DECEMBER 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

ROSALIND ENCARNACION

REALTOR

Executive Agent of the Month

INSIDE FEATURES: Ivan Dominguez New American Funding Christie Martin imortgage

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The #2 MORTGAGE LENDER IN AMERICA.1 Mortgage Executive Magazine, 2015

Branch office locations from coast to coast to serve you.

One of the broadest product lines of any direct lender.

1,700+ Loan Consultants and 5,200+ support staff enterprise wide.2

One of the fastest-growing, most stable and well-respected lenders.

To learn more about us, please visit www.imortgage.com or call 909.912.7835.

Check out our branches in Rancho Cucamonga and Temecula Today!

RICHARD HEDRICK Branch Manager

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

1) Mortgage Executive Magazine 2015, loanDepot.com, LLC dba imortgage NMLS ID 174457. 2) Enterprise wide and includes loanDepot.com, imortgage, Mortgage Master, Inc. and LDWholesale. imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

Corporate NMLS ID 174457. All rights reserved. 06082016 6393

Executive Agent of the Month

Rosalind Encarnacion Executive Agent of the Month

18 17 Professional Profiles

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Ivan Dominguez

Christie Martin

New American Funding

imortgage ExecutiveAgent Magazine

December, 2016 - Inland Empire

Editorials 10

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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MAGAZINE

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

ADVERTISERS’ INDEX City of Hope..........................................................26

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

Letting Go Vs. Giving Up -Louise Morganti Kaelin

iPhotography Studio...............................................23 New American Funding........................................36 PWAOR...................................................................34

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SBAOR...................................................................27

6 Essential Traits of Good Character -Jim Rohn

The Termite Guy......................................................3

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

© 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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E XECUTIVE AGENT

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Written by Haley Freeman

Christie Martin

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hristie Martin is a loan consultant at imortgage who always has the best interests of her clients at heart. She says that she has a mother, a sister and a daughter, and if any one of them needed a home

loan, she would want someone like herself to help them.

She explains, “I think about if one of my family members were the consumer, how would I want them to be treated? What would I want them to know?�

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We have a loan for every home... simple as that.® Christie entered the industry 15 years ago as a loan officer. When the market crashed, she worked in loss mitigation, which offered her a whole different perspective on the loan process. After several years of managing loan modifications, Christie found that she missed the deeply personal interaction involved in helping people to achieve the American Dream of home ownership. She followed her heart back to loan origination, a path that led her to imortgage.

At imortgage, Christie found a culture that is characterized by care for people both inside and outside the organization. “They send all new hires for a three-day training to learn the systems and culture so that everyone has the same experience coming in. I’ve found that imortgage is transparent and provides everyone with the support they need to give great service to our clients.

I feel confident talking to Realtors® and homebuyers knowing that I have a great team behind me to get loans closed on time. Buying a home should be a happy and fun experience, not a stressful one.”

One of the places where Christie shines is assisting buyers who have challenged credit. She is CalHFA certified, and her expertise, patience and follow-through all combine to achieve winning results. “I enjoy helping people who may not be able to qualify right now and then giving them the counseling to get them where they need to be. It gives me a lot of satisfaction and happiness to help somebody who thought they would never own a home go through the necessary steps and finally get the keys to their new life.”

is a valuable partner to agents and equally committed to their success. “I pride myself on keeping agents informed throughout the process at every milestone. I also like to help with marketing. I’m not afraid to go out and pound the pavement with them or sit at open houses. I want to help build their business, too. I’m looking to build relationships so we can grow together as friends. I enjoy working with other people who care about people.”

Christie and her husband have a family of four children.

They all love the outdoors, especially ATV racing, a sport in which one of their sons just won the pro championship.

However, archery is Christie’s Zen. “We have targets in the back yard, and when I have time alone, I like to put on music and practice. It’s a great way to unwind.”

In a culture of caring, there is also trust. Christie’s dedicated service and broad range of industry experience inspire the confidence and trust of her clients, leading to relationships that last. “People tell me they appreciate that I have kept them informed and done what I said I was going to do. I love it when we get to the end of a transaction and somebody calls to say thank you because they didn’t think that for them, home ownership was possible.

That’s why I do what I do. That’s why I come to work every day.”

This can be a lengthy process, but Christie remains engaged, cheering her clients on to their goal. “It can be easy for people to lose sight and quit working on their credit and paying off debt. But I keep reminding them that the end goal is the American Dream. imortgage really knows the purchase market, and I have access to down payment assistance programs that aren’t offered everywhere.”

Christie also enjoys calling a Realtor® to let them know their buyer is finally approved to shop for a home. She ExecutiveAgent Magazine

Christie Martin imortgage 8686 Haven Ave., Ste. 150 Rancho Cucamonga, CA 91730 Tel: 909.844.6681 – 909.912.7848 Email: Christie.Martin@imortgage.com Web: imortgage.com/christie.martin NMLS ID 1248761

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2016.

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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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Ways to Minimize Distractions

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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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Written by Haley Freeman

Ivan Dominguez

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ousing industry professionals are in the business of helping people design opportunities for a new life.

Ivan Dominguez, loan consultant at New American Funding, applies his artistic talents to helping people design the right financial strategy around their home, one that will serve their needs today and well into the future.

Ivan is a Southern California native whose passions include baseball, music and architecture. He earned his bachelor’s degree in environmental design and architecture and went on to work for L.A.-based firm WET Design, where he had the opportunity to assist with several highprofile projects in Las Vegas, including the revamp of the Bellagio’s fountains and the Mirage’s volcano.

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Then he encountered a person who had a profound impact on his future career. Ivan was hired to complete some work on a property owned by a prominent commercial real estate mogul. Several times, the man asked Ivan if he had ever considered working in real estate. He planted a seed that began to take root, and when the market crash caused the design and building industry to slow, Ivan seized his opportunity to design a new life.

“I got my real estate license, and while everybody was leaving the industry, I was coming in,” Ivan says. “People said, ‘Why are you going into the business now?’ I figured that if I could be successful in that market, I’d have no problems later.”

Ivan leveraged his creativity and outstanding people skills to create success for himself despite the challenging market conditions. In time, friends introduced him to the lending side of the business, and he again adjusted his career design.

“I realized that with my real estate background, I could help agents because I could understand everything they’re up against and what they need. I’ve loved this part of the industry ever since, and when I came to New American Funding, I completely found my place.”

At New American Funding, Ivan has found the tools and support to accommodate his own growth while helping his clients and business partners achieve their goals. A motivated professional for whom there is no middle of the road, Ivan provides the highest standard of service combined with his signature out-of-the-box thinking that drives transactions forward.

“I think my creativity is what helps me come up with solutions for people. One of the things I loved about working in design was that I used to sit around a table and brainstorm ideas with a team of people that included architects, engineers and designers. Now I love sitting with agents and doing what I call ‘talking shop.’ The agents I work with are go-getters. I enjoy being creative with them about how to capture more business and masterminding ideas for how we can work together.”

Ivan is a preferred lender at Keller Williams in Temecula, where he spends time every week helping agents develop new business and close current transactions. His proficiency in speaking and writing in Spanish is another asset he brings to the table.

“Our company is also very supportive with co-branding,” he continues. “Right now we are creating an app for Real Estate Agents so they can keep track of their leads and exactly where their current escrow is in the process. It’s another way to keep people in the loop, but it isn’t meant to replace service calls. It’s there to add value to the customer service I already provide.”

In addition to Ivan’s well-rounded knowledge of the industry, he is also well-versed in a variety of loan products, from down payment assistance programs and government loans, to conventional and jumbo loans. “I know the guidelines, and I know how important it is to make sure I’m always on point, because things change. I don’t get paid to make mistakes; I get paid to get things done.”

Ivan’s love for people is evident in the connection he creates from the first meeting. He is diligent about communicating and strives to put people at ease. The trust people put in him is well-placed, as he is conscientious about seeing transactions through to a successful finish.

In home lending, Ivan combines his talents and passions to help people design a happy and prosperous life. “I love the success story after the close. It’s that same feeling of celebration you get from sports. I love the win; I love achieving goals as a team.”

Ivan Dominguez-Loan Consultant New American Funding 27431 Enterprise Cir Temecula, CA 92590 Tel: 951.897.9775 Email: Ivan.Dominguez@nafinc.com Web: newamericanagent.com/ivandominguez NMLS ID 1055373

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. 12/2016.

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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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EXECUTIVEAGENT MAGAZINE

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

ROSALIND ENCARNACION

REALTOR

Executive Agent of the Month

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ROSALIND E N C A R N A C I O N REALTOR

Written by Haley Freeman - Ian Wiant Photographer

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osalind was born in Bangkok, Thailand and migrated to the United States with her mother, grandmother and three siblings when she was only 6 years old. No one in her family spoke English, and Rosalind taught herself to speak the language by watching television. Her family struggled to survive in a new country where they had few advantages. Rosalind’s mother was a garment industry laborer who brought piece work home for the family to help her assemble, and as they got older, the children left the comfort of their beds in the early morning hours to deliver newspapers.

A tenacious young woman, Rosalind then began working in food service, taking a job as a pizza delivery driver before she even had a car. She solved this challenge and went on to earn the distinction of being the youngest store manager in the region. In 2000, Starbucks recognized her extraordinary work ethic and talent for leading people and hired her as a manager. There, she encountered a

culture that both inspired and refined her. “At the time, I thought, ‘This company is exactly who I am,’” Rosalind recalls. “They talked about how customer service is not a product, but a human connection. The way you serve someone their coffee at 6:00 a.m. sets the tone for the rest of their day.”

“Our success is directly related to our clarity and honesty about who we are, who we’re not, where we want to go, and how we’re going to get there.” These are the words of Howard Behar, former president of Starbucks Coffee Company and co-author of the book “It’s Not About the Coffee: Leadership Principles From a Life at Starbucks.”

He is also a mentor to Realtor® Rosalind Encarnacion, a standout professional whose authenticity and desire to serve others are cornerstones of her success.

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Rosalind became a trouble-shooter who went into “breakdown stores” and turned them around. “My approach was to go in and talk to every single partner before I took the keys to a store. I’d ask, ‘What drives you? Why are you working here? What are your goals and values in life?’ I always gained people’s loyalty, and I never once had to make a threat to get people to perform. It was all about understanding each other and seeing things through. ‘For our goal to be’ one team...one purpose.”

Along the way, Rosalind had the grit to ask for mentorship from the company’s senior leaders, among them, Howard Behar. “I sat down with him, and he was so transparent. It was amazing to be able to ask him how to grow and become a better servant leader. When I decided to begin my career in real estate, I left the company for greater challenge and better life balance with my kids. I was determined to continue seeing myself as a servant leader, and to bring an ethical and people-driven approach to real estate.”

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An Example of Servant Leadership That is exactly what Rosalind has done, and her results have been extraordinary. “None of this is because I said it was my priority to do million-dollar listings. I just made a conscious decision not to be like everybody else. When I sit down with a client, I listen to them. I ask what they want. It has to be about them and their immediate needs and long-term goals. I also try to be global, too, in terms of how I can help their life overall in the time we are together.”

Although she was coachable and tried to implement various marketing strategies suggested to her by experienced agents, Rosalind soon found that her greatest success came from being authentic and just getting out and talking to people. The genuine care and connection that she creates inspires trust, and Rosalind is a good steward of her clients’ confidence.

One thing that Rosalind does differently is that she encourages new clients to interview other agents. “People need to understand what they are getting into and make

sure that the person they choose is the right fit and is offering them what they need. When someone asks me what I have to offer that another Realtor® down the street doesn’t, I say, ‘I’m so glad you’ve already met with someone else, because if you hadn’t, I’d tell you not to go with me until you interview another agent.’ I want them to go with me wholeheartedly and feel they have a connection with me.”

Rosalind’s husband, Michael, is a loan officer at imortgage. She loves working with him, knowing that he has the same high ethical standards and people-centered approach to his business. “I have a true partnership with my husband. I cannot tell a buyer or seller who to use as a lender, but I utilize my husband for education. If they already have a lender, I encourage them to sit down with my husband as a great benchmark for gauging another lender.

He’s really into teaching people about the loan process, and I know he cares and will take the time to educate them.

It’s a benefit to my client either way, and in the end, most choose him as their lender.”

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At the end of a real estate transaction, Rosalind enjoys celebrating with her clients. “Every time I’ve sold a house, I’ve catered a housewarming party for them. I want people to know that I didn’t just help them buy or sell, but I’ve gone the extra mile to create an environment to make them feel welcome. Their guests see that, too. Most of my business comes from word of mouth.”

Always intent on increasing her value to clients, Rosalind has acquired several real estate designations, including CRS, GRI, ABR, e-PRO, and SRES, and she is working toward obtaining her broker’s license. But no matter her successes, Rosalind never loses sight of her core motivation. “I want to grow my business without losing my connection with my clients.”

Rosalind is a strong networker who looks for any opportunity to get out and meet people. She is an affiliate member of the California Building Industry Association (CBIA) council within the Professional Women in Building (PWB). “I’ve met many executives from large builders, and it’s a way to reach people that others think are untouchable. I do best face-to-face when I can ask people how I can bring value to their organization. This is an opportunity to build long-term relationships.” She was recently nominated to the organization’s charitable com-

mittee, where she will be focused on projects that benefit children and education.

Rosalind and Michael have three children, and as parents, they enjoy cultivating their children’s many extracurricular interests. They all love to travel together, and so far, Hawaii is their favorite destination. “When we go on vacation, our goal is to not have a worry in the world. We want to live in the moment and enjoy each other.”

Rosalind’s motto is “Live. Love. OWN.” As an exemplary servant leader, she authentically helps people to figure out where they want to go and how they’re going to get there. “To live your life to its fullest and to love what you do,” she says, “to own your life and have a purpose. I think everyone can become a homeowner. It’s just a matter of giving them the right roadmap and solutions to get there.”

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Rosalind Encarnacion, RealtorÂŽ Tel: 909.994.0105 Rosalind@EncarnacionRealtor.com www.EncarnacionRealtor.com CalBRE # 01945738 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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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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

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Winning the Thought Battle

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ExecutiveAgent Magazine

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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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ExecutiveAgent Magazine

EA

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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EA

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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