DECEMBER 2016 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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ROB & MICHELLE

WEISS Executive Agents of the Month

INSIDE FEATURES: Therese Franklin Finance of America Mortgage Stacy & Nicole Stacy & Nicole Real Estate Beny Rabuchin New American Funding Ian Wiant iPhotography Studio

HOME OF THE

14-DAY CLOSE GUARANTEE* HAPPY HOLIDAYS FROM OUR OR ANGE COUNTY TEAM! MISTY LAPHAM

Regional VP Orange County NMLS #290023 Misty.Lapham@nafinc.com

ALEX PIRRO

Branch Manager Mission Viejo NMLS #491660 Alex.Pirro@nafinc.com

JEFF MOORE

Branch Manager San Clemente NMLS #324123 Jeff.Moore@nafinc.com

PARTNER WITH US

TOM BRIGGS

ROB BRIGGS

Branch Manager Huntington Beach NMLS #303474 Tom.Briggs@nafinc.com

Branch Manager Huntington Beach NMLS #171371 Rob.Briggs@nafinc.com

DUSTY LLOYD

BRIAN KERANEN

Branch Manager Mission Viejo NMLS #247106 Dusty.Lloyd@nafinc.com

DANIEL PEREZ

Branch Manager Newport Beach NMLS #483697 Brian.Keranen@nafinc.com

Branch Manager Anaheim NMLS #255550 Daniel.Perez@nafinc.com

CHRISTOPHER PALISKA

Branch Manager Anaheim Hills NMLS #1076530 Christopher.Paliska@nafinc.com

www.NewAmericanPartner.com

*14 business day guarantee only applies to purchase transactions. This guarantee does not apply to Reverse Mortgages, FHA 203k, VA, Bond, MCC, loans that require prior approval from an investor, or brokered loans. The guarantee does not apply if events occur beyond the control of New American Funding, including but not limited to; appraised value, escrow or title delays, 2nd lien holder approval, short sale approval, or lender conditions that cannot be met by any party. The 14 day trigger begins when the borrower’s initial application package is complete and the borrower has authorized credit card payment for the appraisal. If New American Funding fails to perform otherwise, a credit of $250 will be applied toward closing costs. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act License - NMLS ID #6606. All products are not available in all states. All options are not available on all programs. All programs are subject to borrower and property qualifications. Rates, terms and conditions are subject to change without notice. Š New American Funding. New American and New American Funding are registered trademarks of Broker Solutions, DBA New American Funding. All Rights Reserved. Corporate Office (800) 450-2010. 11/2016

Executive Agents of the Month

Rob & Michelle Weiss First Team Real Estate

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Professional Profiles

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28

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14

Therese Franklin

Stacy & Nicole

Beny Rabuchin

Ian Wiant

Finance of America Mortgage

Stacy & Nicole Real Estate

New American Funding

iPhotography Studio

ExecutiveAgent Magazine

December, 2016 - S. Orange County

Editorials 30

Ways To Minimize Distractions -Tony Alessandra

26

Get More Clients Using Pull Then Push Marketing -Charlie Cook

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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 Finance of America Mortgage..........................31 Guaranteed Rate...................................................9 iPhotography Studio...............................................25

34

Letting Go Vs. Giving Up -Louise Morganti Kaelin

Kinecta Federal Credit Union...............................13 New American Funding....................................................2

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

36

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Ticor Title Company...................................................40

Winning the Thought Battle -Chris Widener

Wells Fargo Home Loans.............................................39

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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BENY RABUCHIN Written by Haley Freeman

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rofessional, efficient and responsive. These are words that clients repeatedly use to describe Beny Rabuchin, loan consultant at New American Funding in Newport Beach. Beny’s desire to help families find the

style. His father and grandfather, both successful building contractors, encouraged him to be first in his family to attend college with the admonition, “You don’t want to be pounding nails your whole life.” Beny followed their advice and attended San Diego State University, where he majored in Spanish and business. He also spent a year abroad living in Spain. Following college, he used his education to sell air time for Spanish radio and television, and then a friend invited him to join a top-producing lending team at Countrywide, one whose clients were primarily Spanish-speaking.

“At the time, I didn’t know the first thing about mortgages,” Beny says. “But I saw the opportunity, and being thrown into the deep end was a great way to learn. It was also a chance to learn a whole other side of the industry I grew up around. Real estate was booming, and I immediately worked 12-hour days and worked my way up in the business.”

Beny was already a seasoned professional by the time the market turned, and he remained with the company through its acquisition by Bank of America.

But as the mortgage lending climate changed, limiting the flexibility of large banking institutions, Beny found that he was unable to give his clients the products and service they needed to remain competitive. He moved to Bank of Manhattan, where he achieved Platinum Club status in a smaller banking environment with less red tape and direct access to Underwriters.

best financial vehicle to power their most valuable asset inspires him to deliver reliable advice and caring service.

Beny grew up in iconic Pacific Palisades, a young surfer enjoying the best of Southern California’s coastal life-

At New American Funding, Beny and his clients enjoy the very best the industry has to offer.

With a sole focus on mortgage lending, service is streamlined and impeccable. “We are well organized with both sales and Underwriting support, and our numbers show it, since we were number three for purchase volume in Orange County last month, beating some of the other big banks. Since we are both a direct lender and a broker, our ability to serve niche buyers, including those who are self-employed, is often where we are of true value to Realtors®. I have a product for almost any situation and a well-greased organization to back me up in delivering great service.”

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As an in-house lender for Keller Williams in Irvine, Beny is highly attentive to his real estate partners and their clients, remaining available even after hours to answer questions and update them about loans in process. “I’ve learned that communication is the key to a Realtor’s® heart, and I establish communication with both sides in a transaction. Often, the listing agent is kept out of the loop.

The first thing I do is call the listing agent to introduce myself and to give them my contact information. Their response is always, ‘Wow, I’m shocked to hear from the lender this early in the process.’ That’s my forte. A lack of communication is what builds stress, and my goal is to do all I can to alleviate stress for everyone throughout the process.”

Beny’s expertise in arranging hard-to-place loans, as well as his understanding of building and development, makes his service invaluable to his professional partners and to clients from first-time homebuyers to high net worth investors in the coastal communities.

Married to his wife, Leslee, for seven years, Beny appreciates the flexibility his work affords him to strike a healthy work/life balance. With boys 3 and 5 years of age, the family is always busy with school and sports activities.

Giving back is also a priority. “We work with the UCLA Children’s Hospital a lot. We bring our kids along because we want to teach them that volunteering is important. We are also involved in Life Rolls On, a nonprofit that was started by a guy I grew up with. He was going to be a pro and broke his neck surfing, and now he sponsors surf and skate events for wheelchair athletes. It’s amazing what he’s doing. We love being around good people who are doing good things.”

As a trusted, professional consultant, Beny’s focus is delivering quality service tailored to the needs of each individual client. “I’m extremely hands-on, and I don’t like passing my clients off to someone else. Maintaining the highest possible service level requires that I remain in communication through the whole process. I really thrive on giving people good advice and making their experience a positive one.”

Beny Rabuchin-Loan Consultant New American Funding 26 Corporate Plaza, # 180 Newport Beach, CA 92660 Tel: 310-488-3200 Email: beny.rabuchin@nafinc.com Web: www.BenyRabuchin.com NMLS ID 483965

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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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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"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

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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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DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: info@eamag.net Tel: 949.366.3349

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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!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

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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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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

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Cover Story

ROB & MICHELLE

WEISS Executive Agents of the Month

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ROB & MICHELLE WEISS Written by Haley Freeman - Photography by Ian Wiant

hen Rob and Michelle Weiss made the decision to leave their successful positions in corporate America to embark on new careers in real estate, they chose to align themselves with the number one brand in Southern California, First Team Real Estate. Together, they are building a family business designed to care for people through uncompromising service excellence.

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futures, commodities and bond trading business for a summer. “One summer turned into 11 years of successful trading,” he says. “When I returned to California in the early 2000s, I started a business dealing with foreclosures.

When I saw the market begin to shift, I decided to get into traditional sales. Once Michelle came on board, we were really off and running.”

“Michelle and I both have parents who are business owners, and building a family business of our own has always been a dream of ours,” Rob explains. “I love real estate and the product we are working with, but the real perk is being able to help people navigate this process. It’s very rewarding to help families find their perfect home.”

Michelle graduated from Loyola Marymount University with a degree in mathematics. She came to real estate from the insurance industry, where she was an account executive managing employee healthcare plans for large private and public sector clients. She worked closely with human resource directors and C-level executives providing complex financial and contract analyses, skills that have transferred well to her career in real estate.

After college, Rob set out for Chicago to work in the

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“She is super organized and an amazing negotiator,” Rob says. “She keeps the escrow process, paperwork and negotiations on track, freeing me to go procure clients.

You can’t close a high volume of transactions if you don’t have a partner who is 100 percent competent behind the scenes. Her organization skills and ability to convey the real estate process to our clients is unprecedented. She is just amazing at what she does.”

Their complementary strengths and mutual respect make Rob and Michelle a seamless and powerful team.

“Rob does a fantastic job with the sales and marketing side of our business,” Michelle explains. “He’s such an honest and genuine person. It’s the basis of who he is, and that’s so huge in real estate. He really does have people’s best interests in mind, even if that means having that uncomfortable conversation. It’s who he is for clients and for me as a business partner. I also love his super positive attitude! And clients like seeing that they have double the support, with two professionals who care about getting them to their goal.”

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FROM THEIR FAMILY TO YOURS Rob’s understanding of complex financial markets is an asset as he helps clients to make sound housing decisions.

“I definitely have a good eye for trends,” he comments.

“Being able to convey exactly what is going on in the market is my strength. I explain to my clients that they need to be in alignment with the market to sell their house. Ultimately, our job is to educate people on what homes are selling for and then let them decide where to price their property. We’re here to support our clients, by helping them navigate through the process and achieve their real estate goals.”

Michelle is gifted at relating to varying personalities and bringing people together to support a common goal.

“When I managed healthcare plans, there were so many moving factors and personalities involved. That experi-

ence has served me well in working through each real estate transaction. It helps to be able to stay organized and manage things as smoothly as possible. I also find that being detailed, communicating and setting proper expectations goes a long way in making everyone feel satisfied with the process.”

As a team, Rob and Michelle are supremely goal-oriented. They have achieved rapid success in real estate, and as they continue to grow their team, they are determined to remain on the front line as the key contacts for their clients. “A strong foundation and slow growth are what win the race in business,” Rob says. “We want to do things the right way for longevity and build a solid, family business in Southern Orange County. My goal is to be known as a respected and trusted name in our community.”

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Rob and Michelle have already built a sound reputation in the South Orange County area, and specifically in the community of Talega where they focus much of their real estate practice. One client expressed: “The Weiss team did a spectacular job for us! Rob is very knowledgeable about our neighborhood; we could tell he was very experienced and he loved his job. Michelle is extremely organized and knows every step of the escrow process and goes the extra mile to make sure everything runs on time. Going through two escrows at once is not an easy task, and Michelle kept us on track! We couldn’t think of a better team to work with. They had our best interest in mind and never forced us into any decision we didn’t want to make. We would highly recommend them to anyone who asks.”

Due to the high concentration of luxury properties in South Orange County, Rob and Michelle fully capitalize on the elite resources available to them through First Team’s affiliation with Christie’s International Real Estate. “Our properties are marketed to the top one percent of wealth in the world through Luxury Portfolio,” Rob explains. “Who would not want to have First Team, Christie’s International Real Estate and Luxury Portfolio

behind the marketing of their property.”

In addition to the contribution they are making as conscientious business owners, Rob and Michelle are also generous about donating their time and resources to community causes. “We sponsor local elementary schools each year, and Michelle mentors a little sister through Big Brothers Big Sisters of Orange County. We also support the Surfrider Foundation, an organization that does excellent work in keeping our beaches and water clean.”

Rob and Michelle are expecting their first child, who will be welcomed into a large and close-knit family. Rob says, “We’re all really outdoorsy. We love the beach and surfing, and skiing in the mountains. No matter what we’re doing, family is most important to us.”

Through integrity, honesty and hard work, Rob and Michelle are providing a service that brings joy and prosperity to families throughout their community. Rob sums up, “We love having a rewarding business that allows us to help other families.”

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Rob & Michelle Weiss First Team Real Estate 32451 Golden Lantern, Suite 210 Laguna Niguel, CA 92677 Tel: 949-285-0943 – 949-285-2675 robweisshomes@gmail.com michelleweisshomes@gmail.com www.weissrre.com CalBRE # 01483933/01945694 ExecutiveAgent Magazine

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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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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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Ways to Minimize Distractions 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:

T

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.

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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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NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

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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

E XECUTIVE AGENT

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MAGAZINE

THERESE FRANKLIN Written by Haley Freeman

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herese Franklin first came to America from Sweden as an exchange student 25 years ago. She earned her master’s degree in social work, and just as she was about to go into her field, she became pregnant with her first child. Looking back, Therese says she feels for-

tunate that circumstances allowed her to stay home with her children. She also sees how she has applied her education throughout her life – in relationships, raising children, volunteer work and in her role as a loan consultant at Finance of America Mortgage.

Tragically, Therese lost her husband several years ago, and her whole life changed course. “My husband had been the main provider, and I had to reinvent myself to make things work. A friend at church who was a broker wanted me to come work for him as a loan officer. Initially, I wasn’t sold on the idea and told him ‘I’m a people person. I need to interact with people.’ I quickly learned that communication and interaction is a large part of this job. I decided to give it a chance, and I got the licensing I needed, including also a Real Estate sales license, and was completely surprised and intrigued by everything I learned.

I fell in love with it.”

Along the way, Therese says she has benefited greatly from other people’s successes and their willingness to mentor her as a professional. She is now an expert in her field who has earned the unconditional trust of her clients and colleagues.

When she joined Finance of America Mortgage, she found a progressive business model and culture that encourages authenticity. “They really do allow folks to be who they are in their individual styles, so each person can become a success as the person they are.

I love the part of my work where I really get to know people. That’s my style. By closing day, I know who people are, their story and where they come from, and how I can help them in the future. I’m here to help with their long-term plans, not just a single loan.”

Her background in social work is a tremendous asset to people who are navigating the stresses and challenges of purchasing a home. “I tell all borrowers at the beginning how important it is for them to work with a loan consultant they trust and click with. It’s a very personal process, and they often don’t realize how much personal information they will have to share.”

She is also bold about speaking the truth. “Sometimes I have to tell people that it’s not the right time for them to refi or buy. But later, when they are in a different place, they say they appreciate that I was honest with them because they know it benefited them.”

ExecutiveAgent Magazine

Therese is supported in providing outstanding service by a whole team of equally dedicated professionals. “I have an incredible team behind me, including my assistant, Kimberly, and my processor, Kristi. They are both great communicators, and it trickles down to our clients. Our managers are also very supportive and quick to respond when something needs to be done. Putting in that little extra is priceless.”

For Realtors®, that seamless service delivery is accompanied by exceptional marketing support. Numerous digital media are also on the menu. “We have a six-touchpoint video that we send out to borrowers through the loan process.

It’s funny and light and adds an element of humor as we inform them about their progress at significant points in the transaction, like, ‘Your appraisal has been ordered,’ or ‘You have your conditional approval. You’re almost there.’ They see my face and their Realtor’s® face. It’s a great way to stay in touch with the client in a personal way.”

Therese remains connected to her heritage by taking her children to visit family in Sweden every summer. They are also bilingual, so Therese keeps her language skills sharp by speaking with her children and reading books in Swedish.

She likes to relax by pursuing artistic inspiration in photography and interior design. Therese and her children are also

dedicated to humanitarian causes, including their hands-on support of an orphanage in Tecate, Mexico.

In her life and business, Therese is a woman of extraordinary courage and compassion who has reinvented herself in a role that employs her greatest talents and allows her to make a lasting, positive impact on others. She is a collaborative partner to agents and a compassionate advisor to her clients. “I have this amazing support behind me here, and that’s who I want to be for others – someone they can trust to advise them through a challenging process with great rewards.”

Therese Franklin NMLS ID 1151840 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200, South Tower Newport Beach, CA 92660 Tel: 949.394.4624 Email: Therese.Franklin@financeofamerica.com Web: www.financeofamerica.com/tfranklin

©2016 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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ExecutiveAgent Magazine

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Letting Go Vs. Giving Up

H

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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EA

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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