FEBRUARY 2020 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Ben Escalera Executive Agent of the Month

Inside Features Steven Chacon Julie Prigmore

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RICHARD HEDRICK

NMLS# 1059650 District Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

ONTARIO BRANCH

RIVERSIDE BRANCH

TEMECULA BRANCH

SAN JUAN CAPISTRANO BRANCH

(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591

(909) 912-7835 21804 Cactus Avenue, Suite 102 Riverside, CA 92518

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

*Closing times may vary depending on the terms & conditions of the loan. loanDepot.com, LLC (NMLS# 174457, www.nmlsconsumeraccess.org) and mellohome (Texas brokerage license #9006745) are sister companies” loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (082919 244177)

EXECUTIVE AGENT OF THE MONTH

Ben Escalera Berkshire Hathaway HomeServices

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Inside Features

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Steven Chacon

Julie Prigmore

loanDepotÂŽ

Century 21 Award ExecutiveAgent Magazine

Inland Empire - February, 2020 Editorials

E XECUTIVE AGENT

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MAGAZINE

Developing Competence -Tony Alessandra

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

ADVERTISERS’ INDEX Sales Tip – The Correct Enthusiasm -Bob Burg

City of Hope..........................................................34 Finance of America Mortgage...................................36

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iPhotography Studio...............................................23 Kinecta Federal Credit Union................................29 loanDepot®....................................................2 & 14

Shifting Perspective For Phenomenal Rewards -Mark Victor Hansen

NAHREP...........................................................................28

SRAR...........................................................................25

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The Termite Guy......................................................3 VAREP.....................................................................15

A Dollar and Some Ambition -Jim Rohn

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Photography: iPhotography Studio, Michelle Fairless Photography, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2020 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.

The Efficiency Curve -Brian Tracy

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E XECUTIVE AGENT

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Steven Chacon Mortgage Advisor Written by H. K. Wilson

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teven Chacon, Mortgage Advisor at loanDepot in Ontario, understands first hand what it means to achieve the American Dream. He grew up in South Central L.A., raised by a single mother. “Me, my mom and sister had nothing,” he says. “All I wanted to do was make my family proud. I remember seeing a television commercial that showed a classroom of kids on career day. One kid stood up and said, ‘My mom works for Bank of America.’

After that, I decided that I’d go into banking.”

Steven followed his childhood dream into the banking sector, where he quickly demonstrated a knack for customer service and the logistics behind it. For seven years, he worked in retail banking, and he crossed over to mortgage lending in 2008. “My peers and mentors saw the potential in me and pushed me forward to get my foot in the door in mortgages.”

Along the way, Steven developed a particular expertise working with home builders and their clients. In 2019 he joined loanDepot, drawn by its leading edge technology, innovative lending programs and unique builder platform. “In the end, the service here is what tipped my decision. It’s truly like a family, where everybody has the same focus and goal.

My wife knows when I get home if I had a bad day before I say anything. It’s the same with clients.

When you pick up the phone or meet with them, they can sense if you’re working for a good company and like what you’re doing. If you’re happy going to work, it will reflect in your work. I felt like that was part of the value I was getting when I came to loanDepot.”

Having worked with some of the largest banking institutions in the world, Steven says that loanDepot’s flat management style and open internal communication make it possible to deliver seamless and consistent customer service. “In the past, I’ve had to fight with underwriting, processing and management to get deals done. Here, they already have it figured out for you. I really like our open door policies. I can communicate with the head of production for all of the Western United States, or anyone, no matter how high up they are in the company. I love that everyone is so proactive about solving problems and making sure the client is taken care of.”

ExecutiveAgent Magazine

Building Connections That Last A Lifetime Maintaining communication with buyers is the key to a smooth close of escrow, whether it is a resale transaction or new construction. “What Realtors®, builders and clients need from us is communication on at least a weekly basis, and technology is a big part of that. Realtors® can take a look at the process and see where a client is, what is still pending and what is needed. The client also receives regular alerts to let them know when they have reached a milestone. Depending on my clients’ preferences, I have regular communication weekly, whether it’s just to say that nothing has changed or to keep in touch on any questions. It’s very important to have a dialogue on a regular basis to remind them what they need to keep doing and what they need to avoid, like not to quit their job or buy another car, because of how it will affect their prequal.”

Working with clients through the process of purchasing a newly built home requires special knowledge. “Purchasing new construction is different from resale,” Steven explains. “Sometimes clients come to me with a competitor’s estimate. I love those situations because I can tell on the spot when the competition has no idea how to take an application for builder business. The fees are completely off.

For instance, in California, the buyer has to pay the recording fee out of pocket. If it’s resale, the seller pays it. That can amount to $2,000 to $3,000 in closing costs. They’ll get the bait and switch at the closing table and then not understand why they were misquoted. I give them the knowledge to make the decision for themselves.”

accommodate all kinds of buyers. “Three of the top products I’m using right now are our down payment assistance programs; our 12 month bank statement loan, which is huge for self-employed borrowers since we can look at either personal or business bank statements; and our foreign national loan, which allows foreign nationals to purchase as long as their assets are here for at least one month.”

From his humble beginnings, Steven made the decision to improve his life and spend his career helping others improve theirs. “I’m so blessed to be in a career I love where I can give back. I know how hard it can be to buy a house and manage your finances. It’s not a job to me. A job is having to wake up and go to work. For me, I get to wake up and do what I love, and it reflects in the way I do business.

I’m building connections that last a lifetime.”

Steven Chacon, Mortgage Advisor NMLS # 669261 loanDepot® 3281 E Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 323-240-3065 stevenchacon@loandepot.com www.loandepot.com/loan-officers/stevenchacon

In addition to the fully underwritten approvals and longterm rate locks that make it easy to buy a newly built home through loanDepot, the company offers an array of unique lending products designed to

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.

ExecutiveAgent Magazine

A Dollar and Some

Ambition

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ExecutiveAgent Magazine

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ach of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less. To try less and discipline ourselves less.

These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice. To do or not to do. To be or not to be. To be all or to be less or to be nothing at all.

Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every moment that we can, the best that we can, for as long as we can?

Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings.

Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results! And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become.

Jim Rohn was a leading author, speaker and business lecturer. He is the author of 7 Strategies for Wealth & Happiness: Power Ideas from America’s Foremost Business Philosopher , among other fantastic books and audio programs.

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E XECUTIVE AGENT

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MAGAZINE

Written by H. K. Wilson

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ealtor® Julie Prigmore is an Orange County native who has lived in the Inland Empire for more than 30 years. She began her real estate career in 2000, and she is one of a few agents who has spent her entire career with the same company. She has adapted through many market ups and downs, acquiring the skills necessary to best serve her clients in changing markets.

Julie began her career as a residential listing agent and corporate relocation expert. When the market crashed, many relocation properties became corporate owned, and she transitioned to corporate real estate. This opportunity also opened the door to handling bank-owned properties. She explains, “It was a good springboard to working directly with the banks, since there is more written work you have to do and certain reports and market analysis.”

Today, as a member of CENTURY 21 Award Superstars, Julie works in Moreno Valley and the surrounding areas with an emphasis on bank-owned properties and investors. She still handles traditional purchase and sale transactions upon request. “I list bank-owned properties for several different banks, and I work primarily with investors who have properties they’d like to sell.”

Julie says she enjoys working with all market segments, as each has its own unique rhythms. “When I’m working with regular folks, it’s rewarding to give someone the keys to their new home or help them

move on to whatever they need to do next in life.

With bank-owned and investors, it’s more business driven and a lot less emotionally taxing. Most bankowned properties are in horrible condition, and the bank will rehab with the priority to sell to an owner occupant. It’s gratifying to help take the property back to the standards of the neighborhood, knowing that we will be putting a family into a nice home, while at the same time raising property values by improving the community. Sometimes, certain banks want me to be part of the buying and rehabbing process. I have a broad list of vendors I’ve worked with over the years, and it’s fun to see the transformation happen. The investors I work with are currently flipping properties.”

ExecutiveAgent Magazine

Everything a Realtor® Should Be Julie’s strong communication skills, market knowledge and reliability are reasons her clients repeatedly come back to her and refer others. She has received many heartfelt Zillow reviews like this one: “I’ve worked with Julie on multiple transactions since 2005. Her market knowledge cannot be surpassed.

If you are interested in buying or selling a property from vacant land to a multi-unit building, you will be doing yourself a service by contacting Julie. She is everything other Realtors® are not — responsive, knowledgeable and honorable.”

Another client commented: “Julie is one of the most honest and kind real estate agents I have ever dealt with. During the whole process of selling our home she made it easy, even when unforeseen circumstances came about. I would, without any reservation recommend Julie to sell your home, as she will not only sell your home with a professional touch, but will go the second mile for your benefit.”

therapy dog. I did all the training with her, and now she visits facilities in the area. It’s been a lot of fun working with her.”

To celebrate her milestone 50th birthday, Julie took on the challenge of running her first half marathon in La Jolla in 2019. “It’s something I’ve always wanted to do, and I thought it would be a great way to celebrate. It was so hard, but I really loved it.

I’m preparing to do Chip and Joanna Gaines’ Silo District Marathon in Texas in the Spring. My boyfriend is going to do it with me.”

Now entering her 20th year in the industry, Julie has more than 15 years of experience in corporate relocation and 10 years’ experience working with bank-owned properties. Few agents possess her depth of market knowledge or can match her in customer service. She says, “I genuinely care about doing a good job for clients, no matter who they are.”

Julie is a proud military mom whose two sons have both served. “My oldest son is out of the military now. He was in the National Guard working with a Canine Explosive Detection team. His dog is a yellow Lab named Vanna. Now he is working for a national security firm that handles events and getting to hang out with his dog. My younger son is on active duty in Afghanistan and is based in Colorado.”

A love of animals is something the whole family shares. “I have two dogs, a Lab and a Shepherd, and a cat who is a Garfield wannabe. My Lab is a

ExecutiveAgent Magazine

Julie Prigmore CENTURY 21 Award Superstars 160 N. Riverview Drive, Suite 350 Anaheim Hills, CA 92808 Tel: 951-741-6588 Email: JuliePrigmore@aol.com Web:https://julieprigmore.c21.com DRE #01278020

Developing Competence

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ompetence goes beyond having a specific expertise. It certainly means being knowledgeable and skillful in your field. But it also means possessing a problem-solving ability that goes beyond your own specialty. If you don’t know the answer, or how to fix the problem, with competence as an ability, you know how to go about getting someone who does. Competence means having a can-do attitude and following through on it.

We all know Incompetence when we see it. I speak a lot in public and once in a while I run into a situation where the person handling the technical aspects of the event – the “AV” as it’s called, for audio-visual – doesn’t know what to do when something goes wrong. There’s feedback in the microphone, or the projector is showing the slides crooked, and the person, who obviously hasn’t had the right training for the job, looks hopeless. Sometimes they look at ME to see if I know how to fix it.

I’m happy to say the great majority of the time I work with people who are truly competent at what they do. When something goes wrong, like a buzz in the PA system, for instance, they may not know exactly where it’s coming from, but they know how to troubleshoot to find it. They check one piece of equipment, and then another, and then another, until they find the problem.

Exhibiting competence in knowing what you’re doing, or knowing how to get something done, is

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communicated to others in a variety of ways. There’s the obvious level of actually being able to do what you say you can do.

Your “non-verbals” – how you look, the sound of your voice – go a long way toward conveying competence. So does the style of behavior you choose -whether you come across as a very casual person, or as someone who’s a professional and takes herself seriously. Notice I said, “The style of behavior you choose,” because you do have a choice.

And that’s my tip on competence: you can choose to behave in a way that exudes competence, or you can choose to undercut what skills you do have by looking and acting as if you’re not sure of yourself.

Your ability to gain influence with other people is dependent on how they see you, whether they judge you to be trustworthy, and whether they think you really know what you’re talking about, or can manage the tasks you claim you can. You’ll go a long way toward gaining that trust when you’re able to impress them with your competence.

Dr. Tony Alessandra has authored numerous books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. If you would like more information about Dr. Alessandra’s books, audio tapesets and video programs, or about Dr. Alessandra as a keynote speaker, visit his website at www.alessandra.com.

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THE FUTURE OF LENDING meets

THE FUTURE OF REAL ESTATE HOW IT WORKS

loanDepot aggregates digital inquiries, pre-qualifies buyers and works with our sister company, mellohome to match them with local real estate agents!

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BORROWER(S)

LOAN CONSULTANT

CONCIERGE

REAL ESTATE AGENT

Borrower(s) complete an online inquiry and connects with Loan Consultant.

loanDepot Loan Consultant establishes relationship, gathers info, pre-qualifies the client and continues to work with the borrower until they are ready to begin their home search.

Borrower is referred to mellohome concierge team member to be matched with an expert local real estate agent.

Top local real estate agent connects with borrower and begins helping them find the home of their dreams.

Contact me to learn about what mellohome can do for you! loanDepot.com, LLC (NMLS# 174457, www.nmlsconsumeraccess.org) and mellohome (Texas brokerage license #9006745) are sister companies. (021919 178856)

RICHARD HEDRICK

NMLS# 1059650 District Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

ONTARIO BRANCH

RIVERSIDE BRANCH

TEMECULA BRANCH

SAN JUAN CAPISTRANO BRANCH

(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

(909) 912-7835 21804 Cactus Avenue, Suite 102 Riverside, CA 92518

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

119 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

OUR FIVE POINT PLAN 1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities.

2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services.

3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families.

4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program.

5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

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: Fred@ExecutiveAgentMagazine.com Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Ben Escalera Executive Agent of the Month

ExecutiveAgent Magazine

Ben Escalera Leading With Integrity and Compassion Written by H. K. Wilson - Ian Wiant Photographer

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ealtorÂŽ Ben Escalera is a true American success story. Despite his humble beginnings in Watts, Ben emerged from his underprivileged neighborhood as a responsible, kind and productive individual who excels as a man of faith, family, community and enterprise. He attributes his work ethic and personal values to his parents, Luis and Irma Escalera, who taught him to always be a force for good in the world.

As a teenager, Ben began working in retail and, by the time he was in his early twenties, became a regional man-

ager in charge of 40 stores. With a young family to care for and a strong entrepreneurial drive, Ben finally sought his real estate license. He began his career working alongside a top producing agent, where he formed good habits that would guarantee his future success. Ben did well in real estate, but he took a four-year sabbatical to pursue a lifelong dream of working in law enforcement. After a successful stint in Law Enforcement, he returned to California and real estate. Today, Ben is a top-producer at Berkshire Hathaway HomeServices in Beaumont, where he is currently building a team of agents.

ExecutiveAgent Magazine

With a practice focused in the Sundance community where he also lives, Ben is a recognized figure who is known for his real estate expertise and care for his neighbors. He also does a large volume of business with the Hispanic community. “With my background being from L.A., I can understand the needs and challenges the Hispanic community have, and what they went through to get to the point of calling me. With that connection, I’m really able to break down their true needs. So many tell me that other agents didn’t want to help them. I think agents hear the word ‘mobile home’ or see a transaction under $200,000 and disregard the client. I don’t care

what the purchase amount is; I care about the relationship.”

Ben’s clients appreciate his honesty, diligence and market expertise that make the experience of buying or selling a home a happy occasion. Many have expressed their gratitude with five-star reviews like this one: “Ben worked with us and helped us find the house with the specifications we wanted. He was very helpful and supportive during the whole process. We highly recommend Ben because he is diligent and takes into consideration the client’s perspective and needs. Two thumbs up for him!”

ExecutiveAgent Magazine

Another shared: “As a first-time homebuyer it is overwhelming buying a home with all the details that go into buying, and Ben walked me through this process every step of the way. What I was most impressed about Ben was that he was always one step ahead of all my timeframes. I also knew I could get a hold of him over the weekend and late into the evenings, as I work a lot, and my schedule was so busy. It was a happy buying time for me, he took all the stress out of buying a home. I am happy to refer him to all my friends and family because I know they will be in good hands.”

One of Ben’s spanish speaking clients had this to say: “Muy buen real Estate de lo mejor que hay en inland impire

te explica todo lo q uno acupe i te ayuda a escoger la casa d tu sueños i tiene mucha pasensia para buscarte casa.”

As a leader in the industry, Ben helps his colleagues learn from his own successes and mistakes. Many are surprised when they learn that he advocates making money for the purpose of giving it away. “You can teach people to make a lot of money, but I’ve found that the only way it will make you happy is if you give it away. The charity side of business is what a lot of people don’t understand or want to do. But it should be part of your budget in terms of how much you want to give back, to who, why, how often and for how long.”

ExecutiveAgent Magazine

Giving back is a uniting activity in Ben’s family. “My wife, Sandra, has been my support since we were 19. My children have grown up to understand the Word of God and the meaning of charity. They all serve faith-based causes and go to charity events to help. I’ve also been fortunate to work with my dad on some charity projects over the years. Together with the charity groups we’ve sent several ambulances and fire trucks to Mexico, and helped to build schools and retirement homes. My family and I are sponsoring three children at the moment. That’s where making money really makes you happy. Every year I set goals based on my philosophy and my family’s needs. I have kids in college, and they need stuff. But my

driving force is how much I can give away. In turn, my family participates, and they’re happy.”

According to Ben, his motto is “God, Family and Real Estate.” As such, clients can feel confident that they are dealing with a person who is honest and will always act in their best interests. “If something is not pleasing to God, then it’s not going to happen,” he says. “I am committed to serving my clients with integrity and compassion.”

ExecutiveAgent Magazine

Ben Escalera Berkshire Hathaway HomeServices – Perrie Mundy Realty Group 1484 E 2nd St., Beaumont, CA 92223 Tel: 323-620-4274 - Email: yourcommunityagent@gmail.com Web: https://www.realtor.com/realestateagents/benjamin-escalera___2189613_671644508 DRE # 01753823 ExecutiveAgent Magazine

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Executive Agent Magazine www.ExecutiveAgentMagazine.com 949.366.3349 Info@eamag.net www.ExecutiveAgentMagazine.com 949.297.8323 Fred@ExecutiveAgentMagazine.com

2020 FREE COMMERCIAL CLASSES IN JANUARY All Classes Taught by Professional Practitioners and held at the Southland Association of REALTORS® Van Nuys office located at: 7232 Balboa Blvd, Lake Balboa, CA 91406

Brian Hatkoff, CCIM

Heather Boren

The ABC’s of Commercial Real Estate

Introduction to Leasing

January 22, 2020 9:00am - 10:30am

January 29, 2020 9:00am - 10:30am

An Introduction to the practical applications of Commercial Real Estate and how it differs from Residential Real Estate.

An introduction to leasing of Commercial properties which touches upon the different types of properties including Retail, Office and Industrial.

For More Information on The 2020 CI Series Visit: Commercial.srar.com Or call Vince at (818) 947-2268 to register

2020 - Preparing Tomorrow’s Leaders Today Learn about Governmental Affairs & Advocacy, Mechanics of the Association, Professional Standards, MLS/Technology, Goal Setting, and Public Speaking.

Attend Legislative Day in Sacramento and C.A.R Expo!

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First Class: TBD Keep Updated on www.srar.com/LI

Sales Tip

The Correct Enthusiasm

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huge mistake many salespeople make (I’ve caught myself doing this many times), is attempting to persuade our prospect to buy what “we” like without considering what “they” like.

Have you ever done that? After all, because ‘I’ think this style looks best, obviously the prospect must, too.” Or, “‘I’ like this financial growth plan better than any of the others.” Maybe even, “Take a look at this widget; it’s got 107 ways that you can blah

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blah blah, blah blah blah. Isn’t it magnificent!?” Now, please don’t get me wrong. Genuine enthusiasm is very important. It’s a key to successful selling. Sales superstar and bestselling author, Zig Ziglar, even teaches that “The last four letters of ‘enthusiasm’, which are I – A – S – M, stand for ‘I Am Sold Myself’” (you’ll have to imagine his classic accent on your own). Yes, enthusiasm (gentle enthusiasm) is a key to success in sales.

ExecutiveAgent Magazine

Still, we need to discover what enthuses our prospect even more than what enthuses us. Author, political speechwriter and master persuader Michael Cloud says, “When I go fishing I put worms on the fishhook. I don’t like to eat worms; fish do. So I put on the hook what the fish like instead of what I like.”

Great point. So, yes, by all means, be enthusiastic.

But first, find out what enthuses your prospect, then

simply become enthusiastic about helping your prospect own what he or she wants.

Bob Burg speaks on “Endless Referrals” and “Positive Persuasion.” He is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: The Art of Positive Persuasion”, “The Go-Giver“, and “Go-Givers Sell More.” Visit Bob Burg at www.burg.com.

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banking done different

Construction-toPermanent: An “All-in-One” Loan Kinecta offers Construction-toPermanent loans, which fund a variety of construction scenarios, then convert into the home’s mortgage.

Benefits include: • Lending based off the future value of your home post-construction – determined by one full appraisal • Loans up to $4 million

• Full program selection, including fixed and ARMs • California-based lender with portfolio underwriting

Contact our construction-to-permanent experts today.

Tayt Ianni Sr. Mortgage Loan Consultant cell: 949.689.8639 | efax: 310.727.9119 NMLS# 310914 | tayt.ianni@kinecta.org kinecta.org/tianni

Joe McGreevy Mortgage Loan Consultant cell: 714.396.1619 | efax: 310.536.3621 NMLS# 66072 | joe.mcgreevy@kinecta.org kinecta.org/jmcgreevy

Brad Martin Construction Lending Manager cell: 949.293.1900 | efax: 310.536.3622 NMLS# 260513 | Bradley.Martin@kinecta.org kinecta.org/bmartin

kinecta.org/construction-to-perm Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Subject to credit and property approval. Rates, program terms, and conditions are subject to change without notice. Not all products are available in all states and for all loan amounts. Other restrictions and limitations may apply. The actual terms of the loan will depend upon the specific characteristics of the loan transaction, the applicant’s credit history, and other financial circumstances that may apply.

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Shifting Perspective For Phenomenal Rewards The truth is that when you have done everything you know how to do and your career, finances, marriage, etc. isn’t working; you have to start over from scratch.

Maybe the old way of doing things works for your friends or colleagues, but judging from your results and where you are (rock bottom) the old way, or normal way, just didn’t give you the success you desire. Some people may, and more than likely will, try to convince you that hitting rock bottom is a bad thing. They may even feel sorry for you. Don’t let them. Shift your prospective and realize the fabulous opportunities you now have. You now know what doesn’t work. You won’t try doing those things again.

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Today, you can start something new, something that has unlimited potential!

Shifting your perspective about rock bottom takes a shift in your thinking. Think about the words ‘rock bottom’. Rock is a solid word. Things that are strong and tough are described as ‘rock solid.’

Even the Bible describes houses that will never be destroyed as being built on rock. So, if you have hit rock bottom, it’s a pretty solid place to be. It’s actually a great springboard for the rest of your life. Claim and believe hard tasks are easy and they will become easier and be accomplished more quickly. – Mark Victor Hansen _____________ Mark Victor Hansen is the co-author of the wildly successful Chicken Soup For The Soul series of books. For over 30 years, Mark Victor Hansen has focused solely on helping people in all walks of life reshape their personal vision of what’s possible for themselves.

Visit the Mark Victor Hansen website.

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The Efficiency Curve

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T

he more you discipline yourself to working nonstop on a single task, the more you move down the “Efficiency Curve.” You get more and more high quality work done in less and less time.

Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming.

Self-Discipline Is The Key… Elbert Hubbard defined self-discipline as, “The ability to make yourself do what you should do, when you should do it, whether you feel like it or not.”

In the final analysis, success in any area requires tons of discipline. Self-discipline, self-mastery and self-control are the basic building blocks of character and high performance.

The True Test of Willpower…

Starting a high-priority task and persisting with that task until it is 100% complete is the true test of your character, your willpower and your resolve.

Persistence is actually self-discipline in action. The good news is that the more you discipline yourself to persist on a major task, the more you like and respect yourself, and the higher is your self-esteem.

And the more you like and respect yourself, the easier it is for you to discipline yourself to persist even more.

Focus Clearly on Your Number One Task…

By focusing clearly on your most valuable task and concentrating single-mindedly until it is 100% complete, you actually shape and mold your own character. You become a superior person.

You become a stronger, more competent, confident and happier person. You feel more powerful and productive.

Build Your Self-Confidence…

You eventually feel capable of setting and achieving any goal. You become the master of your own destiny. You place yourself on an ascending spiral of personal effectiveness on which your future is absolutely guaranteed.

And the key to all of this is for you to determine the most valuable and important thing you could possibly do at every single moment and then, “Eat That Frog!”

Action Exercises: Once you start your most important task, discipline yourself to persevere without diversion or distraction until it is 100% complete. See it as a “test” to determine whether you are the kind of person who can make a decision to complete something and then carry it out. Once you begin, refuse to stop until the job is finished. ______________ Brian Tracy is one of the world’s leading authorities on personal and business success. Visit his web site and take advantage the many success & achievement resources he has available.

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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Meet the

CLAREMONT BRANCH

101 N. Indian Hill Blvd., Suite C-1 207, Claremont, CA 91711 Build a partnership with a direct lender that offers exceptional service.

BUSINESS IS ALWAYS PERSONAL! JOHN J. REED Branch Manager NMLS-869516

(949) 398-3655

WORK WITH A LENDER YOU CAN COUNT ON! RYAN PRISCO Sales Leader NMLS-987736

(626) 818-1919

RYAN DABICH

Senior Mortgage Advisor NMLS-1659500

(909) 282-4506

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2019 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.