FEBRUARY 2018 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

MARCEL HENSLEY Executive Agent of the Month

Inside Features: Daniel Hartwell loanDepot®

Magnolia & Tirsa Realty ONE Group

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EXECUTIVE AGENT OF THE MONTH

Marcel Hensley Keller Williams Real Estate

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INSIDE FEATURES

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10 Magnolia & Tirsa

Daniel Hartwell 4

ExecutiveAgent Magazine

FEBRUARY, 2018 EDITORIALS

E XECUTIVE AGENT

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MAGAZINE

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

How To Be Street Smart On And Off The Street -Tony Alessandra

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The Five Minute Rule -Rory Aplanalp ADVERTISERS’ INDEX - IE City of Hope..........................................................34 iPhotography Studio......................................23 & 36

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Do You Have a Plan for Your Life?

-Jim Rohn

loanDepot®..............................................................2 NAHREP...........................................................................31

PWAOR...................................................................27 The Termite Guy......................................................3

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Ticor Title Company...................................................26

“I Endorse My Agent Because . . .”

-Walter Sanford

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller

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What Is It That You Do -Chris Widener

© Copyright 2018 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.

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The Talent You Already Possess -Zig Ziglar

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Daniel Hartwell

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ur goal is to be the lender of choice and the employer of choice by being a company that operates on sound principles of exceptional value, ethics and transparency.

“I love this quote, because it’s who we are as a company,” says Daniel Hartwell, sales manager for loanDepot in Riverside. “It’s not just a statement on the wall. I’ve been around a long time in this business, and I’ve worked at a few places. This makes us something special.”

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Exceptional Values, Ethics and Transparency Daniel began his industry career working for a prominent title company at only 19 years old. He worked his way up from copy clerk to assistant title officer, and with a desire to stretch further, he transferred to a mortgage loan company. There, he excelled in roles from escrow to processing, and was noticed by the sales manager, who offered to teach him how to originate loans. Daniel grew with the company from broker to banker, eventually taking on the role of wholesale account executive for more than 100 Loan Consultants. As a retail Loan Consultant, Daniel has developed lasting relationships with homebuyers while also cultivating strong partnerships with area home builders and Realtors®.

A few years ago, Daniel met Richard Hedrick, now his branch manager at loanDepot. “I wanted to work with people in the industry who have integrity, and that can be hard to find. But I saw it in Richard and in the company.

The technology and innovation at loanDepot also captured me. Through technology, loanDepot is simplifying the lending experience and redefining the industry. Our loan origination system is something Anthony Hsieh and his tech engineers created. It’s the most amazing LOS I’ve ever seen. It’s our main tool and is completely userfriendly. In addition, our rates are competitive and our fees are lower than the industry standard. We definitely have things to offer here that make you feel good about doing your job. You know you’re giving the client something better.”

Daniel leads a team of seasoned Loan Consultants, all with 10-plus years in the industry. His goal as a manager is to provide the tools, support and information they need to deliver unparalleled service to borrowers and business partners. “More than anything, my job is to stand by them and stay attached to processes and programs. A lot of managers lose touch with the real job their Loan Consultants are doing every day, and it’s hard to lead when you’re out of the loop.”

took me awhile to learn that, but after somebody in my career encouraged me, I finally figured it out. Other than the things they taught me, it was their belief in me that pushed me further than anything else. We have a strong team, and their talents are pretty amazing. I’m blessed in being able to work with people who believe in me enough to follow me. That’s probably the biggest compliment they could give.”

While at the office Daniel is the dynamic leader of a successful mortgage team, at home he is a dad. “Outside of work, that’s my life,” he says. “My husband and I currently have six children, three we have already adopted and three who are foster children. Two have special needs and have grown by leaps and bounds with us. My husband previously worked with special needs kids in the San Bernardino County schools, and he resigned to be home with our kids. His love, determination and knowledge are amazing.”

Throughout his professional journey, Daniel has personally demonstrated exceptional values, ethics and transparency, and he is proud to work with a company that shares his belief in delivering service with integrity.

“The key to this business is creating relationships through excellent service. Clients aren’t just a number here. We value them. We want to establish a personal connection and be their lender for life.”

Daniel Hartwell - Sales Manager loanDepot® 11801 Pierce Street, Suite 200 Riverside, CA 92505 Tel: 760.508.1145 Email: dhartwell@loanDepot.com Web: https://www.loandepot.com/dhartwell NMLS ID 459437

Daniel also bolsters his team’s confidence by providing the moral support they need to succeed. “Sometimes I think people just need someone to believe in them. It Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

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The DNA of Top Achievers

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ExecutiveAgent Magazine

Written By Chris Widener

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f course by now we are all becoming aware of DNA. It is the source code that determines who we are. When we look at DNA we can see what a person will look like, what diseases they may come down with, etc. This has been a tremendous breakthrough for scientists and will continue to be so for some time, I think.

This got me to thinking about what makes up those who are top achievers. Is there a “DNA” to them? Obviously, all top achievers wouldn’t have the same literal DNA but what about a figurative DNA? Is there a common “gene” that they all have? Are there common “genes” perhaps? I think so!

If we could get right down to it, I think these are the genes we would find in the DNA of top achievers: A predisposition to setting high, lofty goals. Top achievers are people who won’t and can’t settle for the status quo. They see average as a place they want to keep in the rear-view mirror. Instead, they continually look for ways to stretch themselves, to get better, to do better, to be better! They set their sights on goals that others have never even thought of. They want to shoot so high that even if they miss, they go higher than everyone else. This is what makes them top achievers.

An ability to focus intently upon reaching their desired destination. Many people can set high goals, but just as many people get sidetracked by one thing or another on their way to those goals. High, lofty goals usually take a while to get there so there will always be plenty of time to be tempted to stray away from the road that is taking you to those goals. Often, those things that sidetrack people are good things, but not the best things. Top achievers do not get sidetracked. They stay focused. They know where they are going. They have an ability to say “no” to the good things in order to get to the best things.

The willingness to personally sacrifice in order to get to their goal. When the going gets tough, many people quit. When the going get tough personally, most people quit. When the going gets tough for top achievers, they remind themselves of the high.lofty goals they have set for themselves. They remind themselves of what an accomplishment it will be for them and that the reward is worth pushing through the momentary trials. They are willing to sacrifice personally in the short-term in order to get the reward and the prize long-term. Keeping their eyes on the big picture enables them to persevere through any personal pain they may experience.

A predisposition to tenacity. Tenacity is the ability to “keep on going.” Tough times? Keep on going! Financial troubles? Keep on going! People are suspect? Keep on going! You look like a dreamer? Keep on going! Tired?

Keep on going! Want to quit and take it easy? Keep on going! Just remember this: Keep on going! The prize is ahead! Many people quit just before they were to get the reward, so keep on going!

The ability to see available resources and to use them accordingly. Those who are top achievers know that they cannot be lone-rangers on the way to the top. No one makes it by himself or herself. Top achievers recognize their weaknesses – the weaknesses that if they don’t cover will keep them from becoming a top achiever! They see their resources and they work to get them into a helping position so they can continue the route to becoming a top achiever.

And they don’t use them, they utilize them. There is a big difference! People, finances, etc are all brought in to help by the top achiever.

A desire to help others achieve more for themselves as well. The top achiever knows that they can make a difference for others by becoming a top achiever. They know that the wealth they make can feed the hungry. They know that the position of influence they achieve can open a door for someone who may not normally get a chance. True top achievers look at how they can bring many with them, not how they can leave many in the dust. People are helped by the top achiever, not trampled upon!

I think if we could get to the DNA of top achievers, the things we talked about above would be at the core and fiber of their beings. What about you? Did you recognize yourself at all? I hope so! The good news about the DNA we are talking about today as opposed to real DNA is that you can go out and work on top achiever DNA whereas you are stuck with real DNA. So if you lack a little in the above-mentioned areas, take heart – you can get better and work on them so that you can become a top achiever!Go get ’em, tiger!

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© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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E XECUTIVE AGENT

Written by Haley Freeman

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MAGAZINE

Magnolia & Tirsa

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agnolia Pinson and Tirsa Samiadji know first hand what it means to achieve the American Dream. Both savvy professional women with many years in real estate, they draw upon their collective knowledge and wisdom as wives, mothers and Realtors® to help guide families to the homes of their dreams.

As a child, Magnolia moved with her family from the Philippines to the U.S., and she remembers well what it was like to “start all over. I saw the value of hard work

that my parents brought to the family, and what it means to have honesty and integrity.” Magnolia began her real estate career by helping her husband with the management of his real estate investment firm. As their youngest child started school, he encouraged Magnolia to get her license and pursue real estate full time. “He’s been my inspiration and motivator, in so many ways. Working alongside of him in the industry the past seven years has really ignited in me a passion and love for real estate. I’m excited to share with what I’ve been taught,” she says.

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Over 19 years, Magnolia and her husband have moved 13 times. “There are so many challenges and stresses that go along with moving,” she continues. “Especially when you have children to consider, finding a great community and a great school is so important. And equally as important is being able to negotiate a great deal for that property that’s the icing on the cake. When I help my clients make these decisions, I think about what advice I would give my family or friends. It inspires me to go above and beyond in the quality of service I provide.”

Tirsa was born and raised in Jakarta, Indonesia, where she earned her degree in industrial engineering before moving to the U.S. to continue her education. After completing a professional certificate program in international trade from a UC Berkeley extension, Tirsa began her career in international shipping. She and her family eventually relocated to Chicago, and later returned to California. As a mother with a growing family, Tirsa decided real estate was the perfect next career choice. She comments, “I’ve moved a lot, and I know how it feels to move to a new area. I know what people are looking for and what they need to think about when they relocate. I enjoy helping people make choices about where they want to live. There are so many areas to choose from in Southern California, and it can be confusing. I can help sort out their priorities in choosing a location.”

Each of these ladies has developed a successful career as an independent agent, and when they met a few years ago, they formed an instant bond. Along with their similar backgrounds and experiences as wives and mothers, they recognized in each other the same faith-base values and dedication to compassionate, professional service. While they each still maintain their own individual clientele, they also work collaboratively in representing clients in the greater Irvine area.

In this multicultural community, Magnolia and Tirsa are well-placed to help families from their home countries and elsewhere to relocate or buy investment properties. Tirsa explains, “I still have many friends and family in Indonesia, and I have helped a lot of foreign investors there to buy houses here. I take pictures and video of every detail of the houses they are interested in and use technology to close a transaction long distance. I can also help explain the dif-

ferences in the process of buying real estate in this country and help put them at ease. Being responsive and reliable is always important, but especially when a buyer is not here or there is a language barrier.”

In like manner, Magnolia speaks fluent Tagalog and is adept at negotiating complex transactions from afar.

Recently, she assisted four Filipino brothers who were purchasing a home together in the U.S. When their mother flew in from the Philippines to oversee the transaction, Magnolia was able to explain the process in their common language and establish rapport. Magnolia explains, “She went back home after we closed with a feeling of trust.

In general, Tirsa and I both love people, and we enjoy working together with people of all different ethnicities.”

The care Magnolia and Tirsa express for people also extends to good works in the community. They regularly lend their support to public schools in the Irvine neighborhoods they work in, as well as to community service projects sponsored by their churches.

Magnolia and Tirsa are dedicated moms who understand the many challenges that go with finding a safe neighborhood, the best schools and the right community for a family to live in. They are also accomplished real estate professionals who are committed to serving people with care and turning their dreams into reality.

Magnolia Pinson & Tirsa Samiadji Realty ONE Group 4010 Barranca Pkwy., #120 Irvine, CA 92604 Tel: Magnolia 760.835.7792 – Tirsa 949.202.7024 Email: magnoliapinson@gmail.com Email: tirsahomes@gmail.com www.realtyonegroup.com/realestateagent/magnolia-pinson-6429255 www.realtyonegroup.com/realestateagent/tirsa-samiadji-5870095

CalBRE # 01953289 / 01949809

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ExecutiveAgent Magazine

The Talent You Already Possess...

By Zig Ziglar

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any people do not realize that Nat “King” Cole started his musical career as a piano player. It was while he was on a trip to California, performing in a night club, that his singing career got a jump start.

The singer who was to have performed that evening was taken ill. When Cole showed up the club owner asked about the singer. When he learned the singer was sick, the club owner responded, “No singer, no check.” That’s the night Nat “King” Cole launched his career. Actually, he had always been a singer but had never recognized and used that talent. Those of us who remember him as a person and as a talent consider him one of the true greats in all of entertainment. His music was spell-binding, soft, melodious and heart-warming. Unforgettable titles are “Unforgettable,” “Ramblin’ Rose,” “The Very Thought of

You,” “L.O.V.E.,” “Straighten Up and Fly Right,” “Mona Lisa,” “When I Fall In Love,” “Too Young,” “Sweet Lorraine,” “Nature Boy,” “Love Letters,” “For All We Know,” “The Very Thought of You.” I tell this story because you might be like me, unable to carry a tune. I certainly can’t, but I’m convinced that you have a song to sing, and here’s hoping you will take a different view of what you can do with the talent you already possess.

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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“I Endorse My Agent Because . . .”

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ExecutiveAgent Magazine

Written By Walter Sanford

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s you know, third party endorsements really can be a valuable tool to help you build credibility and value in a competitive real estate market place.

Remember, you have to have lead-generation tools in place, implement them, prepare a CMA, make a presentation and, with all that, if you don’t get the listing you can lose thousands of dollars.

Testimonials are someone else saying you are good at what you do. This becomes the truth. Having endorsements in writing makes this tool even more valuable and, when presented in the pre-listing confirmation package, it provides the necessary impetus to push you over the top.

If you serve your customers well, a few will send you letters every now and then, but you can be pro-active in your sales efforts by learning to ask for letters by saying, “Would you be willing to find a couple of minutes to put what you just said to me in writing and send it to me on your letterhead?”

Seldom, will anyone refuse to write such a letter.

However, getting them to follow through on that agreement is another issue. If you just leave it at that simple request you get a small percent of the letters promised. People don’t mean to break their word, they are just busy. So to keep the process going, send them a note thanking them for their kind words and thanking them “in advance” for the letter they will be sending. This is a subtle reminder to keep their word.

If you haven’t received the letter within a month or so, and the person is an important influence, call him or her on the phone. The client often brings up the letter first and apologizes for not getting it out to you yet.

Say, “That’s OK. I know you are really busy. Here’s an idea. Would it be helpful if I put a few thoughts on paper for you? You can edit or rewrite all you like and then send it to me on your letterhead, OK? People usually agree to this. I have collected dozens of letters this way. You may feel this is a very gutsy question to ask, and perhaps it is, but seldom does anyone refuse.

The letters customers write themselves are usually better than yours, so resort to helping them only when it’s

a letter you really want and they are dragging their feet.

Remember, always work off a closing checklist. Mine requires that I receive a testimonial letter before I can put the file away. Let me say that again: You cannot take the file off your desk until you receive a testimonial letter!

There are a few things I like to include in a testimonial letter and these are some of the most important points.

You might want to even give your seller a primer on how to write a testimonial letter. This really may be going the extra mile. It always worked for me. Here is mine: Dear Mr./Mrs. Johnson, Thank you once again for putting your thoughts in writing about our business relationship. In the past, some of the best testimonial letters I have received include some of the following points. One of the greatest favors you could do for me would include some of these points.

Please remember, the most difficult task I have in this business is replacing clients such as yourself. #1. Please outline the nature of the challenge or problem you had prior to your meeting me. #2. How professional and effective were my presentations of options? #3. Could you discuss your satisfaction with me and my team? #4. How easy and pleasant is it for you to work with me and my team members? #5. Do you have any present plans for further or ongoing use of my realty services? #6. Could you please explain either the high value, appropriateness or importance of any insights I might have brought to light at our first meeting?

Thank you so much for your help. I can’t tell you what your endorsement will do for my business?

Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.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: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

MARCEL HENSLEY Executive Agent of the Month

ExecutiveAgent Magazine

MARCEL HENSLEY Written by Haley Freeman - Ian Wiant Photographer

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arcel Hensley was only 6 years old when her family moved from the Philippines to the United States. She remembers innocently asking her mother how long it would take for her hair to turn blonde, as she grappled with life in this place where everything was new: the people, the language, and the customs.

Marcel’s parents worked hard and set high expectations for their children. After graduating from Arizona State University on a Friday, Marcel jumped right into the corporate world the following Monday. She spent a successful 11-year career in consumer food sales representing

industry giants including General Foods, Dreyer’s Ice Cream and M&M’s-Mars.

During a rewarding but rigorous career that involved frequent travel, Marcel became a wife and mother. She eventually sought a change of course, one that would allow her to make use of her extraordinary corporate training and sales experience, while remaining close to home and family. Soon after relocating to the Murrieta-Temecula area, she launched her second career in real estate. True to her ambitious nature, Marcel earned the title of Rookie of the Year at Coldwell Banker, and the following year, she was the company’s top salesperson in Temecula.

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“As I was getting busier, I decided it would be good to have some people help me, so I began building a team. My assistant is a licensed agent who has been doing real estate longer than me, and my buyer’s agent is actually a broker.

I think our team of three is just the right size. I don’t want to get so big that I’m not able to stay personally involved. I want to maintain contact with clients throughout the transaction. We use our collective knowledge to give clients the best possible customer service. We’re on the phone all the time, and we pick up when people call. We all work really hard, and we’re always available for clients.”

Since 2006, The Hensley Group has maintained their spot as the top sales team at Keller Williams in Temecula - the region’s largest real estate brand. According to Marcel, it is all the result of putting clients first. “Our goal is not to conquer the world; it’s just to give good customer service. We want clients to be well taken care of from beginning to end. I always put myself in the customer’s shoes and think, if I were them, what would I expect from me? I would expect a lot, so I believe they expect the world from me. And I do my best to deliver.”

From her training in corporate America, Marcel gained the poise to handle complex transactions and contract negotiations with confidence. “In the companies I worked for, I got exceptional professional training in sales, marketing and customer service, and I was always willing to learn. As part of my job, I had to do presentations in front of large groups and decision makers in companies. I don’t think I’d be as good an agent without that background. It helped to make me a more complete real estate professional.”

Marcel and her team maintain a local focus, assisting buyers and sellers in Temecula, Murrieta and the surrounding communities. “We are very specific about the cities we specialize in. We know everything about these cities - every neighborhood, street, school, park, HOA and nuance - without spreading ourselves too thin. We’re great in these communities, and no one knows them better. If someone needs help in another area, we will refer them to a good agent who knows that area as well as we know ours and can give them the service they deserve.”

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Working in such a small community makes it easy to stay in touch with past clients, since she will always see them again. Marcel has earned a stellar reputation for professional service with integrity, and most of her business now comes from repeat and referral clients.

No one does a better job of recommending Marcel and her team than their clients. Among dozens of five-star reviews, here are comments from two recent sellers: “When we decided to sell our home in Temecula, it felt natural to call Marcel Hensley as we had seen so many Sold signs with her name in our neighborhood. Marcel’s knowledge, expertise and experience were apparent upon meeting her, and we knew she would be an excellent choice to sell our house. She showed up very prepared with high-quality marketing materials and comps, and patiently walked us through the steps of selling our home.

Marcel was always available and seamlessly resolved any issues, so we never felt any stress. I can’t say enough good things about Marcel and her team at the Hensley Group. Marcel remains positive, upbeat and professional every step of the way, making you feel like you are her most important client.”

“When it came time to list our home we interviewed several real estate agents. When Marcel came over we immediately knew she would be the agent for us. She was professional, warm, knowledgeable, and responsive.

She arrived prepared to move forward. No expense was spared, the advertising for our home was top notch, and Marcel was there when photos were done to ensure the home looked its best. As a result, Marcel got us above asking price on our home and in escrow within a couple of days of listing. In the end, Marcel felt like family and like she truly cared about us, our home and our future.”

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HONESTY TIED WITH CARE Marcel has been married to her husband, Jon, for 25 years. They have two sons, Hayden and Kyle, and an English Bulldog named Dutch. While Marcel remains a loyal Phoenix Suns fan from her days in Arizona, and Jon hails from Oregon and is a Ducks fan, the family comes together over their love of tennis. Marcel’s favorite player is Rafa Nadal. Marcel is also a passionate supporter of the American Society for the Prevention of Cruelty to Animals (ASPCA).

tion of a friend. She says, “I love living here, and I love what I do. I go the extra mile for clients because I care. I will do what’s best for them the same way I would for my family or my best friend. Our team always has the best interests of our clients first, whether it benefits us or not.

It’s honesty tied with care.”

One client summed it up well: “Marcel and the Hensley Group are the best Realtors® in the Temecula Valley true professionals in their market!”

Having experienced the challenges of moving across both international and state lines, Marcel is a compassionate real estate professional with a genuine desire to help families find their place in the community with as little strain as possible. She has the knowledge to provide expert guidance, while delivering service with the dedica-

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Marcel Hensley – The Hensley Group

Keller Williams Realty, 27290 Madison Ave., Ste. 200 Temecula, CA 92590 - Tel: 951.719.0355 Email: Marcel@TheHensleyGroup.net Web: www.MarcelHensley.net - CalBRE # 01393996 ExecutiveAgent Magazine

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ExecutiveAgent Magazine

Do You Have A Plan For Your Life?

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hen you are a person of character, you know who you are and where you want to go.

You’ve already spent a great deal of time thinking about it. You’ve been working on the parts of your personality that will make you better—your attitude, your health, your time-management skills. You’ve been putting it all down on paper. And you’ve developed positive self-direction.

As you talk with yourself every day, how often do you ask, Is what I am doing today getting me closer to where I want to be tomorrow? Because here’s what you don’t want to ever do: kid yourself. Kid your neighbor and kid me and kid the marketplace if you want to, but don’t kid yourself. You can’t wait around with your fingers crossed hoping you’ll arrive at a good destination when you’re not even headed in the right direction. You say, Well maybe the wind will take me. There’s a chance, of course, but it’s about as likely as winning the lottery. You’ve got to take charge.

Ancient scripture says that hope, if it’s delayed long enough, can make the heart sick. You’ve got to ask yourself often, Am I performing the disciplines that are taking me in the direction that I want to go? I don’t want to delude myself and think I’m on the way to financial success when there’s not a prayer. I don’t want to delude myself into thinking there’s someone else who will take care of it. Nobody else is going to take care of it. Nobody else is going to take care of me.

What if all of your negative-thinking relatives turned positive? What would that do for your fortune and your future? Not much. If prices came down a little, what would that do for your sophistication and your culture?

Not much. If the economy gets a little better, what would that do for you? Not much.

If you don’t make plans of your own, you’ll fit into someone else’s plans. And what do you think they have

planned for you? Not much. Most people wake up every morning counting on this “not-much” list. And that’s all they have: not much. Not much hope. Not much promise.

Not much progress. They’re driving what they don’t want to drive, living where they don’t want to live, doing what they don’t want to do.

Forget the thief waiting in the alley to snatch your purse. What about the thief in your mind? He is tempting you to become lazy, not stimulated by thoughts and questions. Don’t become a victim of yourself. Ask yourself these questions: • Is this the direction that I want for my life?

• Is this someone else’s direction?

• Is it a goal that has been ingrained in me since my childhood?

• Is it my parents’, my spouse’s, my boss’s or my children’s?

• Is it mine?

Ask yourself these questions. Get into the debate of your inner mind.

• What am I doing that works?

• What am I doing that doesn’t work?

Debate it all. Work with your mind to figure out the best possible direction for you. This is your self-direction.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com.

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THANK YOU FOR MAKING THIS THE BEST GOLF EVENT TO DATE!

For more information on the PWR Charity Foundation, please visit: www.pwr.net/pwrcharity

How To Be Street Smart On And Off The Street

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ExecutiveAgent Magazine

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thief looks at two houses on a street -- both are large and well kept, so he is assuming there are great steals in both houses. Both are dark and empty -- all the neighbors are at a block party down at the end of the street. Both houses are exactly the same - except that the house on the right has an alarm system, and the house on the left does not.

Which house do you think this thief is going to go for?

Same thing for muggers. Do you think a mugger is going to go after someone walking confidently, paying attention to her surroundings, aware of where she is going? Maybe, but he’d more likely go for the person shuffling along; wearing heels so high they’re hard to walk in, let alone run in; distracted on a cell phone; scanning a map worriedly.

Call it awareness; call it survival skills; call it Street Smarts. Whatever you call it -- have it!

Street Smarts is not just for keeping you safe --it is an essential business tool. Street Smarts-borne skepticism will allow you to negotiate will ease and skill.

For example, once I was in negotiations for a project with a publishing company about my royalties. From conversations with colleagues, I knew that 3% was an accepted target, so that is what I went in expecting.

I could tell right away that these guys were people I could joke around with, so my first offer was 50% which made the publishing guys look at each other, speechless, before they started laughing. So, they countered me at 10%! I guess they thought I was serious. So, I paused, moved my head back, and squinted, really considering their offer. “Hmmmm, is that fair?” I asked. After much deliberation and some hesitation, which made them feel better that they were playing hardball, I accepted their offer. I walked out of that office ecstatic. I got 10% royalties just because I was able to use my Street Smarts to analyze the situation and interpret the best way to approach it.

“In any pursuit in life there is a formal knowledge base and an informal knowledge base. The formal knowledge is what you are told. It is what you get in the manual when you start a job. It is what you get in the course work in college. Informal knowledge is everything they do not bother to tell you. Moreover, usually that is the stuff that makes the most difference. It is the stuff they cannot say and would not say

if they could. That is why we call it tacit knowledge.. It is what you learn from your environment. You might say it’s the unwritten rules of life.”

According to Dr. Robert Sternberg of Yale, this informal knowledge, or Street Smarts, is a far better predictor of managerial success than academic performance. He even said a very high I.Q. could be a detriment to managerial success.

“I don’t think Street Smarts has anything to do with big cities or small cities,” Sternberg said. “It’s no longer a negative term that conjures up images of street gangs or con artists. There is no denying that street smarts has its roots in the impoverished areas of inner cities, places in which people had to develop certain abilities just to survive physically; but just as blues singers are no longer slaves, street smart people are no longer just city-dwellers. They are born, raised, live, and work in all types of environments.

“So how do you learn to be street smart? One of the critical things is just your attitude. You must have an attitude that this is something that matters -- something you can use to your advantage. So a big part of learning is motivational. It is almost a prerequisite for developing it. Then you have to seek out the information from other people, from your environment, and from within yourself. The first is done by observing Street-Smart people and asking questions of mentors.

The second is done by paying attention, both inwardly and outwardly. You have to let the knowledge you already have come out-and we all have more than we might give ourselves credit for.”

Above all, it takes experience, constantly adjusting your attitude to make the most of every situation.

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© 2006, Tony Alessandra. All right reserved. For information about Tony’s keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com ; http://www.FrogPond.com.

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HISPANIC REAL ESTATE'S MOST

The Five Minute Rule

S

ixteen years ago, I was flying home from a speaking engagement reading the results to a survey about how much time the average father spends each week with his children. There were two criterias: It had to be one-on-one conversations and those conversations had to be done in a normal tone of voice. The national average?

Seven minutes a week. That’s not seven minutes a day; that’s seven minutes a week!

This same survey also tracked the amount of time a husband spends talking to his wife-again, one-on-one and in a normal tone of voice. Twenty-seven minutes- for the week!

Sixteen years ago I only had two children. So, I decided to keep track of how much time I was spending with my children and my wife, one on one, quality time. When I tallied up the minutes, I was blown away. I was very close to the national average. I decided in that moment to do something about it. I created The Five-Minute Rule.

The Five-Minute Rule in a nutshell is this: Take five minutes every single day to be alone with a loved one and tell them why you are grateful to have them in your life. Five minutes. Very, very simple. Very, very easy.

And very, very important. More important than eating supper, picking up email messages, talking on the phone or watching the news.

The first time I practiced The Five-Minute Rule with my son Brandon he was 10 years old. He was skateboarding with his friends across the street and I called him over. “Son, have I ever told you it was my generation who invented skateboards?” He said, “What do you mean, dad?” “Well, they didn’t cost $197 like yours. We took our old steel roller skates apart and nailed them on the bottom of a two-by-four board.” “Dad, how come you’ve never told me this before?” “Oh, I’m sure I have son, you probably weren’t listening.” “No, dad.

I would’ve remembered. I love skateboards.” So, I told my son about the games we played with our skateboards.

How we pretended we were in the Olympics. How we created a course and timed each other with a stopwatch.

Whom ever had the best time out of two runs got to keep the trophy in their bedroom window for a whole weekuntil the next Saturday. “What a great idea, Dad. Do you have anymore stories?” Brandon and I sat on the curb and talked for another 20 minutes. Then I told him to go

back and play with his friends. But before he left, I told him about The Five-Minute Rule and how it was going to become part of our lives.

I watched my son pick up his skateboard and cross the street. A lump formed in my throat. I was standing in the middle of my driveway, tears streaming down my face and my boy turned around, saw me wiping tears away, ran back across the street and gave me a hug.

That’s when the power of The Five-Minute Rule hit me full force. I knew I had to repeat it right then and there with my daughter Natalie. So, I knocked on the door to her room and said, “Natalie, lets go for a walk.”

I knew I had to get her away from the telephone and her homework. “I want to talk to you. “ “What’s the matter, dad?” “Nothing’s the matter. I’m just very happy about what’s going to happen.”

We started out around the block. It took us about fifteen minutes and when we got back to the front door she said to me, “Dad, did mom talk to you?” “No, princess.”

“Then Dad, I need to talk to you about something.”

Natalie and I walked around the block three more times. I learned more about my daughter in those 45 minutes than I had in the last 45 days.

It’s called The Five-Minute Rule. Take five minutes each day with each of the people that are important in your life. At home. At work. On the telephone. Fives minutes to tell someone you love how much you appreciate them and how important they are to your life.

Rory Aplanalp has impacted the lives of more than one million people across the globe. He then founded his own company, Human Resource Development, a leader in the sales training field. For more than fourteen years, Rory was affiliated with Franklin Quest/Franklin Covey and was distinguished as their top seminar and keynote speaker. Copyright© 2001, Rory Aplanalp. All rights reserved. For information about Rory’s speaking and training programs, please contact the Frog Pond Group at 800-704-FROG (3764) or Susie@frogpondgroup.com; http://www.frogpondgroup.com.

Written by Rory Aplanalp 32

ExecutiveAgent Magazine

“Take five minutes each day with each of the people that are important in your life.�

ExecutiveAgent Magazine

33

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

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

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