one simple truth: you have to see the winning in your mind’s eye, before you can do the winning in the public eye.

You will see people do amazing things, once you help them learn how to tap into and feel the electricity and heat of a victorious possibility. Borrowing from the ideas of John Maxwell, here’s why: When people sense victory They sacrifice to succeed. They look for ways to win. They become energized. They follow the game plan. They help other team members. When people sense defeat They give as little as possible. They look for excuses. They become tired. They forsake the game plan. They hurt others. Where are you today? Are you sensing your victory and looking for ways to make it reality? It is not enough to just “see” it – you have to create a game plan and then work that plan with commitment and tenacity. You can do it!

With the heart of a teacher and the patience of a friend, Joel blends his educational experience (a master’s in counseling and an MBA) together with a passion for helping others to realize their God-given potential. Help yourself to some of Joel’s favorite coaching tools. Find out more about his latest book, One Woman’s Journey to the Work She Loves.

14

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

15

EXECUTIVEAGENT MAGAZINE

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_______________________________

TM

EA

Cover Story

Lina Chu Executive Agent of the Month

ExecutiveAgent Magazine

Lina Chu

Selling Happiness Written by Haley Freeman - Ian Wiant Photographer

L

ina Chu is a vibrant and adventurous woman of limitless interests and talents, but after earning her educational credentials at some of the world’s finest institutions and succeeding at more than one profession, Lina embraced real estate as her true calling. Real estate inspires her because as far as she is concerned, she’s not just selling property; she’s selling happiness, and she believes that finding the home of your dreams is essential to achieving happiness.

Lina has lived on three continents. After being born in Taiwan, she grew up in Buenos Aires, Argentina. She eventually returned to Taiwan to attend the prestigious National Taiwan University, where she graduated with her bachelor’s degree in electrical engineering. She then moved to the United States and earned her master’s degrees in electrical engineering and computer science from the University of Pennsylvania. While there, she met her husband, Dennis Lo, to whom she has been happily married for nearly 20 years.

Lina’s husband says she is attempting to live seven lives in one. When you consider that she worked as a software engineer, followed by a career as a fashion designer whose original designs were being sold in Japan and Chile before she began her journey in real estate, you would likely agree. “I am a very curious person,” Lina says. “I like to test my talents. I want to live a life without regrets. When I am old, I don’t want to have any ‘what ifs’ in my head.

I have many ideas still. Every day I wake up thinking I still have tons of things I want to do.”

According to Lina her love of real estate came about when she and Dennis began investing for themselves. “I started my career as an investor, not a Realtor®,” she explains, “and I invested in many properties before I started working fulltime. In fact, I never planned to become a Realtor®. But later, I found that this is the real love of my life. It’s for me. If I’d known, I would have started this career right out of high school,” she says with a laugh. However, she is very grateful for all of the educational opportunities her parents gave her, as that knowledge has helped her to become a more confident person and a more empowered Realtor®.

In fact, Lina designed and programmed by herself the software she uses to manage her client’s properties.

ExecutiveAgent Magazine

When Lina and Dennis bought their first investment property, Lina says the stress she felt was keeping her awake at night. But she had a mentor in real estate investing who gave her some life-changing advice. He said, “You’re so stressed because you only have one property. It’s like when you have one kid. If the only child gets sick, you feel like the world is falling down. But if you have five or six kids and only one is sick and the others are healthy, you say, ‘This is nothing. I can handle this.’

When you have 10 or 20 investment properties and only one is vacant, you will think nothing of it. Right now this one property is a 100 percent problem for you.”

After that, Lina discovered that it wasn’t so hard. She and Dennis continued to invest, and today their property management company, Realty Prodigy, also helps to manage the investments of their clients, including com-

mercial and apartment buildings. “Investing tests your limits,” she says. “After a while, we realized that investing tested our ability to save money and manage our finances.

It required practice. We don’t have kids, so now we think of these little homes like our kids. We keep feeding them, and we hope they will eventually grow up and help us when we are old and in our retirement.”

Lina felt compelled to obtain her real estate broker’s license after an unfavorable experience with a high-profile Realtor® she and Dennis had hired to sell one of their properties. “After we sold, I told my husband I don’t ever want to be treated that way again. I think I can handle this in the future. That’s when I got my license. I didn’t have a plan to become a full-time agent. I just wanted to do my own business.”

ExecutiveAgent Magazine

But another incident became the catalyst for Lina’s new career. She was lined up at an ATM machine, when the Chinese-speaking lady ahead of her encountered a problem. She turned to Lina for help, and Lina ended up spending two hours with her inside the bank, translating for her and assisting with her banking issues. Afterward, the very grateful lady asked Lina what she did for a living.

“I told her I had just gotten my real estate license and gave her my card. Two weeks later she called me and said she had a friend who needed to buy real estate. Her friend ended up closing four transactions with me, and that’s what started my career.”

Lina’s kindness and willingness to help others while expecting nothing in return have earned her many loyal clients who return to her every time they buy or sell real estate. On average, her clients refer five more customers, so that Lina’s business grew at a rapid pace. Dennis began helping her during evenings and weekends, and eventually he left his position at Jet Propulsion Laboratory to join her full time. He already had his broker’s license, so he jumped right in. Today, Lina and Dennis are broker associates

at RE/MAX Champions, where they lead a team of outstanding professionals.

Their large management portfolio helps to stabilize business operations so their team can focus on customer service and professional development. With ample resources and proven methods in place, Lina and Dennis are intent on growing further. Currently, they work with two buyer’s agents, three local assistants and four virtual assistants worldwide. “I’m building a platform because I see a lot of struggling, talented agents out there, and as their business grows, they have no time to recruit and train additional manpower, or research more efficient tools to help them as all their time is consumed in the daily production already with no time for a break. It’s hard to be a one-man show. I consider myself lucky because I have my husband to back me up and rely on. He is undoubtedly the best partner I can find in business, and certainly in life. Other agents don’t have that luxury, so we want to build a platform for agents with great potential so we can help them succeed and take their business to the next level.”

Lina Chu and husband, Dennis Lo, with broker Jennifer Puglisi of RE/MAX Champions ExecutiveAgent Magazine

Lina Chu and Dennis Lo, with their team members, Michael Macias, Nadine Linan and Carrie Xiao Now in her second decade in the industry, Lina wants to spend more time training and mentoring other people. As part of her efforts to give back, Lina devotes much time to the Asian Real Estate Association of America (AREAA).

She is the founding president of the Inland Empire chapter.

“We are a group of passionate Realtors® who get together for the improvement of the industry. You don’t have to be Asian to join. Agents who want to work with the Asian community and better understand their needs will benefit from the Association. We also use it to give back to the community. This year, we are going to pick a local school that needs painting and get volunteers and artists to join us in freshening up the school and painting murals.”

When Lina lists a property, she spends three to four weeks staging and preparing the home and developing the marketing materials. When people walk into her open house, she wants them to feel happy. Her approach clearly works, since she sells most homes on the first try. She gets top dollar in the neighborhood, prompting clients to refer others to her. “That is why when you see my list of listings they are a bit more scattered geographically than other agents, because most are referrals and word of mouth. The trust in me and loyalty of my clients is the thing I treasure most, as that is the only thing that makes my business recession-proof. It is not the dollars I spend in marketing and advertising.”

Lina’s extensive international travel and life experiences have had a hand in shaping her open an affirmative interaction with people. She is multi-lingual and works effectively with clients from around the globe to help them find the California home of their dreams. “Since almost 30 percent of California property is bought by foreigners, and most from Asia, you cannot ignore the Asian market.

I have a marketing office in Nanjing, China and a virtual assistant in Beijing who translates all of my marketing materials into Chinese.”

A client once told Lina that he hired her because of her million dollar smile. “My husband tells me that’s why he fell in love with me,” she says. Lina’s positivity, enthusiasm and gratitude for her life and all of the people in it are a light to everyone who is fortunate to know her. Lina doesn’t just sell happiness; she radiates happiness.

ExecutiveAgent Magazine

Lina Chu RE/MAX Champions 121 S. Mountain Ave., Upland, CA 91786 Tel: 909-829-5111 Email:Lina@linachu.com - Web: www.LinaChu.com CalBRE # 01431278 ExecutiveAgent Magazine

EA

C

harisma is easy to spot but hard to describe. Nailing down a definition is like trying to define America.

And the effort is made more frustrating because we all tend to overuse the term, lavishing it indiscriminately oninsolent athletes, glamorous film stars, and fanatic cultists, as well as on genuinely enchanting and inspirational personalities like, say, John F. Kennedy, Dr. Martin Luther King, Jr. and Princess Diana.

Here’s my definition: Charisma is the ability to influence others positively by connecting with them physically, emotionally, and intellectually.

I’m convinced that, popular wisdom to the contrary, charisma is not in your genes-and it’s not beyond your grasp.

You already have charisma, but it’s not configured the same way in you as it is in the person next to you.

Think of it this way: Each of our personalities consists, let’s say, of a series of containers, like cups or glasses.

If all the glasses were filled to the top, you’d be so charismatic people would think you were a god-and you’d probably think so, too. Some really, really gifted people may come close to this ideal. But, for most of us, some of the glasses are nearly empty, some brimming, yet others are partially filled to varying degrees.

Together they constitute our charisma, or at least our potential charisma.

Still, I’ve wanted to be able to describe charisma more concretely. So I’ve thought a lot about it, done applied research and formed some opinions. I’ve also studied the literature, going back decades, and compared the conclusions of scholars with my own observations.

Though the results may not be strictly scientific, I’ve sought to reduce charisma to its bedrock. What I’ve come up with are seven qualities that I’m convinced are at its core.

Here’s how I see those seven main components of charisma-or, the “glasses,” if you will: • Your silent messages. You make a statement about yourself even before you open your mouth. This is your “silent message.” It’s the way you carry yourself, physically, emotionally, and intellectually.

24

• Your ability to speak well. You may have a terrific idea, but who will know if you can’t articulate it?

• Your listening skills. Rarely taught and infrequently practiced, listening is nonetheless a key to communicating and making others feel special in your presence.

• Your persuasiveness. This is your skill at motivating others to follow your lead or adopt your idea. No idea, however great, ever gets anywhere until it’s adopted.

• Your time and territory smarts. How you honor or violate another person’s personal space and time will affect the amount of tension or trust between you.

• Your adaptability. Building bridges to others is impossible without understanding how to treat others the way they would like to be treated.

• Your vision. What do you feel passionately about?

What do you care really deeply about? Whatever your objective, you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

You can apply these seven elements of charisma to your personal life, your job, or in any setting where the ability to influence others positively is beneficial.

And the wonderful thing about charisma is that it makes you powerful without making others less so. That’s because the kind of power I’m talking about is personal power, rather than position power, the kind of power that doesn’t take power away from others, but gives you and them the power to achieve favorable outcomes.

The potential to be more charismatic is within you. And the payoff for doing so has never been higher.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976.

Copyright© 1999, Tony Alessandra. All rights reserved.

This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com.

ExecutiveAgent Magazine

EA

Charisma: What Is It? What Will It Do For You?

ExecutiveAgent Magazine

25

EA

Service with a Smile

H

ave you ever experienced incredible service? Not just a brief smile and a “let me know if I can help you,” but the type of service where someone goes out of their way to provide you with the best experience possible with their company. Maybe it was the shoe salesman at the retail store, the pizza delivery guy, or the customer service representative on the phone. If you’ve ever had the opportunity to experience quality service, then you know the type of impression it makes. That’s the type of impression a young guy named Jonathan made on Dave. Jonathan was the manager at a sub shop right down the road from Dave’s office in Brentwood, Tennessee.

Every now and then, Dave would head over to the sub shop with his son. And, every single time, Jonathan would address them by name and call out their order before they could even speak. This guy treated his customers well!

You’re probably thinking, Well, he knew that was Dave Ramsey and his son. Well, he did…but that’s not why he treated them so well. Everyone was treated with the same five-star service when they met Jonathan—bankers, construction workers, maids, mothers, teachers, corporate executives. Jonathan treated them all well. He knew their names and their usual orders—he went out of his way to make them feel comfortable while at the sub shop. That’s great service. He smiled. He had energy. He came out from behind the counter and talked with the customers and cleaned tables. He was a leader in the business, and he served more than anyone else there. And, remember, this was a sub shop—not a world-class restaurant! But something happened.

26

One day, Dave returned to the sub shop and Jonathan was gone. He left to go back to college and get an education. But Jonathan already knew a lot more about business than many employees and entrepreneurs could ever grasp.

It all comes down to service. When you treat people with outstanding service, they are more than happy to buy stuff from you. It’s amazing, isn’t it? Think about this: What if every business had a Jonathan? How could that type of positive, go-getter attitude transform businesses—and even the economy? That’s why it’s so vital for business owners to understand the importance of having team members who are energized and supporting the company’s mission—whether it’s selling sandwiches or shipping boxes. When you have someone like Jonathan, do everything you can to take care of him. Show your appreciation.

Treat your team with dignity and respect, and they will treat you, your customers, and your business with dignity and respect.

Develop business and leadership skills for yourself and your team at Dave Ramsey’s EntreLeadership event. Learn more now! Dave Ramsey formed The Lampo Group in 1992 to counsel folks hurting from the results of financial stress. He has paid the “stupid tax” (mistakes with dollar signs on the end) so hopefully some of you won’t have to.

He wrote the book, Financial Peace, based on all that Sharon and he have learned, and he began selling it out of his car. With a friend, he started a local radio call-in show called The Money Game, now nationally syndicated as The Dave Ramsey Show.

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

27

EA

Yesterday’s Impossibles

I

remember the media coverage which accompanied Sir Edmund Hillary’s feat of being the first person to scale Mt. Everest. He became an instant celebrity, even though he had failed in his first effort and left five of his guides dead on the mountainside. England recognized Sid Edmund Hillary’s tremendous effort by giving him the highest honor awarded a foreigner. Years later he was back in the headlines when his son climbed to the peak of Mt. Everest and a radio-phone conversation was held between father and son Today, according to the government of Nepal, it’s very common for climbers to reach the peak of Mt. Everest.

As a matter of fact, a one-day record of 37 people reaching the summit of Mt. Everest has been reported.

Seven teams arrived within a half-hour period and created a climber’s traffic jam. Yes, yesterday’s impossibles often become tomorrow’s standards. On September 6, 1995, one of the world’s “unbreakable” records was broken. I speak of the “Iron Man” stunt of Lou Gehrig, who played in 2,130 consecutive baseball games. Gehrig’s record was thought to be unbreakable, but Cal Ripken broke that record and extended that streak to make it even more “impossible.” Another record considered unbreakable

28

was the number of hits Ty Cobb had gotten, but several years ago Pete Rose broke that “unbreakable” record.

Today 12-year-old girls are swimming faster than Johnny Weismuller swam when he was the Olympic Gold Medal winner. Most of us get excited when we read about superhuman achievements, but something that is much more important is when we break our own personal best records for accomplishments.

Achieving better grades, a better work record, a better record of “being nice,” and a host of other records will make you a better person in the most important game of all - the game of life. Think about it - give it your best shot - break your own personal records and you will be AT THE TOP! Zig Ziglar was known as America’s Motivator. He authored 32 books and produced numerous training programs. He will be remembered as a man who lived out his faith daily.

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

29

EA

Written By John Boe

32

ExecutiveAgent Magazine

EA

Are You A Bridge

Builder?

W

hen you get right down to it, there are really only two types of people in this world, those who build bridges and those who do not. Are you a bridge builder? You very well may be and not even know it.

Bridge builders are team players and go out of their way to render support and encouragement to people they meet along the road of life. They truly understand the power of a well-timed kind word and the importance of sincere appreciation.

Bridge builders make outstanding mentors because of their eagerness to share and nurture. They are terrific role models and leaders in every sense of the word. Bridge builders unselfishly invest their time and energy helping others to reach their full potential. Bridge builders are always quick to praise people who have mentored them on their journey. They are extremely grateful that someone recognized their talent and helped them develop their potential.

Bridge builders help others not for personal gain or credit, but simply because it is the right thing to do. They do not build bridges for the sake of mere recognition; they build because it is in their very nature to do so. Bridge builders care more than others think is wise, risk more than others think is safe and expect more than others believe is possible!

If you are a bridge builder congratulations, the world is a much better place because of the difference you make in the lives of others. How many bridges have you built lately?

came at the evening cold and gray, to a chasm vast and deep and wide.

The old man crossed in the twilight dim, The sullen stream had no fear for him; but he turned when safe on the other side and built a bridge to span the tide.

“Old man”, said a fellow pilgrim near, “You are wasting your strength with building here; your journey will end with the ending day. You never again will pass this way. You have crossed the chasm, deep and wide, why build a bridge at evening tide?”

The builder lifted his old gray head; “Good friend in the path I have come”, he said, “there followed after me today a youth whose feet must pass this way.

This chasm that has been as naught to me, to that fair-haired youth may a pitfall be.

He, too, must cross in the twilight dim.

Good friend I am building this bridge for him!”

- Will Allen Dromgoole John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International. All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

The Bridge Builder An old man going a lone highway,

ExecutiveAgent Magazine

33

BANKER EXECUTIVE

TM

Nomination Form

Nominate a fellow colleague to be featured as Executive Banker of the Month.

All candidates must be nominated by an industry professional and are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

BANKER E X E C UTIVE

I Nominate: TM

Name:__________________________________ Company:_______________________________ Address:________________________________ ________________________________________ City/Stae/Zip:____________________________

Richard Hedrick

________________________________________

Executive Banker of the Month

Phone:__________________________________ ExEcutivEAgEnt Magazine

Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949-266-8757 Email: Fred@eamag.net Ph: 949-366-3349

Email:__________________________________

Submitted by:____________________________ Name:__________________________________ Company:_______________________________ Phone:__________________________________ Email:__________________________________

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

The VA home loan is one of the most powerful lending programs available.

1 in 3 service members don’t know they have access to it.

Don’t let your active duty and veteran clients miss out on their hard-earned VA home loan benefit. Let our friendly and professional experts educate you and your clients on the advantages of the VA loan.

Attend a FREE seminar!

Reserve a seat today at SanDiegoVU.com/events or call (855) 232-6852.

SanDiegoVU.com (619) 296-LOAN (5626) 8885 Rio San Diego Drive, Suite 135, San Diego, CA 92108 Veterans United Home Loans of San Diego is a VA approved lender; Not endorsed or sponsored by the Dept. of Veterans Affairs or any government agency. NMLS# 1907.

Licensed by the Department of Business Oversight under the Residential Mortgage Lending Act. All Rights Reserved.