AUGUST 2017 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

ANDRO J. CHAVEZ Executive Agent of the Month

PROFESSIONAL PROFILES George Deekrich Jennie Hanaoka Laurie Kilcullen Ethan Lanagan Terri Newland Chris Paliska & Dan Perez

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Jeff Moore Branch Manager San Clemente

Dusty lloyd Branch Manager Mission Viejo

Tom Briggs Branch Manager Huntington Beach

Brian Keranen Branch Manager Newport Beach

Eli Fairfield Regional Manager VP, LA West and OC

Brenda Dintino Branch Manager Irvine - North

Rob Briggs Branch Manager Huntington Beach

Daniel Perez Branch Manager Anaheim

Christopher Paliska Branch Manager Anaheim

Matthew Moore Sales Manager San Clemente

NMLS #324123

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PARTNER WITH US

ELI.FAIRFIELD@NAFINC.COM

(310) 227-3359

W W W. N E W A M E R I C A N P A R T N E R . C O M

#1 ranking among independent non-bank lenders is based on 2016 overall combined purchase volume for southern California counties. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. Š New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 6/2017

Executive Agent of the Month Andro J. Chavez Re/Pro Realty

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Professional Profiles

14 George Deekrich

Jennie Hanaoka

Laurie Kilcullen

Kinecta Federal Credit Union

Nationwide Real Estate Executives

Pinpoint Properties

34 Ethan Lanagan

Seven Gables Real Estate 4

32

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6 Chris Paliska

Dan Perez

New American Funding

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10 Terri Newland

First Team Real Estate

August, 2017 - S. Orange County

Editorials 36

Expanding Your Vision and Ideas -Tony Alessandra

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Empowering Your Agents: Negotiation -Rich Casto

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

ADVERTISERS’ INDEX Finance of America Mortgage.........................27 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................13

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Owners, Managers, Agents: -Carla cross

loanDepot®.........................................................................9 New American Funding.....................................................2

PWAOR...................................................................38 The Termite Guy......................................................3

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Doing the Remarkable -Jim Rohn

Ticor Title Company...................................................40 Wells Fargo Home Loans.............................................39

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Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar

Embracing Adversity For Achievement -Chris Widener

© Copyright 2017 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.

Pa-ZIG-ative Thinking -Zig Ziglar

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Where Experience Meets INNOVATION

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ew American Funding is an Orange County original. Established in 2003, it is a company known for its fearless implementation of new technologies and innovative approach to business. These qualities have

tional leaders bring their individual strengths to their team, resulting in a positive environment where experience meets innovation.

A lifelong mortgage professional with more than 25 years in the industry, Dan has distinguished himself as a top-producing Loan Consultant and manager through many ups and downs in the market. “The reason I came to New American Funding almost five years ago was Patty and Rick, our owners, and their vision for what they wanted to do,” Dan says. “Our technology and ability to fund

Dan Perez led New American Funding to become one of the largest private mortgage companies in the nation with a presence in 47 states.

Meanwhile, right here in Orange County, the company is attracting some of the industry’s finest leadership and greatest talent, people who share a passion for excellence and a commitment to progress. This describes perfectly Dan Perez and Chris Paliska, co-managers of New American Funding’s Anaheim branch. These dynamic, multigenera-

Chris Paliska loans quickly means we’re always ahead of the curve. The industry has changed, and it’s not as easy as it used to be to put a loan package together. We do it seamlessly. It’s why the real estate industry is following us so closely now.”

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Written by Haley Freeman

Chris began working in the company’s call center while he was attending college, and from there, he worked his way up to a superstar Loan Consultant, closing over $20 million per month. “Dan and I teamed up about six months ago,” Chris explains, “and even though I’ve only been in the business for four years, we have in common that we’ve both been big producers. We want to help our Loan Consultants implement our ideas and strategies for how we got business. We know what works, and we want to give our team those same tools.”

Dan and Chris exemplify the very best of old school and new school methods, using tried-and-true techniques and cutting edge technologies to create opportunities for their team members and real estate partners to succeed. Just one of their innovations is their VIP marketing concierge, a liaison between their team and their Realtors®, whose job it is to help create and execute marketing ideas that help everyone generate more transactions. “We help agents create a better quality of marketing by helping them brainstorm and implement ideas. For example, we worked with a Realtor® to create a family photo day event in Foothill Ranch and market it using social media and the website for the community.

Events like these help our Realtors® get in front of hundreds or even thousands of people while making an impact on the community.”

Dan adds, “This is also an example of why New American Funding is so ahead of the competition. They allow us as managers to implement our resources and the correct individuals to increase our production.”

Dan and Chris are also active supporters of the National Association of Hispanic Real Estate Professionals of Orange County (NAHREP), Big Brothers & Big Sisters of Orange County, and other professional and charitable organizations where they can help others to do well and do good.

energy to leading a weekly mastermind meeting with their team of Loan Consultants designed to share ideas, review strategies and track results. Good old-fashioned, friendly competition is a great motivator, so they set up challenges that allow Loan Consultants to earn incentives and rewards.

With a prime location near Angel Stadium and in the heart of the Anaheim business corridor, Dan and Chris are wellplaced to grow their powerhouse branch. They have nearly 6,000 square feet of office space with room for more team members, and a goal of expanding to satellite branches at other strategic locations in Orange County where they can help their Loan Consultants build solid Realtor® relationships.

Loan Consultants looking for a company where the consistency of proven leadership meets the energy of the next generation will love being part of this growing mortgage family. This is a place where ideas are welcome, and achievements are celebrated - a place where experience meets innovation.

Dan Perez & Chris Paliska New American Funding 2099 S. State College Blvd. #102 Anaheim, CA 92806 Tel: 714-325-0538 - 714-345-1671 Email: daniel.perez@nafinc.com Email: christopher.paliska@nafinc.com Web: www.branch.newamericanfunding.com/anaheim NMLS ID 255550 / 1076530

Dan and Chris keep their own skills sharp by engaging in ongoing coaching and training. They bring their combined Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding.

New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved.

Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 08/2017.

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Empowering Your Agents:

Negotiation

reat recruiters are great coaches. They have a great sense of the business and pass that knowledge to their agents. This will be the first of a series of articles that address critical areas that agents need coaching in. It is called The Empowerment Series.

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you. Then we will come up with a counter offer price. At that time, I will gather all the evidence possible that proves that your counter offer makes your house the best house at that price in the entire area. I will attach this evidence (comparables) to the counter offer.”

One of the most crucial skills sellers’ want from their agent is the ability to negotiate. Most agents have no strategy. No strategy means it is not addressed in the listing presentation. This makes the agent vulnerable to discounting agents.

“I will put a cover letter on the counter offer, covering a few items: 1. Thanking the buyers for their offer.

2. Letting them know their agent is working hard for them and has earned my respect.

3. Letting them know that our counter offer, based on the evidence attached, makes the property the best house in the area for this price. And to please review the offer with their agent.

4. Telling them that the sellers (you guys) are very thankful for the offer and want to insure that all parties are pleased with the contract and want to create a win-win.”

Below is actual dialogue that is based on principle: “Mr. and Mrs. Seller, the most critical piece in the process of getting your home sold is the negotiation. Let me specifically detail how I will negotiate an offer on your home.”

“When we receive an offer I will immediately call the buyer’s agent and thank them for their hard work.

Commend them for a job well done, recognizing the fact that it takes a lot of hard work to find the right home for buyers and also to go through the contract process. I will also commend them for making the offer on (my sellers’) home.

“I want to enroll the other agent. We want to make this a win-win situation. Most agents negotiate win-lose or they have no negotiating strategy at all. Did the other agents explain their specific negotiating strategy? Wouldn’t you agree that this is the most important part of getting you the highest price?”

“Ok, back to this offer. I will let the agent know that we will get back to them promptly.”

“No matter what the offer looks like, even if it is way too low of a price, we do not have to get upset. The reason? We don’t have to sell it for that price!”

“Mr. and Mrs. Seller, wouldn’t you agree this is by far the best way to get the highest price for your home? Did the other agents demonstrate their skill and understanding in negotiation? Would you agree the ability to negotiate could get you 2, 3, 4 or 5% more for your home? So, you may be getting a listing fee discount of 1%, but it may cost you much more on what you actually receive from selling your home.”

If you want your agents to have more value in the listing presentation coach them to be more skillful. That is the value you should bring to your agents. Provide that kind of value and you will stop recruiting, and start attracting.

Rich Casto is Founder of Rich Casto & Company, The Real Estate Coaches, The Leading Management and Recruiting Solutions Experts. © 2008, Rich Casto.

All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

“At that point, I will show you a snapshot of the market, both houses sold and those currently in competition with

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Southern California native who grew up in Anaheim Hills and has spent the last 18 years in Yorba Linda, Realtor® Terri Newland knows Orange County. She knows all the scenic turns, the hidden

Written by Haley Freeman

enclaves, the award-winning schools and neighborhood parks that make each community unique, and she has been helping families find the perfect home and lifestyle here for over 20 years.

Terri began her career as an outside sales representative for an interior finish company that provided wall coverings for commercial buildings. After taking a few years off to be home with her young children, she decided a career in real estate would grant her the flexibility to balance the demands of family and work. What she at first thought would be a part-time endeavor burst into a high-octane adventure, as she sold a property her first week in the business and went on to earn the title of Rookie of the Year. She has remained a Hall of Fame winner for 19 consecutive years at First Team Real Estate in Yorba Linda, and she shows no signs of slowing down.

Terri has assembled a lively team of agents who support her in providing caring, expert service to clients. “This year started out amazing, and it is probably my best year in real estate,” Terri says. “Kristen Tupper is a family friend and has been an agent for 11 years. With Kristyn and the help of two amazing buyers agents Mary Diab and Monica Cornelius, I am proud and excited about the work we are doing. Personally I have completed over 800 transactions in my career, and I still love what I do. I love the challenge of figuring out how to make the pieces work to get a client from here to there while keeping everyone on task.”

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Terri has had the joy of witnessing many family milestones, and now she is serving the next generation as they are beginning to buy homes of their own. Her extraordinary gift for listening to people and being their anchor through what is often an emotional undertaking is one of the keys to her professional longevity. “Buying or selling a home is often an emotional journey, sometimes welcome, and sometimes not. I’ve had clients live in a home they hated and still cry when the moving van pulled away. I think my forte is my calming demeanor. I don’t let things ruffle me, and I focus on solutions. I see the big picture and know what’s possible. This is a life-changing event, and it’s important to validate people’s concerns, hold their hand and make the transition as seamless as possible.”

One of Terri’s clients described her experience this way: “Terri Newland came recommended to us 12 years ago.

Since then, Terri has guided us through several successful transactions, each time patiently answering our questions, keeping us updated, and giving us a peace/calm along the way. Most recently, Terri listed our home and had us in escrow within six days of listing, while expertly negotiating to close our contingent offer on our new home. We trust Terri’s professional counsel, and equally important to us is her level of investment in our family - she is a fantastic person and continues to check in with us a month after our transactions have closed. Thank you, Terri, we love our new home!”

More than a Realtor®, Terri is also a good neighbor who invests in her community by supporting events and causes that bring people together. She and her team are sponsoring an ice cream truck every Sunday at this year’s Yorba Linda Concerts in the Park at Hurless Barton Park. They also provide senior citizen lunches and birthday desserts at the Yorba Linda Community Center, and host Taco Tuesdays at the Black Gold Golf Club.

Terri has watched North Orange County evolve from a rural community to a cosmopolitan, urban center. “I speak for myself and my team when I say that we want our clients to have a five-star experience. Regardless of why they are moving, we want them to walk away knowing they hired the right professionals, and they got value for what they paid. We care about their family’s happiness now and in the future.”

Terri Newland First Team Real Estate 18180 Yorba Linda Blvd.

Yorba Linda, CA 92886 Tel: 714-906-6070 Email: TerriNewland@enjoyocliving.com Web: www.EnjoyOCLiving.com CalBRE # 01234732

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Doing the Remarkable

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hen it comes to meeting and conquering the negativity in your life, here is a key question: what can you do, starting today, that will make a difference? What can you do during economic chaos?

What can you do when everything has gone wrong? What can you do when you’ve run out of money, when you don’t feel well and it’s all gone sour? What can you do?

I came across Don Miguel Ruiz, The Four Agreements the other day and it strongly resonated with this desire to pare back; to simplify; to become more real as a participant in this world and begin operating in a more authentic way.

Let me give you the broad answer first. You can do the most remarkable things, no matter what happens. People can do incredible things, unbelievable things, despite the most impossible or disastrous circumstances.

Here is why humans can do remarkable things: because they are remarkable. Humans are different than any other creation. When a dog starts with weeds, he winds up with weeds. And the reason is because he’s a dog. But that’s not true with human beings. Humans can turn weeds into gardens.

Humans can turn nothing into something, pennies into fortune, and disaster into success. And the reason they can do such remarkable things is because they are remarkable.

Try reaching down inside of yourself; you’ll come up

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with some more of those remarkable human gifts. They’re there, waiting to be discovered and employed.

With those gifts, you can change anything for yourself that you wish to change. And I challenge you to do that because you can change. If you don’t like how something is going for you, change it. If something isn’t enough, change it. If something doesn’t suit you; change it. If something doesn’t please you, change it. You don’t ever have to be the same after today. If you don’t like your present address change it — you’re not a tree!

If there is one thing to get excited about, it’s your ability to make yourself do the necessary things, to get a desired result, to turn the negative into success. That’s true excitement.

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.

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We’ve got feet all over the streets of OC. Hello neighbor! Tired of the big banks? Experience the difference of having a trusted credit union in your lending corner. Partner with us and see how your business will benefit.

Pair your clients with one of our experienced team members.

Erik Jenner, NMLS# 38025 Manager Mortgage Loan Sales direct: 949.253.5337 | cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner Andy DeLuca

George Deekrich

Debbie Grant

Jake Kim

Mary Van Dorn

Tracy Williams

Corey Schumacher

Eldin Serrano

NMLS# 440903 Sr. Mortgage Loan Consultant tel: 310.297.4528 | cell: 949.291.7189 Andrew.DeLuca@kinecta.org www.kinecta.org/adeluca

NMLS# 644587 Sr. Mortgage Loan Consultant tel: 949.726.2394 | cell: 949.413.8669 Debra.Grant@kinecta.org www.kinecta.org/dgrant

NMLS# 1034211 Sr. Mortgage Loan Consultant cell: 949.275.8838 Mary.VanDorn@kinecta.org www.kinecta.org/mvandorn

NMLS# 491690 Sr. Mortgage Loan Consultant cell: 949.306.1304 Corey.Schumacher@kinecta.org www.kinecta.org/cschumacher

NMLS# 194556 Sr. Mortgage Loan Consultant tel: 310.643.1353 | cell: 949.293.7359 George.Deekrich@kinecta.org www.kinecta.org/gdeekrich

NMLS# 346847 Sr. Mortgage Loan Consultant cell: 714.679.3710 Chae.Kim@kinecta.org www.kinecta.org/ckim

NMLS# 762891 Sr. Mortgage Loan Consultant tel: 949.253.5350 | cell: 714.333.5932 Tracy.Williams@kinecta.org www.kinecta.org/twilliams

NMLS# 287457 Sr. Mortgage Loan Consultant tel: 424.634.0384 | cell: 714.476.4373 Eldin.Serrano@kinecta.org www.kinecta.org/eserrano

Visit www.kinecta.org/home-loans for info.

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

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Written By Haley Freeman

George Deekrich

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marathon starts with a single step. Nothing is impossible in life. If you put your mind to something, you can achieve it.”

This is the affirmative spirit with which George Deekrich, top-producing loan officer at Kinecta Federal

Credit Union, greets his life and work. After joining the company’s Newport Beach office in 2011, George quickly moved up the ranks to become the branch’s number one loan officer, a position he has held for the last three consecutive years. His success is the result of his unfailing determination, integrity and care for the well-being of his clients and real estate partners.

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Committed to Making a Difference “I try to remain optimistic and open,” George says, “because when people come to you, every one is different, and they all have their own story. I love to hear someone’s story and learn what they are trying to accomplish so I can understand the life and lifestyle they want to achieve.

Then, I can tailor the transaction to one that fits and help them achieve their financial goals.”

George’s embracing nature is partially grounded in his own multicultural heritage. Born in Israel to a family of German-Italian decent, George immigrated with his family to the U.S. when he was a boy. After growing up in Chicago, he moved west to attend college at UC, Berkeley, where he earned his bachelor’s degree in business and finance. It was around that time that a friend, who was a mortgage broker, offered him an opportunity to learn the mortgage business. His mentor gave him some advice that George has never forgotten: “He gave me a huge book of guidelines and told me, ‘Study these. This knowledge is what will separate the amateur from the professional loan officer.’”

George went on to earn his MBA and has always dedicated himself to keeping abreast of changing industry regulations and new program guidelines. As a result, he is a master at untangling complex tax returns and finding loan solutions for hard-to-qualify borrowers. “If I take a loan and give a pre-approval, you can count on it to close.

I have zero fallout. To me, every file is a puzzle. It might just be missing a piece, and I like to find it. Recently, I had a self-employed borrower with 37 companies, 84 K-1s, and four Schedule Cs. I worked with his CPA and got him into the right jumbo product. I like those kinds of loans because they make me think.”

My job is to close that loan. If you love what you do, and do it with integrity, the money will follow. That is the way to build lasting relationships in this business.”

With a primary focus on purchase transactions, George says he is very selective about the refinances he takes. “I won’t do it if I don’t see a tangible benefit to the member.

If they had a 30-year fixed and want to refi five years later, I’ll recommend that they go with a 25-year fixed so they don’t lose out on the five years of interest they paid.

There is always someone who will do it for them, but I work with my clients to weigh the pros and cons and see what’s the better way for them. No matter what kind of transaction I am doing, the whole idea is to take clients and put them into a more beneficial financial situation.”

The quote in George’s e-signature sums up his approach to home lending: “Treat others the same way you want to be treated.”

“This is something I believe in,” he says. “Early in my career, I realized I was making a real difference in people’s lives by helping them achieve their financial goals.

It brings me joy every time I know I’ve helped someone.”

Having lived abroad and traveled to numerous points around the globe, George has a big-picture financial perspective. He remains informed about the performance of both domestic and foreign markets in order to evaluate rates and financial trends, and give his clients the best possible financial advice.

In addition to serving his clients well, George strives to be an indispensable resource to his real estate partners. “It is well-known that if I tell an agent, ‘I’ve got this,’ they can move on to the next file. I understand that it is not only my reputation on the line, but also that of the agent.

ExecutiveAgent Magazine

George Deekrich Kinecta Federal Credit Union 4041 MacArthur Blvd., Suite 100 Newport Beach, CA 92660 Tel: 714-955-9191 – 949-293-7359 Email: gdeekrich@kinecta.org Web: www.kinecta.org NMLS ID 194556

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Owners, Managers, Agents: Are You Building Your Company on a Strong Foundation for the Future?

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gents, before you skip this article, please take a moment and consider if you, too, aren’t first a businessperson, even before you’re a salesperson.

And, like all businesspeople, to be successful in the future, you’ll want to build your company on the newest, most vibrant business-creating principles available. Isn’t it true that, today, you’re building a “company”--even if it’s a business of one?

In this challenging, quick-changing world of real estate, all of us real estate practitioners, no matter what our specialty, must learn to think like the most innovative businesspeople we know--in any business. Why? To prosper in a real estate world that the experts say will be much different than the world we know today.

In this article, I want to introduce you to a business concept that is literally changing the way people do business internationally. Although this concept has been around the business world for several decades, it’s just become the most important principle in the last few years.

Now, it’s gathering force in the real estate industry.

Here’s the idea: To build your business around the values and vision you have for yourself, and measure each busi-

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ness move you make against your values and vision. Great companies like Nordstrom have been doing that for years.

In fact, in their book, Built to Last: Successful Habits of Visionary Companies, Stanford professors James Collins and Jerry Porras discovered that true visionary companies like Nordstrom, were more profitable, less vulnerable to outside economic and competitive pressures, and had better customer satisfaction ratings. Wouldn’t you, as a real estate business practitioner, like to be more profitable and have a better image with customers? As Porras and Collins’ studies proved, when you’re guided in your business dealings by a good set of prioritized values, you make the customer happier, your business grows, and your image soars. However, when you let yourself behave differently than your values say you behave, your company vision is shattered--and your business becomes less profitable than it could be.

Let me give you an example. Let’s say that the CEO of a real estate company says that the company values are to treat each agent equally. Yet, the CEO allows top agents to steal other agents’ customers. What’s wrong with this picture? And, of course, when stated values clash with behaviors, the public’s perception of real estate agents

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Written By Carla Cross

goes down. The long-term result of this ‘culture clash’ is that company loyalty goes down, mid-producing agents give up, and the company ceases to be a company guided by common vision.

Now, three questions to ask yourself as you test your values, vision, and reality: 1. If you were to have to open your company on Mars tomorrow, who would you take on your spaceship as representative of the company vision and values? If you’re in management, how many in your office couldn’t you take?

2. If you were to retire tomorrow, what would people say about your vision? That is, what did you accomplish that added to people’s lives through your business?

3. What do you envision five years in the future in your business that’s so inspiring, so awesome, that you’d work for it, even if you didn’t need to get paid?

Having an inspiring, value-based vision for your company gives you, and all that work with you, a reason for being. It gives greater meaning to your work than merely making money. It focuses your efforts on the consumer, and guides you in making those tough decisions today in

real estate. It becomes your compass and your guide.

But, you say, you’re barely surviving. You don’t have time for this high-filuttin ‘vision’ stuff. That’s the paradox. According to Parris and Collins’ exhaustive studies, companies who abandoned their vision in tough times were companies who went out of business. In fact, the authors observed that companies whose visions were grasped, loved, and lived out by all the company members were much better able to withstand tough times!

If you’re in leadership in a company, you must provide the vision. Start now.

Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright 2004, Carla Cross. All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email Susie@ frogpond.com; http://www.frogpond.com.

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Cover Story

ANDRO J. CHAVEZ Executive Agent of the Month

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ANDRO J. CHAVEZ RE/PRO REALTY Written by Haley Freeman - Photography by Ian Wiant

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or Andro J. Chavez, a Realtor® and broker celebrating his 25th year in the industry, real estate is more than a job - it’s a lifestyle. Raised by hard-

Andro continued working for the LA Times, working his way up to sales supervisor. It proved unsatisfying, however, as this ambitious young man realized he had reached the limits of his professional sphere. “I love sales because it is unlimited,” he says. “It’s all about how hard you want to work and what results you want to create.”

With that enterprising spirit, Andro returned to his youthful ambition of a career in real estate, obtained his license and went to work for a small firm in Orange.

He entered the market during a challenging period in the early ‘90s, when a wave of foreclosures flooded the market. Undaunted, Andro learned the art of short sales at a time when few real estate professionals understood them. He did hundreds of transactions and acquired skills that have served him well through 25 years of fluctuating markets.

When the next wave of foreclosures hit in the mid2000s, Andro was ready to help his clients weather the storm. “For me, I had seen this market before. I learned early on that to be successful in real estate, you always have to be ready to do things differently. You have to make adjustments as the markets and the needs of your clients change. With the experience I had, I knew how to give people a solution to get out of their debt. It was a tough industry and a negative time in real estate, and when you told people you were an agent, a lot of people would turn around and run away. But what really got my attention was that people needed help, and I had the expertise to give them what they needed.”

working parents in Santa Ana, Andro inherited his zeal for entrepreneurialism from his father, who built a successful local business from the ground up. In high school, Andro was already honing his sales skills by selling door-todoor subscriptions for the LA Times. Recognizing early his talent for sales, he began researching possible future careers and identified real estate as a lucrative opportunity.

With the high volume of short sales Andro has done over his career, he has become a masterful negotiator. He is a fearless advocate for both buyers and sellers, but he is also a staunch believer in crafting win-win outcomes.

He goes far beyond the call of duty to help sellers get top dollar for their properties and buyers get the best homes for their investment.

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Andro is always prepared and anticipating the needs of the people he represents. For instance, if he walks into a home and notices a low battery signal from a smoke alarm, he goes to his car for a new battery and then installs it for the homeowner. “I do a lot of prep for listings. If I walk up to a house and notice the grass isn’t green, I’ll go out to Home Depot and grab some Miracle Grow and start feeding the lawn to make it look nice. Or if I see the mailbox is rusted,

I’ll get one of my helpers to tune it up with some fresh paint.

I bought a power washer so I can get a degreaser and clean oil stains from the driveway. I want to maximize service any way I can. When the seller gets maximum value for their home, and the buyer gets a fresh property, it helps them both.

And when you improve curb appeal for the neighborhood, everybody wins when homes look nice. I try to bring happiness to everything and put it in its best available condition.”

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MORE THAN A JOB - IT’S A LIFESTYLE Although Andro is a solo agent, he is supported by an assistant and a full team of trusted industry professionals and vendors who ensure that every aspect of a transaction is painstakingly attended. His years of experience coupled with his deep roots in the community qualify him to give sellers expert advice about property values, how best to repair or improve a home, and which contractors are right for the job. “If somebody calls looking for a referral to a good handyman or contractor, I have guys I’ve been working with for over 15 years. I know they do good work, and I have no hesitation recommending them.” For out-of-state sellers and investors, Andro also provides reliable property management services.

During his career, Andro has been successful working with companies from small brokers to industry giants, but he has found the right fit at boutique Re/Pro Realty, where the focus is on personal service. While Andro serves clients throughout Southern California, his nucleus is his home community of Santa Ana, and he still lives in the neighborhood where he grew up. “I can see my old elementary school from my driveway. I used to ride all through the neighborhood on my bike as a newspaper carrier, so I know the area well.” Andro is known as the go-to guy in the neighborhood for real estate, and he is always happy to answer questions and give advice. He enjoys holding open houses in the area and having the chance to meet and talk to his neighbors.

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Clients describe Andro as “a Realtor® that is competent, reliable, trustworthy and who truly understands the market,” and as one who is “always focused on our needs.”

Another, for whom Andro has completed multiple transactions, said: “Andro is an experienced, knowledgable and dedicated real estate agent. Andro’s real estate team is professional and efficient. He helped me find my very first home, and eight years later, was there for the purchase of my second home which was a short sale. Andro is currently helping me with an investment property. I highly recommend Andro J. Chavez and his team, and thank him for a job well done!”

In 25 years, Andro’s passion for his work has never diminished. He remains inspired by the opportunity to serve families in his community by helping them make beneficial real estate decisions. He sums up, “I want to do a good job for the people I come into contact with. I want to be responsible for them and make myself very accessible. I start answering my phone at 8:00 a.m. until 9:00 p.m. It’s no longer a job for me - it’s a lifestyle.”

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ANDRO J. CHAVEZ

2533 S. Pacific Ave., Santa Ana, CA 92704 Tel: 714.549.5900 - Cell/Text: 714.305.2169 androjc@aol.com - www.androchavez.com CalBRE # 01149545 ExecutiveAgent Magazine

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Embracing Adversity For

Achievement

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uccess in life depends upon being strong, people with clear goals and indomitable spirits. Unfortunately, most of us are not born that way. We grow that way. And that growth can either come from us entering willfully into situations that will cause us to grow, like subscribing to Made for Success, or from the way we react when circumstances come upon us without our consent. The latter is what we call adversity.

Most of us spend our lives trying to avoid adversity, and I guess that is just as well. We should not pursue adversity, but when she arrives, we should welcome her as a foe who, though our interaction with her, will make us into better people. Every contact we have with adversity gives us again the opportunity to grow personally and professionally and to forge our character into one that will achieve much later on.

With that in mind, here are some thoughts on adversity, and how it can help you to succeed in every area of your life and achieve your dreams.

Adversity brings out our resources.

Horace said “Adversity reveals genius, prosperity conceals it.” When everything is going well, we coast. There is not a lot of stress, and we do not have to draw too much on the resources that reside within us. But when adversity comes we begin to draw upon each and every resource that we have in order to conquer the circumstances at hand. Adversity then, keeps us sharp. It keeps us using our personal muscle, if you will. That is a good thing because we grow through the use of our resources.

Adversity brings us together with others.

Sure a team can have their problems with each other, but when their on the court, when they experience the adversity of facing another obstacle, they pull together. One for all and all for one, as they say. The next time you experience adversity of some kind, keep your eyes open for how it can bring you together with your family, your co-workers or your team. Then when you are through it, you will find a bond that was created that was not there before.

acters. Never underestimate the power of adversity to shape us inwardly. How will courage, discipline and perseverance ever flourish if we are never tested? After adversity, we come out stronger people and able then to use our character and influence in an even greater way to lead those around us and to improve their lives as well as our own.

Adversity makes life interesting.

John Amatt said, “Without adversity, without change, life is boring.” How true. Have you noticed that while we are in the middle of adversity we only long to get out of it, but we then spend a lifetime recounting it to anyone who will listen? This is because it spices life up a little. Imagine how boring life would be if everything always went well, when there was never a mountain to be climbed.

Here are some questions for you to reflect upon before I close: Q. If you are in the middle of some adversity right now, what resources are you drawing on? Who are you drawing closer to and working with? What part of your character is being tested, and built up? What can you do to view this adversity as one who will be better for it on the other side?

Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit – Napoleon Hill “Show me someone who has done something worthwhile, and I’ll show you someone who has overcome adversity.” - Lou Holtz Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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Written by Haley Freeman

Jennie Hanaoka

R

ealtor® Jennie Hanaoka exemplifies the American Dream. She immigrated to the United States from Taiwan as a young girl and, separated from her parents, grew up in the home of extended family members. It was not always an easy life, as she assimilated a new culture and missed being with her own family. But

Jennie’s indomitable spirit combined with her belief in God inspired her to rise to life’s challenges. She worked hard while going to school, determined to avail herself of the opportunities that come with living in this great country, a choice that opened the way for her successful career in real estate.

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Serving Others With Integrity Jennie’s brother was working as a messenger for an escrow company, and he recommended her to be an escrow assistant. “I owe him my career,” Jennie says. “He got me into the industry, and 15 years later, it has made me who I am today. I love real estate. I love being out looking at houses, but most of all I love the people part of it. I enjoy getting to know all kinds of people from different walks of life, and being a part of their lives and the big decisions they are making for their families. It really is an honor that they would believe in me enough to hire me as their Realtor®.”

As she embraces the gravity of this responsibility, Jennie strives to serve families with the utmost honesty and integrity. In doing so, she often calls upon lessons she learned from her mother. “My mother always taught me to treat others the way you would want to be treated. When I work with someone, I treat them as I would my own family. Their needs come first, even if it means advising them to walk away from a property. I ask myself if the house makes sense for them, and if I am getting them the best possible deal. I do not approach real estate from a moneydriven mindset.”

Jennie’s genuine care for the well-being of the families she represents moved her to join Nationwide Real Estate Executives. This boutique company has been recognized

by Inc. Magazine as the number one fastest-growing real estate brokerage in California, and as one the fastestgrowing real estate organizations in America for the last two consecutive years. At Nationwide, Jennie identified a client-focused and ethical culture that matches her own guiding values, where a win-win-win business philosophy yields a virtuous cycle of referrals and repeat clients.

Clients appreciate Jennie’s authentic care and finelyhoned expertise. One said about her: “I have worked with many Realtors®, and I just wish I would have met Jennie a long time ago, and I would have saved money and headaches. Jennie’s professionalism, honesty, integrity, attention to detail and her knowledge of the local housing market is simply amazing. She is honestly the complete package of what a Realtor® should be. I will forever be grateful for everything she’s done. Thank you, Jennie, and

if you are looking for a Realtor®, know you’ll be in good hands with her.”

Jennie’s background in escrow adds value to her client service, as she is adept at explaining the complex, behindthe scenes processes that many clients find intimidating.

Her friendly, calm demeanor and expert knowledge put clients at ease, while her positive relationships with escrow officers keeps communication open throughout the transaction.

Maintaining healthy relationships with these and other industry colleagues is a vital component to Jennie’s business. She selects affiliates who share her high standards for integrity and customer service, like Senior Mortgage Originator Jim Thiel at Finance of America. “I feel good having people like Jim and others I work with who share the same values I do. It takes a team of people to successfully close a transaction, and I really appreciate working with people who are genuine and there to help the client without asking for anything in return. Sometimes, it means telling the client something they don’t want to hear, but I believe in being truthful no matter what.”

Jennie’s care and compassion for people extends beyond her professional work to the community. She is especially passionate about putting a stop to human trafficking and providing help to women and children in need. “My dream is to someday build a center for women and children who need a place to go.”

Her defining traits of authenticity, gratitude and humility set Jennie apart as a real estate professional. She strives every day to be her best self in order to serve others with integrity.

Jennie Hanaoka Nationwide Real Estate Executives 24422 Avenida De La Carlota, #450 Laguna Hills, CA 92653 Tel: 949-392-2987 Email: jenhan524@gmail.com Web: http://nreliving.com CalBRE # 01240272

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Pa-ZIG-ative Thinking

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eople who are doing better than good will be sensitive to the needs of others and do the little things that make a big difference.

Sometimes little things can make a big difference. One morning at IHOP, one of the places at which the Redhead and I periodically enjoy a late breakfast, we were served by a lady from India who was pleasant and effective. A brief conversation revealed that her husband was a medical intern and as we enjoyed our visit together we experienced a delightful breakfast.

There was then a moment when the Redhead excused herself from the table. The waitress brought me the check.

I signed it and included a $10 tip. The cost of breakfast was less than the tip. When the waitress returned from the cashier, I was seated in quiet contemplation. She approached me from behind, leaned over and gave me a brief kiss on the cheek, saying, “Thank you, Sir! Thank you so much!” I was delightfully surprised.

Then it dawned on me that for me the $10 amounted to a simple “thank you.” For her it might have meant the meeting of an obligation. I always tip at least $10, regardless of whether the bill is less than that. The reason is because each of my three daughters served as waitresses while they were in school, and I well remember how thrilled they were when they received a $10 or, in some cases, a larger tip.

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Sometimes when we have abundance, when we’ve been financially blessed, we neglect to value the feelings and needs of others. That little incident, which lasted only a brief moment, made a lasting impression on me—which leads to a very important point. A little kindness, a little thoughtfulness, a little compassion, can really impact the life of another person. And it takes so little time and involves such a small investment. Yet real joy can be the outcome. Little things do make a big difference.

Today I hope you will have an opportunity to say a word of encouragement, to give an extra big smile, to use a more enthusiastic tone of voice, or anything else that will give just a word of hope. The reality is, we never know but that the other person might be in the depths of despair, and a simple act of kindness could well literally be a lifesaver.

In addition, it involves joy on the part of the gifter. Joy is what you experience when you do something for someone else, someone who cannot reciprocate your kindness.

Think about it. Give it a shot today—and tomorrow, too!

Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com.

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Written By Zig Ziglar

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E XECUTIVE AGENT

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Written by Haley Freeman

Laurie Kilcullen

L

aurie Kilcullen is an Orange County native who has parlayed her love for home into an exciting and successful career. After graduating from

California State University, Fullerton, she entered the real estate industry as a title representative and escrow trainer, before going on to obtain her real estate license.

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Laurie began working as a Realtor® during one of the most turbulent real estate markets in recent history. Undaunted by the rising storm of the Great Recession, she aligned herself with a top-producing team in Irvine where she learned the art of the short sale. After seeing hundreds of clients through successful pre-foreclosure negotiations and short sales, she adapted with the changing market and began helping clients with more traditional home purchases and increasingly deals with buyers seeking multi million dollar homes. Laurie has sold over 30 million in real estate since 2016. Today, she is a key team member at Pinpoint Properties, a luxury real estate boutique in Newport Beach with a focus on delivering unprecedented service to clients in South Orange County’s coastal enclaves such as Newport Coast.

As its name suggests, Pinpoint Properties provides buyers and sellers of luxury properties with meticulous, concierge service. They are local experts with a comprehensive knowledge of the area’s properties and the unique lifestyles available in this one-of-a-kind community. As a buyer’s agent for this elite team, Laurie enjoys the flexibility that comes with working for a small company that is laser-focused on client service. “Since we’re not limited by politics and red tape, we can do what we need to do for the client. We’re always brainstorming creative marketing strategies, and when we put new ideas out there, our broker is willing to try it out. Matt and Katrina provide a great work environment where we all work together to get to the same goal, which is always acting in the best interests of the client.”

a detailed understanding of the foreclosure process. These skills continue to benefit her clients in day-to-day transactions, as well as those in challenged circumstances. “I can reach out to sellers on a pre-foreclosure and maybe help with an off-market sale. I can make it simple for them and save them the embarrassment of making it public and possibly being taken advantage of by shark investors.”

Laurie’s experience in title and escrow also give her a more refined understanding of real estate. She can help prepare clients for what to expect along the way, and she knows how to communicate effectively with title and escrow professionals to ensure that transactions are on track to close. Laurie’s clients often comment that she is easy to work with and makes them feel comfortable during a process fraught with many uncertainties.

“I’ve always been a beach person. There is always something exciting to do, and people in Southern California have a different vibe. I love spending my career helping people find their perfect home here.”

Laurie’s strong work ethic and unfailing commitment to client service have helped her build a reputation for excellence and a loyal client following. “I love my team and working this business where every day is different and challenging. The best part is meeting people and learning all about them so I can help them find the perfect property.”

With the daily support of a transaction coordinator and two assistants, Laurie can concentrate her efforts where they are most effective. “It allows me to be out with clients doing my most valuable work: taking clients out to see homes and negotiating to get them the best possible deal.”

Laurie’s many years doing high-volume sales in the distressed market sharply honed her talents as a negotiator.

She developed an expertise possessed by few in the industry after conferring with banks across the nation and fighting to get maximum value for her clients properties.

In addition to her negotiation expertise, Laurie also gained ExecutiveAgent Magazine

Laurie Kilcullen Pinpoint Properties 461 Old Newport Blvd.

Newport Beach, CA 92663 Tel: 714-345-2075 Email: Laurie@pinpointproperties.com Web: www.pinpointproperties.com CalBRE # 01475250

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Ethan Lanagan Going Beyond What is Required Written by Haley Freeman

R

ealtor® Ethan Lanagan is a lifelong entrepreneur who brings a global view and unmatched professionalism to his real estate practice at boutique Seven Gables Real Estate. After a successful first career building and running sales organizations throughout the country, Ethan began consulting for an international real

international real estate. Currently, I am marketing a 300-acre ocean view property. It’s fun to take on projects that are outside most people’s comfort zone. I enjoy the challenge.”

Once Ethan and his wife, Erica, decided to start a family, he channeled his passion for real estate into the local market. The qualities that made him successful in other ventures propelled him to the top of his profession, earning him the Rising Star Award during his first year at Seven Gables. Today, he is an established real estate authority in his home community of Orange and the surrounding areas.

Ethan chose Seven Gables Real Estate for its culture of excellence, where the focus is putting clients first rather than chasing dollars. “It doesn’t matter if the listing is $300,000 or $3 million, every client deserves the same level of service. As a result, our agents consistently turn out the highest number of transactions per agent in our area. I enjoy being part of a community of top producers in an environment where I am always learning and have great access to leadership. We’re also a very tech-driven company with tools that rival larger brands.”

estate developer with properties in Central America. “I did residential and hotel projects down there for masterplanned, resort-style communities, and still do some

Creating consistently favorable client outcomes requires the support of a strong team. Erica is also a licensed agent whose eye for design helps to competitively position homes for sale. Ethan’s service is further enhanced by a transaction coordinator, and a design and marketing team who attend to crucial details while he gives his full attention to his clients. With his proven record of building successful sales teams, Ethan is energized by his goal of attracting and developing more talented agents to the Lanagan Group. “For many people, dollars are their score card. But I’m more driven by the idea of creating something bigger than one’s self. I enjoy growing my personal skillset and seeing what I have the ability to create.”

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Ethan’s unwavering belief in providing clients with a higher level of service means doing things right the first time. When challenges arise, he remains solutionsoriented and proactive about doing whatever it takes to advance a transaction. “I bring that grit-factor to my business and will go the extra mile to make a difficult transaction smooth and stress-free. It often makes the difference between getting a transaction done or not. I make my client’s needs known, and push to make it happen.”

One client had this to say: “Ethan sold our home in the first weekend for 26k over asking price! He went above and beyond from beginning to end with foresight and transparency. We would highly recommend him for your real estate needs.”

A husband and father of twin boys, Ethan strives for balance by putting family first while remaining available to his clients. “I believe in getting back to people quickly and being on top of communication. It’s easier to maintain a relationship than it is to rebuild one. But I also dedicate time every day to my family. Sometimes that means unplugging for a couple hours in the evening and then jumping back on the computer after the kids are asleep. I try to bring that family-first mentality to clients, as well, by acknowledging that family is a big part of the transition they’re making.”

That message comes across clearly to his clients, as

evidenced by this comment from a recent buyer: “Ethan is very kind and responsive to your requests and needs. He has a family of his own, so he recognizes the importance of the family’s housing needs. He knows the area well and can guide you to the best schools, areas and communities that fit your family.”

Ethan’s command of real estate finance and his many successes in international and domestic markets all contribute to his proficiency as a Realtor®. But it is his refusal to settle for anything less than excellence that truly sets him apart from his competition. Ethan explains it this way: “Clients deserve a true real estate professional.

Because I work diligently to provide impeccable service, receiving feedback from clients letting me know that they feel I go above and beyond is very rewarding. My job is to provide value to the client that exceeds their expectations.”

Ethan Lanagan The Lanagan Group Seven Gables Real Estate 229 N. Glassell St. Orange, CA 92867 Tel: 949-334-7501 Email: Ethan@TheLanaganGroup.com Web: www.TheLanaganGroup.com CalBRE # 01967393

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Expanding Your Vision and Ideas

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kindergarten teacher asked a student what she was drawing. “I’m drawing a picture of God,” the child quickly answered.

“But, sweetheart,” said the teacher, “no one knows what God looks like.” “They will in a minute!” the child replied, according to a story told by Sheila Murray Bethel in her book Making a Difference.

Charismatic people possess a similar, almost childlike faith in their vision and their ability to create change.

People will follow leaders whose vision inspires them and makes their lives more meaningful.

What do you feel passionately about? What do you care really deeply about? Whatever your objective-whether it’s ending world hunger or ensuring better care for stray animals-you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

In fact, having a strong, compelling vision will go a long way toward compensating for a lack of some other charismatic attributes. Einstein, for example, or Eleanor Roosevelt, or Bill Gates, whom I mentioned earlier, aren’t people who immediately leap to mind as being as dashing

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or debonair as stereotypically “charismatic” leaders.

But their strong ideas or vision may have more than made up for other shortcomings. (Have you heard the computer-industry joke? “What do you call a nerd fifteen years from now?” The answer: “Boss.”) Their vision, it can be argued, transformed them into charismatic leaders.

The strength of their ideas, and the passion with which they held them, gave them a different brand of personal magnetism. Warren Bennis, author of the best-selling book Leaders, says that being able to articulate your vision in a way that’s easily understood, desirable, and energizing is the spark of leadership genius.

Here are some other ideas Expanding Your Vision and Ideas: 1. Listen to your yearnings. Don’t dismiss your daydreams, or for that matter, your nocturnal dreams, either.

They may be signals from your mind and body of some unconscious attraction. What’s important is what’s important to you personally.

2. Sometimes it’s helpful to recall your childhood or youth. What propelled your dreams back then? Where did your imagination take you? What most influenced you?

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And it’s not just the fun or fanciful moments you should recall. If you were poor, maybe helping others escape poverty could be your mission as an adult. If you were abused, maybe abuse prevention is an area where, in your heart of hearts, you would like to make a difference.

3. Seek feedback. “Unfortunately,” said Dr. Norman Vincent Peale, “most people would rather be ruined by praise than saved by criticism.” But getting others to give you honest, constructive feedback may help put your mission and your goals in perspective. They may uncover a diamond you thought was just a pebble, thus sending you off in a better direction.

4. Focus on your strengths. You may have heard the adage “Don’t try to teach a pig to sing-it wastes your time and annoys the pig.” Too often we try to force ourselves to become detail people when we’re not, or to climb the management ranks when what we enjoy and excel at is the rank-and-file work. Ask yourself: What am I really good at? What do I most enjoy? And think about a mission and goals related to those answers.

5. Deal with distractions. On the route to achieving your dream, you’ll find change, risk, surprise, stress, and perhaps even failure. But if you’re committed, you’ll adapt.

6. Do it! “The best way to predict your future,” says man-

agement guru Peter F. Drucker, “is to create it”. Once you know your mission and goals, that’s the time to get down to doing it.

It’s so in every field of endeavor. Writers must sit down and write; salespeople must sell; managers must manage; and painters must paint. Too often, though, people are locked into habits that prevent them from moving ahead.

They relive yesterdays, they invent excuses, they procrastinate, they doodle in the margins of life’s tablet instead of seeking to write their signature boldly. So don’t give up on your dreams but, instead, pursue them with passion.

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; http://www.frogpondgroup. com.

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Let’s work together to help more homebuyers achieve their goals Let’s start the conversation today.

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Information is for real estate professionals and is not intended for consumers.

Information is accurate as of date of printing and is subject to change without notice.

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