DECEMBER 2016 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

Katie Maresca Executive Agent of the Month

INSIDE FEATURES: Cindy & Tiffany Kawata RE/MAX Estate Properties Stacy & Nicole Stacy & Nicole Real Estate Ian Wiant iPhotography Studio

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Executive Agent of the Month

Katie Maresca RE/MAX Property Connection

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Professional Profiles

10 Cindy & Tiffany Kawata

RE/MAX Estate Properties 4

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6 Stacy & Nicole

Ian Wiant

Stacy & Nicole Real Estate

iPhotography Studio

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December, 2016 - California Edition

Editorials 32

Ways To Minimize Distractions -Tony Alessandra

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Get More Clients Using Pull Then Push Marketing -Charlie Cook

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

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Letting Go Vs. Giving Up -Louise Morganti Kaelin

Finance of America Mortgage...........................29 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................40 PWAOR...................................................................28

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6 Essential Traits of Good Character -Jim Rohn

SBAOR....................................................................38 The Termite Guy......................................................3 Ticor Title Company....................................................39

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Winning the Thought Battle -Chris Widener

Photography: i Photography 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

Disciplines Of A Champion -Dirk Zeller

Š 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.

Appearance -Zig Ziglar

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ight in the heart of beautiful Orange County, in the historic City of Orange, is a boutique real estate company where people go because it feels like home. When Stacy Wall and Nicole Lundy put their

Written by Haley Freeman

own names to the Stacy and Nicole Team, they also brought their high-energy, high integrity business style and hometown spirit to the business of buying or selling a home in Orange County.

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Both Stacy and Nicole are area natives who love the community and know its unique attributes. Stacy grew up in Fullerton, and then married and moved to Brea, where she and her husband have raised their four children. After a first career in the medical field, Stacy was inspired to try real estate after working with a talented, local agent.

“He toted me and the children around for weeks, but I was more interested in watching him and how he did his job than any of the houses he showed me. I went home and ordered the books, took the exam, and got my license.

That was over 10 years ago, and I’ve never looked back.”

Nicole is from Brea, where she played both school and club soccer for much of her life. A talented athlete and disciplined leader, she served as team captain in both organizations. Nicole began working at a local Coldwell Banker office while she was still in high school, and she continued there while playing soccer and earning her degree in kinesiology from Cal State Fullerton. By the time she finished college, she had also obtained her real estate license, and she determined that real estate was her true calling.

About three years ago, Stacy decided she was ready to leave the corporate real estate environment and open a brokerage of her own. “I went to say good-bye to Nicole, and she said, ‘No way. I’m going with you!’ We were instantly drawn to each other from the time we met, and we had become like family. I sublet a little space in the bottom of an office building in Orange, and we quickly outgrew it and moved to a bigger, better office. The brand has taken off, and now our team includes a transaction coordinator and an administrative assistant.”

The homey, welcoming atmosphere they have created together is a big draw for clients. “Our office is our second home,” Stacy explains. “This is a place where people can walk in and grab a cup of coffee and talk to us like friends. When they work with us, they work with us.

They don’t get shuffled off to a team. We all sit in a circle, and we all know what goes on with every transaction at every moment. Nicole and I are available 24/7. You will always get one of us.”

The team makes the most of working in downtown Orange, forging relationships with industry colleagues

and other business owners. Nicole’s expertise in digital marketing has not only helped promote their real estate brand and sell listings, it has also been a great tool for networking and promoting other businesses in the community. The “Spotlight” segment on their website features video stories about local businesses and charitable causes.

“We saw it as a way to give back to the community, put ourselves out there and really contribute to individual business owners all at the same time. We are really proud of it,” Stacy explains.

While Stacy and Nicole enjoy working with anyone who needs to buy or sell a home in Orange County, it is as listing agents that they truly shine. Their constant communication, tireless work ethic and impeccable marketing all combine to yield phenomenal results. “We earn our money,” Stacy says. “We figure out who the buyer is for each home and then individualize our strategy to get it sold. We use the best photography and video – the most stand-out everything. We don’t believe in taking a photo, putting it on the MLS, and waiting for some other Realtor® to bring a buyer. Our listings generally sell within the first eight days.”

Fifty-five, five-star reviewers on Trulia can’t be wrong.

From first-time homebuyers to veteran homeowners, they all agree that Stacy and Nicole are “super knowledgeable,” “professional, hard-working and savvy,” and “truly the best.”

Stacy and Nicole believe that their success has come from loving what they do, their shared faith in God, and their joint commitment to serving others with honesty and professionalism. They greet each day with excitement, inspired by the triumph of welcoming people home in the heart of Orange County.

Stacy Wall & Nicole Lundy Stacy & Nicole Team 201 S. Anita #203 Orange, CA 92868 Tel: 714-333-7327 Email: StacyandNicole@stacyandnicole.com Web: www.stacyandnicolerealestate.com CalBRE # 01728756/01924768

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Appearance O

kay - I admit it - this one is extreme. Several years ago before I realized that my body retains ice cream, my wife and I were in our favorite ice cream parlor. An unusual-looking young man walked through the front door. In my lifetime I have never seen anything like it. His hair was sticking out in every direction and came to a point at the top so sharp that it was dangerous. He had every imaginable color represented - green, purple, orange, red, lavender, black - it was really a sight to behold!

Right about now you might think I’m being critical. In reality, I’m not. I am simply reporting what I saw. Actually, I believe the young man had every right to look exactly as he did. That’s what America is all about. As a matter of fact, I would go to war to fight for that young man’s right to look exactly as he did. You bet I would! However, I would not give that young man a job, regardless of how capable he might be. He would be such a distraction that I don’t believe the other members of my staff would get much work done.

Here’s the point: It’s my conviction that most employers would take the same approach, so when the young man chose to look that way, he chose to eliminate 98% of his employment opportunities.

Message: If you want a job, in most places you need to survey the market, observe how the other people appear when they go to work, and within reason, follow their example. In most places substantial latitude is allowed for individuality but there are limits. When you cross the line your chances of employment go down substantially. Think about it.

Take the appropriate action and I’ll SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

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Written by Haley Freeman

Cindy Uchida-Kawata & Tiffany Kawata

Service That Spans Generations

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indy Uchida-Kawata and Tiffany Kawata are a mother-daughter real estate duo at award-winning RE/MAX Estate Properties in Rancho Palos

Verdes. They are lifelong residents of the South Bay who enjoy helping their neighbors find the perfect home at every stage of life.

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Cindy’s father is a respected, local business owner who has owned and developed multiple properties in the area.

“At one time, I did accounting for his business,” Cindy says. “He was very involved in the city planning commission, and through him I learned a lot about real estate and investing.” She went on to work as a senior financial analyst at Hughes, but when her young son, Taylor, was diagnosed with Muscular Dystrophy, Cindy found that real estate allowed her greater flexibility and the chance to pursue a career she was passionate about.

Tiffany grew up helping her mother with her real estate business, from passing out flyers to working as an office assistant. After graduating from UC Irvine with a degree in psychology, she began helping with marketing and transactional tasks. “I thought I’d go to graduate school for psychology, but life put me in this path,” Tiffany says.

“I enjoy working with my mom, and we work well handin-hand together. I decided to get my real estate license, and it has been an easy transition for me after seeing her in the business for all these years.”

This multi-generational team brings compassion and relatability to families who are making housing decisions at each of life’s milestones. Cindy explains, “Tiffany brings the perspective of a different age group. She is very skilled with technology, and she has a keen eye for artistic details in our marketing. She’s also very energetic and fun, and great at listening to our clients.”

“My mom has been a wonderful mentor for me,” Tiffany says. “She’s so knowledgeable and very business savvy. I admire that she’s built this business from the ground up as a single parent. She has so many raving reviews; her business was built on going the extra mile. She’ll say, ‘Let’s plant flowers at this listing,’ or ‘Let’s go over and help these clients pack because they’re elderly and need help.’

I admire that about her and so do other people.”

Going above and beyond is this team’s signature.

Whether they are providing expert advice about how to rehab a home or following up with service after the sale, Cindy and Tiffany bring all their talents to bear on helping their clients get maximum value from their transaction. “I bought my first property at 23, sold it, and bought again at 25, rehabbing along the way,” Cindy says. “I know how to get the highest return on investment. A lot of our clients haven’t done much to their properties in recent years, and we do what we can to offer suggestions and then work within their budget. If they don’t have money to pay a professional stager, we have acquired our own product

to fill a four-bedroom home. We will hang new drapes, clean up the yard, anything we can do to make the home presentable.”

No transaction is too big or too small for this team to handle. “We want everyone to have the best possible home buying experience, and we do our best to guide them through every situation,” Tiffany explains. “We are always available, and one of us will always get back quickly to provide an answer. We give the same advice and service we would give to our family.”

It is no surprise, then, that most of the Kawatas’ business comes from repeat and referral clients. “Sometimes we are dealing with the third generation of a family,” Cindy says. “It’s nice that they stay with us and remember to call us. Sometimes they just call for a referral or advice, or they stop in at an open house to say hello. Our clients become our friends.”

Both Cindy and Tiffany serve on the board for their local chapter of the Asian Real Estate Association of America (AREAA). Through this organization, they provide service and leadership to their colleagues and community.

Cindy expresses her appreciation for Tiffany, who also supports her in providing a good quality of life for Taylor, who is wheelchair-bound. “She’s very kind and loving to him, and she takes that same kindness and care and gives it to our clients. It’s part of what makes us such a good team. It’s fun working with her, and now I feel like I have a legacy to leave behind.”

Cindy and Tiffany are equally committed to helping their clients make real estate decisions during all of life’s transitions. “The work we do is very rewarding,” Cindy says. “Whether someone is 25 and buying their first home, or 85 and moving to assisted living, we hold their hands through triumph and adversity. We are so grateful for the opportunity to do this for people.”

Cindy Uchida-Kawata – Tiffany Kawata RE/MAX Estate Properties 450 Silver Spur Rd. Rancho Palos Verdes, CA 90275 Tel: 310-971-3282 CindyKawata@gmail.com TiffanyKawata@gmail.com Web: www.KawataHomes.com CalBRE # 01376829/01969311

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Winning the Thought Battle

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Written By Chris Widener

I

f you have read my articles or heard me speak, you know that I always come down to action. We need to act if we are going to be successful!

our thoughts. Buy tapes and music that will produce good, happy thoughts in your head! Watch TV programs and videos that put good thoughts in your head!

Yet, our success starts long before our actions. In fact, our success begins in our thoughts.

Avoid the naysayers. They are all around you. You work with them, you live near them – some are even in your family! Whatever you do, do not let them affect you with their negative thoughts. Spend as little time as you can with them (unless it is your spouse or kids – then you need counseling!).

The process is that thoughts become actions and actions produce results. So the equation starts with the thoughts.

So the key to success is to start with and control the thoughts that we have. Good thoughts become good actions become good results.

But there is this predicament we have as humans. It is this “battle” we have with our thoughts. Thoughts of depression, negative thoughts, thoughts of fear etc constantly creep into our minds and cause us to act in certain ways that are going to produce the antithesis of the kind we want that will produce success.

So what can we do to win the battle with thoughts? Here are a few main points. Apply these immediately and then constantly and you will be on your way to winning the thought battle.

Guard your mind. Pretend that behind that forehead of yours is a very precious thing – your mind – because it is precious. If you had a storehouse of gold in your house, you would hire an armed guard to stand watch and keep all the bad guys out. Yet, many of us let any old thing come into our minds. We need to keep the bad thoughts, the negative thoughts O-U-T! Now when I say this, I mean both the ones that start in our heads and the ones that come from external sources.

Act on the positive thoughts that you do have. When a positive thought comes into your head, act on it! This will begin to produce a “bridge” between what you think and how you act! This will then make that transition even easier as time goes by!

Four key ideas to win the thought battle: Guard your mind. Proactively place good thoughts in your head.

Avoid the naysayers. Act on the positive thoughts that you do have.

Go forth and Win the Battle 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.

Proactively place good thoughts in your head. Just like a garden, where you weed, or pull the bad stuff out, and plant, put the good stuff in, so we do the same thing with

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or a portrait photographer, getting the perfect shot is a bit like panning for gold. From lighting and shadows to hair and makeup, everything must come together in a moment of perfect harmony to tell the desired story.

Ian Wiant lives for these moments

Born into an artistic family, Ian has been chasing the perfect shot seemingly all his life. But in 1998, after starting work at the Walt Disney Co., he met his wife Mary – also a photographer. “It was then I got serious about my work,” he says.

“In our spare time we would work on our passion for photography, sharpening our technique and learning new skills.”

They expanded their style to include weddings, events and architecture. In 2004, they decided to take the leap and open their own photography studio. Building an impressive portfolio of professional headshots and family portraits, the business became quite lucrative – so lucrative that the two were able to open a second, larger location in 2013.

By Shannon Hartsoe - Ian Wiant Photographer

“Though the perfect shot is subjective to a point, there are times when we reach the ‘that’s it’ moment from the client, we know that we have given them what they want,” he says. “Many times, you will look through the lens and know that a shot will be awesome, you can see the expressions on a face, the lighting on the hair, when everything in the frame just clicks and you know you’ve done it.”

And Ian should know

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Ian Wiant ExecutiveAgent Magazine

The Artistic Side of Business Today, iPhotography Studio is a leading Southern California portrait studio, focusing on corporate and personal portraiture as well as architectural photography.

The couple’s newest state-of-the-art studio is larger, and allows them to photograph bigger groups and a wider variety of portrait, group and product photography.

But in photography, what you offer isn’t nearly as important as how you offer it. And at iPhotography Studio, the difference is in the experience. With excellent customer service built on strong communication, Ian and Mary are able to help guide their clients to the end goal – that perfect “that’s it moment.”

Because they’ve worked with such a wide variety of clients – from personal to professional – the duo is able to assist clients through the process by asking the right questions. “We’ve become quite good at reading people and

understanding what they are looking for,” says Ian. “It’s more than lighting, technique and equipment; it’s also personality and taste, too. Everyone is different so every shot will be different and should reflect the uniqueness of the person or the property.”

And there’s nothing Ian won’t do to find the perfect shot. “One time I was hired to photograph a surprise wedding proposal. I was hired to take photos of a young man as he was going to propose to his girlfriend on the beach,” he says. “I had to be unnoticeable to the couple, it would have been too obvious if I was to follow them around. So, I brought my family down to the beach and pretended to be a photographer taking a family portrait on the beach.

As my family posed for various photos, I was actually shooting past them at the couple on the beach. We were able to capture an amazingly romantic and meaningful moment.”

The Wiant Family

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That’s the kind of customer service his clients have come to expect and one of the reasons iPhotography Studio continues to be one of the most sought after photography studios in the area. Ian and Mary have worked with some of the biggest names in Orange County, including the Orange County Philharmonic, Home and Living Magazine, Arica Design as well as an impressive list of real estate agents and lenders such as Century 21, Wells Fargo, Prudential California Realty, First Team Real Estate and many more.

For Ian, passion for great photography just comes naturally, and he says he’s continually inspired by the subjects he photographs.

shot – from clothing choices to location choices – and that’s the kind of thing that doesn’t just happen. Our experience enables us to make those kinds of recommendations. I love it when people tell me how easy the process was and how at ease we can make them feel.”

Ian Wiant iPhotography Studio 2440-G N. Glassell Street Orange, California 92865 Tel: 714-721-5610 Email: Ian@iphotographystudio.com Web: iphotographystudio.com

“I love working with people,” he says. “And I love getting to know them and their style. A lot of times people will turn to us for advice on how to make the shot a better ExecutiveAgent Magazine

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Cover Story

Katie Maresca Executive Agent of the Month

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Katie Maresca “Six Degrees of Katie” Written by Haley Freeman - Ian Wiant Photographer

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eople know Realtor® Katie Maresca, and Katie knows people. That’s because in her nearly 20 years in the industry in South Orange County, Katie has nurtured lasting relationships with her clients and colleagues, along with a reputation for hard work and professionalism. “People often call me to use my connections, because I know everybody,” Katie laughs. “It’s the six degrees of Katie.”

From her first job out of high school answering phones in the RE/MAX office of legendary broker/owner Gary Thomas, Katie recognized that in a people business, relationships are key. “I feel like I grew up there, and I had some of the greatest mentors. The Thomas family gave me a great platform for what it takes to work hard. Don Bowen was a Realtor® in their office who got me my job.

What I remember most about him is that he was always

smiling. When he talked to people, he was always happy, so everybody was always excited to see him. If I ever have to deliver bad news, I think of him.”

Katie worked at RE/MAX through college and beyond, and over the years she gained experience in office administration, marketing, escrow and transaction coordination.

After taking a brief hiatus to have her first child, Katie returned to real estate in 2009, this time as a licensed Realtor® working with a high-powered investment team.

“We bought homes from the courthouse steps, and then marketed and sold them. I was at a different company then, but I had retained my relationships with RE/MAX. The current broker, Christos Catsouras, had an opening and asked me to come back. He was one of the people I used to answer phones for. I’ve been here for a year-anda-half now, and it feels like I never left. I’m home.”

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Due to the depth and breadth of her real estate experience, Katie can accommodate the needs of sophisticated investors and high-net-worth clients, and provide them with reliable and profitable advice. “I help investor buyers to develop a market plan and what I think their ROI will be. I provide comps, get them a rehab cost, and get them into escrow.”

Katie is a hands-on agent who shows up in her jeans and boots when it’s called for to help get a property ready for market. “I recently represented a seller who passed away in Costa Mesa, and his son was out of state. I installed light fixtures and put lawn bark in the back yard. I’ve learned a

lot of tips and tricks for rehab over the years, and I know who to call to get things done affordably and reliably.”

Investors, traditional buyers and sellers, and even other Realtors® rely on Katie for her expert representation. She can adapt to the needs of the individual, whether they require a complex market analysis, or careful, personal attention. “I realize that strategically speaking, each house is different, and each person is different. I’m moldable to each transaction. Some don’t need any hand-holding, and others need to be walked through the process step-by-step.

Since I was a transaction coordinator, I can explain all the paperwork with my eyes closed.”

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Property Connection People know they can count on her to show up, be prepared and follow through. “Some of the best advice I’ve gotten in real estate came from Christos. He always told me, ‘Know your inventory. Get out and see houses.’ It’s true. I know every community, and when someone tells me what they’re looking for, I know the area that will be the right fit for their family or investment. I think I get deals done because my offers are well-written and I’m straightforward in the way I work, but also because of my connections with the agents on the other side. This is another place where my relationships create value for my clients.”

Scott Alden, a Realtor® at Realty One Group, said this about Katie: “I’ve worked closely with Katie over the past 14 years. I can always trust her for advice, honesty and en-

Before

“over-communicator. I think I learned that answering phones. It’s important to call someone when you say you’re going to call, or just pick up the phone when they call you. I’ve gotten deals over that. I’ve had clients tell me they called five other Realtors®, and I was the only one who called back.”

Recently, Katie had a unique real estate experience; she sold her own childhood home. “People experience so many emotions in the process of buying and selling homes, whether it is their first house, or their old house. I got emotional about selling the house I grew up in. It was neat to be there to experience it. It went to an awesome family, and we became really close. In the end, my mom is in a better place for her. But the process put me in check again in terms of

After

couragement. Katie is always willing to help other agents.

She is a very hard worker, going above and beyond for her clients; she’s a real professional.”

having empathy for the people I work with every day. I get it. If a seller needs more time to decide about accepting an offer, I understand. It’s an emotional roller coaster.”

No matter what challenges arise, Katie keeps her cool under pressure. “People tell me they appreciate my consistency. Even though we may be facing challenged behind the scenes, I never veer from my goals. I remain calm in an up-and-down environment and excited for my client. I’m also a creative problem solver who is willing to work with the other agent to find a solution.”

John Carlson expressed his appreciation for Katie’s caring service: “My wife, Jessica, and I reside in Mission Viejo, and we are extremely fortunate to have had Katie Maresca as our Realtor® and friend. We needed to sell our home, and it came without doubt that the expedient sale of our home was solely due to Katie’s wisdom and professionalism in real estate. She also was the perfect mediator between us and what turned out to be a problematic tenant during the course of the sale. We can’t thank her enough for her expertise and sincere devotion to her profession.”

Katie’s high energy and authentic care for people are some of her greatest assets. She describes herself as an

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Despite her busy profession and the demands of being a wife and mother to three children, Katie is an active CrossFitter. “I go every morning before work. It’s calming for me and helps me start my day with the right mindset.

I’ve also made a lot of friends there.”

Katie feels genuine gratitude for the collegial environment at RE/MAX and all the people who have contrib-

uted to her success. “As I reflect on nearly 20 years in real estate, I realize that I just really love being in this business. I wouldn’t be here if I didn’t love it. I appreciate all the people whose phones I answered, and everybody who shaped me and helped pave the way for me. I don’t see myself as a sales person. I see myself as a knowledgeable person who wants to help others.”

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Katie Maresca RE/MAX Property Connection 26381 Crown Valley Pkwy., #180 Mission Viejo, CA 92691 Tel: 949-633-9310 Email: Homes@KatieMaresca.com CalBRE # 01854380 ExecutiveAgent Magazine

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Letting Go Vs. Giving Up

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ave you ever wondered what the difference is between ‘letting go’ and ‘giving up’? There certainly seems to be a very fine line between the two. Intuitively, I know there is a different feeling between the two, but it’s only recently that I was able to understand the essence of that difference.

For me, ‘giving up’ is like folding your cards in poker, throwing in the hand before all the cards are dealt. You stop investing energy into the project and concede failure at a point way before the finish line. Like in poker, we usually fold as a result of fear, uncertainty or a spot-on analysis of the situation and the likelihood of success.

You can usually tell the difference by how you feel about the ‘giving up’ after you’ve done it. When you feel calm, confident and free, you can be pretty sure it was based on sound analysis. There are definitely times when moving on is the appropriate way to go.

On the surface, ‘letting go’ looks the same. What I now understand, however, is that what I’m actually letting go of is the attachment to the results, especially the results I decided the action would have before starting. This process allows me to play out the hand knowing ‘Yes, I might win; Yes, I might lose’ but either way I gain something from the experience. It also allows me to keep investing energy into whatever it is.

So often in life we judge ourselves not by the results of our actions, but by what we decided in advance the results ‘should’ be, our expectations.

We often speak of others’ expectations of us and how deadly they can be, yet we forget that we develop expectations as well. In many ways, our own expectations can be more devastating than someone else’s expectation of us. We may have an initial knee-jerk reaction to the idea of someone else having expectations, something inside us that shouts ‘No!’ even as we try to live up to them. Unfortunately, our own expectations seem normal and ‘right’ and we rarely question them.

A long time ago, I heard an _expression that I must admit I don’t remember as consistently as I’d like: Let go and let God. For me, it’s the essence of letting go of my attachment to the results. I believe (and tell my clients) that it is our job to figure out what we want, to develop a clear picture of that and to start moving towards it. It’s God’s responsibility to figure out “how”. Our actions send a strong message that we are truly committed to experiencing whatever our stated goal is. The process is definitely one of “co-creation”.

Next time you are feeling disappointed in how things are turning out, here are some questions to help you determine if it’s time to let go: • How have I defined success in this area?

• Where did that definition/number come from?

• What is that result supposed to bring me? What feeling?

• What other definition/number can bring me that feeling?

• What am I learning in the process?

• Am I taking all the actions necessary to make this come true?

• Am I willing to let go of my attachment to the results?

Louise Morganti Kaelin is a Life Success Coach who partners with individuals who are READY (to live their best life), WILLING (to explore all options) and ABLE (to accept total support. She publishes a free bi-monthly newsletter, The 3-Minute Coach, which offers tools, ideas, strategies and action plans to assist individuals in creating the life they truly want. In addition, she is the author of the ebooklet “Blueprint for Success: 101 Tips to Reclaim your Vital Energy & and Get the Results You Want “. Copyright© 2003, Louise Morganti Kaelin.

All rights reserved. For more information about Louise, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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Senior Mortgage Advisor

Carrie Diaz

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(949) 791-7901

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Doug Davis

Robert Fair

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(949) 500-6927

(562) 673-0376

(714) 566-5400

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(714) 227-5032

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(949) 394-4624

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Brandon Garcia

Senior Mortgage Advisor NMLS-950014

(949) 375-5566

Barry David Krevoy

Mark Martinez

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(949) 735-4009

(714) 863-8470

(949) 677-1001

Lynn Nelson

James Theel

Jim Thiel

NMLS-653022

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NMLS-907893

Senior Mortgage Advisor

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(714) 412-8608

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(949) 294-8177

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(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2016 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

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DISCIPLINES OF A CHAMPION

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tart each day focused on the daily success of your business. You want to begin each day by reviewing your business plan. Focus in on the daily activities that will lead you to the successful result you have set forth in your plan. Long-term success is built on top of achieving daily performance standards – for weeks and months at a time. If your business plan is not broken down to the daily activities or daily performance standards, you should take the time to do so now. I call these daily activities “The Disciplines of a Champion”. We each have activities that, if left undone daily, will cause our business to suffer.

Some of the Disciplines of a Champion could be: • Prospecting for a specific time period daily • Doing lead follow-up • Contacting a certain number of past clients • Spending time in personal development • Practicing scripts and dialogs The Disciplines of a Champion are quantifiable and trackable. They are a specific amount of time or a specific number that must be achieved. To have power, the disciplines must set the timeframe or the quality. It is too easy for us to opt out and not accomplish our goals without concrete parameters.

Next, you need to evaluate whether you are ahead or behind for this week. Then create the strategy to catch up if you are behind or focus on maintaining the current strategy and direction that has kept you on plan or ahead. Too often, we know we are behind and let it go for too long without a change. You must react and change quickly to catch up. We often do not raise the level of our intensity or increase our work output until it is too late.

If you get too far behind and are spending tremendous amounts of time inflicting wounds on yourself, change the plan.

Always have a Plan B. There is no embarrassment to working a Plan B. Often Plan B is the better plan because you can invest the mistakes you made in Plan A. Edison tried over 10,000 different elements in his light bulb before one worked. What would have happened had he stopped after Plan A? Zero in on your area of success. People are paid very well on the few things they do very well. That is one of the best things about the field of selling real estate. There are so many ways to earn an outstanding income. Do what you do very well. We coach our clients to develop three to four areas of specialization in the real estate field and

work to project their skills in these areas. Do not be a generalist in a specialized world. The jack-of-all-trades is also the master of none. You are highly skilled in a few specific areas of real estate sales. If you have only one or two areas, you need to begin to learn and add another area or two to give you balance. The possibilities are truly endless when you become a specialist.

Here are some ideas of specialization: • Expired Listings • Out of Area Owners • FSBO’s • Relocation • Tenant Occupied Properties • REO Bank Owned • Multiplexes • New Construction • Investment Property • Empty Nesters • 1st Time Home Buyers • Prospect Divorce Attorneys There is an endless supply of opportunities to become the recognized expert in your area in a few categories. I could list three pages of categories, but you get the idea.

Your success in your real estate career must be built from the ground up. Pour a solid foundation of daily disciplined goals and activities. These daily disciplines, or Disciplines of a Champion, will set you on the path to success in your career. Review and analyze your progress daily. Do not be afraid to adopt a Plan B if needed. Create a few areas of specialty. Decide what you enjoy doing and do well. Then zero in and take dead aim for the target of being the recognized expert in your area.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.

RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Ways to Minimize Distractions

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ExecutiveAgent Magazine

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Written by Tony Alessandra

here are lots of potential distractions. If you can’t avoid them, minimize them. You do that by focusing totally on the speaker and paying attention. Here are four specific techniques that will help you concentrate while listening:

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Here’s a third reason why we don’t listen well: We think we already know what someone is going to say. We assume that we have a full understanding right from the start, so we jump in and interrupt. We don’t take the time required to hear people out.

1. Take a deep breath. This will prevent you from interrupting, and will provide your brain with invigorating oxygen. Try it now, and as you’re doing it, try to speak. It doesn’t work very well, does it?

The fourth reason has to do with the speed gap-the difference between how fast we talk and how fast we listen. The average person speaks at about 135 to 175 words a minute, but comprehends at 400 to 500 words a minute. For the person who’s not listening well, that’s plenty of time to jump to conclusions, daydream, plan a reply, or mentally argue with the speaker. At least that’s how poor listeners spend the time.

2. Consciously decide to listen. No matter who’s speaking, pay attention and listen for information that’s particularly interesting or useful. You never know what you might learn. As show-biz wit Wilson Mizner once said, “A good listener is not only popular everywhere, but after a while he knows something.”

3. Mentally paraphrase what the speaker is saying. This will prevent you from daydreaming about irrelevant and superfluous topics. You’ll concentrate on the speaker instead of yourself.

4. Maintain eye contact. Where your eyes focus, your ears follow. You’re most likely to listen to what you are looking at.

So, if you can’t eliminate a distraction, use one or more of these techniques-breathe deeply, decide to listen, paraphrase, or maintain eye contact. They’ll help you handle the distractions.

There are five basic reasons we fail to listen well. First, listening takes effort. As I said, it’s more than just keeping quiet. It means really concentrating on the other person.

An active listener registers increased blood pressure, a higher pulse rate, and more perspiration. Because it takes so much effort, a lot of people just don’t listen.

Second, there’s now enormous competition for our attention from radio, TV, movies, computers, books and magazines, and much more. With all these incoming stimuli, we’ve learned to screen out information we deem irrelevant. Unfortunately, we also screen out things that are important.

And the fifth reason we don’t listen well is because we don’t know how. We do more listening than speaking, reading, or writing. But I bet you’ve never had a course in listening, have you?

I think listening is the most neglected and least understood of all the aspects of communication. And, largely, this weak link springs from bad habits. In short, we haven’t been trained to listen.

An untrained listener is likely to understand and retain only 50 percent of a conversation moments after it’s finished. This retention rate drops to an even less impressive 25 percent just 48 hours later. So an untrained listener’s recall of a conversation that took place more than a couple of days ago will always be incomplete and usually inaccurate. No wonder people seldom agree about what’s been discussed!

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

Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra.

All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.

FROG(3764) or email susie@frogpond.com; http://www. frogpond.com.

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6 Essential Traits of Good Character

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he following are what I believe to be the basics of good character. Miss one of these, and you’ll find a weak link in your character—one that might be your leadership’s undoing.

1. Integrity Integrity is a good catchword that is similar to character but provides us with a different way of looking at the ideas of character. The root of integrity means “whole” or “undivided,” and that’s a terrific way to help us understand what integrity is—an undivided life. For example, you don’t act one way in one situation and another in a different situation. There is integrity and wholeness to your life. Living this way will build trust in your followers. Another use of the word integrity that provides insight for us is when the word is used in regard to a physical structure. A wall or a building that is strong and has no cracks is said to have integrity. The same could be said for great leaders.

2. Honesty It is regularly said that honesty is the best policy, but I would add that honesty is the only policy for great leaders. Think about it. Why do people hedge the truth?

Usually for a few basic reasons: They are either afraid of the ramifications or they are trying to hide something.

Either way, a lack of honesty results in the fact that you destroy the trust of those who follow you. Even if you tell them the truth but they know you have lied to others, it will destroy the trust you had with them. They find themselves thinking, “If he will lie to them, will he lie to me?”

I’ve never understood what people hope to accomplish by being dishonest. Eventually people come to know that

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you’re not honest in your dealings, and that is what you become known for. Your reputation is what your leadership is based on, though. When we’re honest and live transparently before our followers, they’re able to see us for who we are and make solid decisions to follow.

3. Loyalty People of good character are loyal people. They have a “stick-to-it” attitude when it comes to others. Anybody who knows human nature knows that people fail. It’s just a matter of time, no matter how talented someone is. A person of good character stays with their friends even in the downtimes. Anyone can be friends with others when times are good. People of good character stay with their friends when they need them most.

How this translates into making you a good leader is this: People want to follow a leader who will stretch them beyond where they are now, but who’ll also allow them to try—and to fail. When we are loyal to our followers, they’ll be loyal to us and make every effort to succeed on our behalf and on behalf of the organization. There are few things that strengthen the leader-follower bond more than when a leader shows loyalty to a follower in need.

4. Self-Sacrifice Lee Iacocca became a legend when he said he’d bring Chrysler back from the brink of bankruptcy and would take only a dollar a year in pay. This was a classic example of a leader sacrificing for the followers. It also showed his understanding of and empathizing with the average line worker. As a result, the workers of Chrysler rewarded him with an incredible following as they built Chrysler into one of the world’s leading car companies.

ExecutiveAgent Magazine

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Written By Jim Rohn What is it about self-sacrifice that breeds followers?

Followers don’t mind putting in the hard work. They don’t even mind a leader making more money or reaping benefits from their work. What followers do mind, though, is when the leader is using them for personal gain. People of good character don’t use other people, period. So when a leader shows sacrifice of personal gain, it says to the followers that they are willing to come alongside of them—and followers reward that almost universally.

A person of good character shows that they can give up personal gain for the good of the whole.

5. Accountability People of good character don’t mind accountability. In fact, they welcome it. This is the act of allowing others to have a say in your life, to speak to you straight about your life and conduct. The brutal truth is that we have blind spots and need other people to be in close to us so we can advance down the road of success. The need for accountability doesn’t prove lack of character. Rather, it proves the presence of character. G.K. Chesterton said, “Original sin is the only philosophy empirically validated by 3,500 years of human history.” The person of good character knows this and invites others to speak into their life.

6. Self-Control The ability to make decisions—good decisions—about what we will and will not do with our actions is at the core of what we become in regard to our character. There will be plenty of options to participate in things that are not moral. Everybody has temptations, but a person of good character knows to exercise self-control—literal control over their choices. When people don’t exercise self-control, they sabotage their ability to lead. People lose respect for them and will follow less, if at all. Self-controlis the ability to choose to do the things we should, and to refrain from doing the things we shouldn’t. When we exhibit selfcontrol, we again build trust in our followers. They respect us and want to follow us.

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.

Followers grow tired of leaders who will have nothing to do with accountability. They don’t mind leaders who make mistakes, but they do mind leaders who don’t take responsibility for their mistakes by being accountable.

When we allow ourselves to be held accountable, our followers know that we are serious about keeping our own house in order, and thus will do a good job in leading the rest of the organization.

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Get More Clients Using Pull Then Push Marketing

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arketing is like rowing. You pull hard on the oars to go forward, then lift them out of the water and push them back to finish the stroke and get ready for the next pull. Once you’ve got the sequence of the stroke right, you and your boat slip forward through the water and build speed and momentum. If you push when you should be pulling, the boat goes backwards, or, even worse, you lose your balance and fall into the bottom of the boat.

One of the biggest mistakes people make in marketing their services is to simply PUSH information about their services and themselves out to prospects and hope that this will result in attracting prospects. Unless you are already a household name and in such demand that your phone is ringing off the hook, this approach rarely attracts the numbers of new clients you want. The result is that most marketing falls into the bottom of the boat instead of propelling your business forward.

An alternative to the typical push and hope approach to marketing is to PULL prospects in and then in the context of a growing relationship, PUSH useful information out to them. If you want prospects to remember your firm when they have a need for your services, start by attracting their interest.

Generate interest by focusing on what your potential clients want and the problems they need solved. Use this client centered marketing strategy to pull prospects in so you can push your expertise out to them. Give them ideas they can apply instead of information about credentials, or past clients. Like rowing your boat, you won’t move very far unless you repeat the sequence again and again.

Are you pulling prospects in or just pushing your information out? Review your marketing materials to see if you have the sequence right. Take a look at your web site, brochures, newsletters, correspondence and postals.

PULL TACTICS – Client Centered Do your marketing materials 1. Begin with a clear identification of the niche market(s) you work with?

2. Lead with client problems and concerns?

3. Use the two elements above to create a picture that your target market can identify with?

4. Provide useful ideas that your target market can use and that demonstrates your expertise?

PUSH TACTICS -You centered Do your marketing materials 1. Focus on you, your services and staff?

2. Focus on glowing testimonials and your client list?

Which works best? Both. The challenge is getting the emphasis and order right. The pull then push marketing sequence that works to move your business forward involves the following: 1. Create resources that pull prospects to you and your firm.

2. Get prospects to give you their contact information (Most firms let over 99% of the people who see their information go away and never follow up) 3. Push useful information out to self-selected prospects on a regular basis. (Remember the majority of buyers won’t make a purchase until they’ve had a minimum of 5-6 contacts with your firm).

When your prospects have a compelling need, they will turn to the firm that they’ve had regular communication with, know and trust. At some point prospects will want more details about your services, credentials and testimonials. But this is often the last information you need to provide.

Use the pull then push strategy to get your marketing moving. You’ll be amazed as you watch both your prospect and client lists grow and your business gains momentum.

Charlie Cook, Marketing Coach, helps small business owners and marketing professionals attract more clients and be more successful. Sign up for the Free Marketing eBook, ‘7 Steps to get more clients and grow your business’, full of practical marketing strategies you can use at: Small Business Marketing Strategies Copyright©, 2005, In Mind Communications, LLC. 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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A NIGHT IN SANTORINI friday, january 13, 2017

The installation of Rob morel and the 2017 board of directors schedule 4:30 pM COCKTAILS & CASINO 6:30 PM dinner & program Dj and dancing to follow

south bay association of realtorsÂŽ 22833 arlington ave, torrance, 90501

cocktail attire requested please rsvp to Nikki Vasquez BEFORE 1/6/17 at: nikki@southbayaor.com

rsonal. e p ng tti e Now we’re g

A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Jason Redmond, NMLS# 1234810 Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org www.kinecta.org/jredmond

Duane Reddington, NMLS# 410579 Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org www.kinecta.org/dreddington

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

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