JANUARY 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Hasina Hason Executive Agent of the Month

Inside Features: Roxanne Elias imortgage Libby Sparks Gold Seal Properties

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CALL ME

909.912.7835

WELCOME A B OA R D !

Watch your highflying career take off at imortgage!

ABOUT IMORTGAGE

ABOUT YOU

• In 2013, imortgage and loanDepot created a partnership that ranks them among the top– five private mortgage banking institutions in the United States*. Our servicing portfolio exceeds $15 billion.

• Competitive compensation plan for loan originators and operations employees.

• Dedicated processing and underwriting teams for each branch office.

• imortgage is a direct lender for conventional, FHA, VA and USDA and actively participates in hundreds of state and local government programs.

• In–house marketing support, graphic–design services, co–branded marketing, personal websites and comprehensive customer– relationship management (CRM) solution powered by Salesforce.

• We’re a fully approved seller–servicer for Fannie Mae, Freddie Mac and Ginnie Mae.

• Company–paid life insurance and disability.

• imortgage is one of the highest–rated lenders in the U.S. based on Eliant** customer surveys.

• 401K Plan and more.

The sky’s the limit with imortgage!

Call today!

• Medical and dental insurance available.

RICHARD HEDRICK Branch Manager 8686 Haven Ave. Suite 150 Rancho Cucamonga, CA 91730 Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

*Source: Mortgage Executive Magazine 2014 loanDepot.com LLC dba imortgage. **Eliant is an independent third party that measures, ranks and reports customer experiences for the homebuilding industry.

Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10262015.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

January, 2016

Inland Empire

Editorials

Cover Story

14 - Tony Alessandra:

Keys To Effective Feedback!!!

26 - Scott Gross: Remember Me?

10 - Sandra Kuhlmann: Know Your Opening Lines

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

ADVERTISERS’ INDEX City of Hope..................................35

06 - Nancy Michaels:

When It’s Time For A Home Office

Life Is Time...Make It Count!

Hasina Hason

Executive Agent of the Month

The Four Emotions That Can Leed To Life Change

32 - Chris Widener:

Embracing Adversity For Achievement

Roxanne Elias

imortgage

The Termite Guy................................9 TIGAR...................................35

28 - Jim Rohn:

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i Photography Studio................23 - 31 PWAOR.........................................30

24 - Sue Pistone:

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

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Veterans United...............................36

Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Steven McReynolds © 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.

Libby Sparks

Gold Seal Properties ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Roxanne Elias Written by Haley Freeman

W

hen someone is going through the arduous process of buying a home, they want to know that the person who is behind the scenes, coordinating the details of their loan is not going to give up until they have signed their name and the transaction is closed. Roxanne Elias, loan processor at imortgage, is a

woman with just that kind of determination. She attributes this quality to her mother, Yolanda Elias, an immigrant who entered the United States with nothing, became a citizen and built a successful business of her own. “She had a beauty salon in Hollywood for 30 years,” Roxanne remembers. “I got to meet a few famous people who came in and out of her salon. She’s a very hard worker, and that influenced me bigtime. She always taught me that if you want to have something and get somewhere, you need to work hard for it.”

At 18 years old, Roxanne entered the work force and began a nursing program. Once she began working as a receptionist for a real estate office, however, she recognized her true calling. She resolved to advance in the industry, and she soon earned an opportunity to become a transaction coordinator. Roxanne was later recruited by a loan officer who owned her own mortgage company. “She saw potential in me, and that’s when I started loan processing. I decided this is my career. I’m exactly where I want to be, and I still really enjoy it to this day. I like the purpose behind it – the American Dream of providing a home for your family.

That has very personal meaning for me.”

Roxanne’s years of diverse industry experience have prepared her well for her current role at imortgage.

She has empathy for both Realtors® and home buyers, who have so much at stake in any given transaction.

“As a transaction coordinator, I was able to see what Realtors® experience in showing a buyer properties and trying to get them the house they want. I saw the stress behind it and the effort they put into getting that contract into escrow. It’s important for me to know that part, because now my job is to make sure every loan goes smoothly and to resolve anything that would jeopardize a closing.”

We have a loan for every home... simple as that.® ExecutiveAgent Magazine

Roxanne is joined in that effort by the dedicated team of professionals at imortgage. She is honest when communicating with her loan officers about challenges in a transaction, and great at coming up with creative suggestions and alternatives for getting loans done. “We work together and say, ‘What are we going to do to make this work?’ I call my underwriter, they call the borrower, and we figure it out.”

In contrast with her experience working for one of the big banks, where she was “actually afraid of underwriters,” Roxanne says that making a call to an underwriter is a positive experience at imortgage. “We are all here for the same purpose: to close loans, not to deny people. If I need to get something done, I can go straight to the source and get the answers I need. I feel I can even go to the owners if I need to. Our underwriters are awesome. There are times when I feel very passionate about a situation, and they are always very receptive to my questions.” imortgage has also been responsive in the face of changing RESPA/TILA guidelines, proactively training every member of their teams about new regulations and putting procedures in place to ensure that loans move through the system efficiently and escrows close on time.

“We’re submitting loans to underwriting and they’re coming out in two days. As a processor, I am keeping a calendar and making sure that disclosures go out right away. It’s also helpful that we have an ops training team available anytime we have questions.”

Roxanne’s competence and warmth put borrowers at ease. “I love picking up the phone and telling them, ‘Your loan is approved. Congratulations – you’re about to become a home owner.’ I also let them know I’m available anytime if they have questions or concerns.”

This hard-working mother of four is also a three-year cancer survivor. She faces all challenges in life, both personal and professional, with the same strength of will and expectation of a happy outcome. “Sometimes we have obstacles in life that get in our way. I’ve learned to never lose faith and hope, always look forward to another day and never give up.”

Roxanne Elias imortgage 8686 Haven Avenue, Suite 150 Rancho Cucamonga, CA 91730 Tel: 909.912.7824 Email: Roxanne.Elias@imortgage.com Web: www.imortgage.com NMLS ID 174457

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

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When It’s Time For A Home Office

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o, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-year-old pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

Sounds like it’s time for a home office.

Ideally, you’ll have a spare room to turn into office space - preferably one with a locking door. An extra bedroom, the basement, or attic can all serve this purpose. If you don’t have room for a dedicated office, take a look around your house to see where you can carve yourself some space. A closet, bedroom corner, hallway alcove or even the area under a stairway can all be converted fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space.

It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Choose furnishings that are ergonomically correct, and which fit in with the decor of the rest of your home.

Lighting should come from three sources: natural, ambient and direct. Give yourself enough storage space to keep your work area uncluttered. You may want to store your supplies in another part of the house, keeping just a week’s worth in your office. And schedule a weekly or biweekly cleanup where you go through your papers and files and either throw away or stow away anything that is not essential to the daily operation of your business.

Almost every business requires a computer system.

Don’t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or preferably, a laser printer is also essential.

Investigate the all-in-one printer, fax, copier and scanners.

These may save you money as well as precious office space. I also recommend a computer backup system, which will protect the contents of your hard drive in the event of a power failure. An uninterruptable power source supply is also a must for the home office. This will keep your computer running during a power outage until you’re able to safely shut it down.

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Another essential component of the home office is telecommunications, meaning telephone, fax and Internet access. An account through an Internet service provider or online service shouldn’t cost more than $20 per month and it will give you the ability to send and receive e-mail.

You’ll probably want more than one phone line, three if you’re using one line for a fax and modem hookup. It’s wise to invest in a business line, which allows you to list your business name and number in the phone book and with directory assistance. To keep costs down, use that line for incoming calls only. If you don’t want the expense of a business line, but can do without a repeat of the shower scene, order “distinct ring” service from your phone company. This is a separate phone number which rings into your home line, but sounds different from your normal ring. This alerts you and family members to incoming business calls. If you’re dishing up dinner or washing the dog, you’ll know to let your answering machine, or better yet, your electronic voice mail system, grab the call. If you’re in the shower, hopefully your 5-year-old will know to do the same.

You may also want to order “call answering” from your phone company. It’s just a few dollars a month and sounds more professional than an answering machine, and which won’t break down while you’re on vacation.

A home office can either improve productivity, or harm it. You may find yourself doing paperwork at 2 a.m. when you should be sleeping, or flipping to General Hospital at 3 p.m. when you should be working. It’s helpful to treat your home office as you would an outside office, complete with “starting” and “quitting” times. This will help you stay focused, organized, and productive. And your family will appreciate having their dining room table back.

Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright© 2005, Nancy Michaels.

All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susiefrogpond.com; http:// www.frogpond.com

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Written By Nancy Michaels ExecutiveAgent Magazine

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Know Your Opening Lines

H

ow often do you ask yourself this question? “What do I say?” Occasionally, we all wonder, “What am I going to say?” More often than not many of us are plagued with this question. For those of us either in a position of leadership or aspiring to be in such a position, how we answer this question is important. “What we say” has direct bearing on how our audience views us, if our listeners trust us, if they buy our ideas, and how generously they allot us their most precious commodity, their time.

Earning and holding the attention of listeners is a responsibility of leadership. For not only does a leader need followers, but willing, eager followers and loyal fans. Knowing how to handle the issue of “What do I say?” is one part of effective leadership.

Consider the following idea, and I assure you that you won’t be stumped so often by the question, “What do I say?”

The best advice I ever received was…

A lesson I learned the hard way was… …grabs the attention of your listeners.

From my point of view…

From my frame of reference… …helps your audience understand your position.

A quote important to me is …

From my reading, I have learned… …makes you more interesting.

As I stated earlier…

My position is… …keeps your presentation focused.

I believe…

I know… …helps you sound confident.

What’s my idea? “Know your opening lines.”

This idea cannot solve all or even most of your presentation problems. Delivering results-oriented presentations is both a skill and an art. However, it can profoundly affect how generously your listeners grant you their attention, their time, and their loyalty.

For example, say the following opening lines and consider the results.

Experience has taught me…

My research indicates… …builds your credibility.

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Now, just a few more tips to help you implement this idea.

Remember these are your opening lines, not someone else’s.

Consider that you won’t have to worry so much about forgetting what you are going to say.

And, be glad that you can relax more and even have fun.

If I have heard you correctly…

It seems to be important to you that… …lets your audience know you have been listening

My favorite story is…

The best example I can think of is… …makes for attentive listeners.

In summary…

To close… …keeps you in charge of the time.

Be assured that your audience will recognize your honesty and admire your integrity as a leader.

You may be glad to know…

Here’s an idea that may help… …shows your audience you care.

Could you please repeat your question?

Pause and take a breath… …gives you time to think.

One of my values is…

My priorities are… …shows character.

In closing, knowing your opening lines may seem simple; however, as you can see, something this simple, once it becomes a habit, can have a profound effect on your listeners and goes a long way to create loyal fans, and eager followers.

Sandra Muse Kuhlmann, Ph.D., works with clients on design, development, and delivery of presentations that get results. For additional information on “. For information on how to contact Dr. Kuhlmann for training or consulting, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com. Copyright© 2002, Sandra Muse.

Kuhlmann. All right reserved.

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E XECUTIVE AGENT

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MAGAZINE

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Libby Sparks

mbitious. Innovative. Confident. These all describe Libby Sparks, broker/owner of Gold Seal Properties, and are the qualities that make her a superb Realtor速.

Throughout her 30-year career in real estate, she has

Written by Haley Freeman

demanded excellence from herself, earning her the trust and referrals of the most discriminating residential and commercial clients.

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A Cut Above the Competition Libby’s mother, Emma, is a retired real estate broker and founder of Gold Seal Properties. At first, Libby resisted Emma’s encouragement to become a Realtor®. “My mother said, ‘What will it take for me to convince you to go into real estate?’ I had my license already, but I didn’t want to give up my job. I asked for something I thought she couldn’t perform, so she wouldn’t bug me about it again. I asked for a red BMW.” Libby’s tenacity was rewarded, and it would not be the last time. Two months later, Libby drove her red BMW to her new office at CENTURY 21. She soon obtained her broker’s license and went out on her own, before finally acquiring her mother’s company. “When she decided to retire, I took on the company to honor her. ‘Seal’ is actually the first letters of all of our names, mine and my brother and sisters: Stephanie; Emalyn; Alvale (who goes

by Bill); and Libby. I wanted to preserve this legacy for our family.”

Early in her real estate career, Libby decided that she was not content with being average. If she was going to be a Realtor®, she wanted to be at the top of the industry.

“I was never really satisfied with small commissions. I thought, how do I get into the high-end market? I started networking and saying that I only do high-end real estate.

Over time, people saw me that way. When people would tell me what they were looking for, I would read up on it and learn how to do it. I never turned down a job.”

Libby is also well-traveled, with a first-hand appreciation and respect for diverse cultures. Her life experience combined with her determination to perfect her expertise, earned her the trust of both domestic and foreign clients in the luxury market.

In time, Libby’s success opened doors to opportunities in the commercial market, and again, her bold determination was rewarded. “I had always been intimidated with commercial, and I don’t like being intimidated by not knowing something. I was referred to one of the top 10 healthcare providers in the country by one of my clients, and that is how I got into commercial real estate.” Due to her exceptional handling of that one opportunity, Libby has built a niche in commercial healthcare facilities, with a special emphasis on skilled nursing facilities.

the emerging opportunities in short sales. Again commanding the courage to step outside the norm, she began acquiring the email addresses and even cell phone numbers of the CEOs of major mortgage banks, and sent her files directly to them with a request that they be expedited.

Her strategy resulted in an unprecedented average closing time of 45 days. A RE/MAX office in Pasadena was so impressed with her performance, they outsourced all of their short sale transactions to Libby.

Libby is not only a savvy business woman with unparalleled expertise in complex real estate transactions, she is also a caring individual, whose honesty and dedication are manifested in her contributions to her community. She is an active member of Saddleback Church, where she volunteers as an usher during Saturday services and also contributes to the meals ministry for members in need. Her greatest focus, however, is on caring for her 16-year-old son, who has aspirations of becoming an aerospace engineer. Libby is also an avid tennis player, who combines her love of the sport with her passion for travel. Last year, she attended the Australian Open, and her next goal is to go to Wimbledon.

Libby’s business is 100 percent referral-based. Her reputation for professional excellence in both luxury residential and commercial healthcare markets are known literally around the world. “I always put 200 percent of myself into my transactions. When clients call, I am always there. For my overseas clients, I tell them if they have something bothering them, they can call me even if it is the middle of the night. I always make sure they hear my voice and I can put them at ease by giving them the information they need.

I do that for everyone, no matter how big the house. That’s what sets me apart from everyone else.”

Libby Sparks Gold Seal Properties 34 Maple Leaf Mission Viejo, CA 92692 Tel: 949-370-8395 Email: LibbyCS@att.net CalBRE # 00925370

When the housing crash disrupted the momentum of many industry professionals, Libby prospered. Always a creative thinker, an enterprising Libby quickly identified ExecutiveAgent Magazine

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Keys to Effective Feedback !!!

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ffective communication between two people is not easy. You really have to practice to make it work.

Through the effective use of feedback skills, you can create a good communications climate. The following general guidelines will help you use your feedback skills more effectively.

• Give And Get Definitions.

The interpretation of words or phrases may vary from person to person, group to group, region to region, or society to society. When people believe or assume that words are used for one and only one meaning, they create situations in which they think they understand others but really do not. The words you use in everyday conversations almost inevitably have multiple meanings.

In fact, the 500 most commonly used words in our language have more than 14,000 dictionary definitions.

For instance, according to Webster, a person is considered ‘fast’ when she can run rather quickly. However, when one is tied down and cannot move at all, she is also considered ‘fast. ‘ ‘Fast’ also relates to periods of not eating, a ship’s mooring line, a race track in good running condition, and a person who hangs around with the ‘wrong’ crowd of people. In addition, photographic film is ‘fast’ when it is sensitive to light. On the other hand, bacteria are ‘fast’ when they are insensitive to antiseptics.

The abundance of meanings of even “simple” words makes it hazardous to assume to understand the intent of a message without verifying and clarifying that message.

• Don’t Assume.

Do not assume anything in communications. If you do, you stand a good chance of being incorrect. Don’t assume that you and the other person are talking about the same thing. Don’t assume that the words and phrases you are both using are automatically being understood.

The classic phrase of people who make assumptions is: “I know exactly what you mean.” People who usually use that statement without ever using feedback techniques to determine exactly what the other person means are leaping into a communication quagmire. Use more feedback and

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fewer assumptions, and you’ll be happier and more accurate in your interpersonal communications.

• Ask Questions.

A good rule of thumb is: “When in doubt, check it out.”

One of the best ways to check it out is through the effective use of questioning skills. Clarifying questions, expansion questions, direction questions, fact-finding questions, feeling-finding questions, and open questions can be used freely during conversation to test for feedback.

• Speak the Same Language.

Abstain from using words that can easily be misinterpreted or mistranslated, especially technical terms and company jargon. These terms, which are so familiar to you, may be totally foreign to the people with whom you talk. Simplify your language and your technical terms so that everyone can understand you, even when you think the other person knows what the terms mean.

• Stay Tuned In. Constantly be on the lookout for and recognize those nonverbal signals that indicate that your line of approach is causing the other person to become uncomfortable and lose interest. When this happens, change your approach and your message accordingly. Observe the other person.

Be sensitive to the feelings they are experiencing during your interaction; above all else, respond to those feelings appropriately.

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© 2004, Tony Alessandra. All rights reserved.

For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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Written By Tony Alessandra ExecutiveAgent Magazine

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Hasina Hason Executive Agent of the Month

ExecutiveAgent Magazine

Hasina Hason Written by Haley Freeman - Ian Wiant Photographer

“In this country, every day should be the Fourth of July.

We not only have everything we need, but we have peace of mind. It is truly a land of opportunity and fairness. It is a land where anyone can win their individual freedom, and with hard work and dedication, can live the American Dream.”

These are the inspiring words of Hasina Hason, broker/ owner of RE/MAX Impact in Riverside. After distinguishing herself as an award-winning Realtor®, Hasina went on to open her own real estate company, and then was recruited by RE/MAX to open a new franchise. In just a little more than two years, Hasina, with the help of her husband, Peter Hason, has built a successful real estate culture that is already 16 agents strong.

Hasina’s remarkable story began in Afghanistan, where when she was only 11 years old, a war changed her destiny. On a terrible day in 1979, Hasina walked 10 miles home from school through a war zone, witnessing carnage and destruction that would indelibly mark her childhood. She, her mother and siblings eventually made their harrowing escape from their homeland, living in grim circumstances in India for many months before finally arriving in Minnesota, where her father was waiting to receive them. Life was difficult for a family with no knowledge of American culture or language. They refused any public assistance; instead each of the children went two work as soon as they were legally able, often walking miles to work in extreme temperatures, since the family did not own a car.

Hasina’s parents always told their children to work hard and get an education. As a result, Hasina and her siblings are all well-educated, successful business people today. “I understand the value of hard work,” Hasina says. “I also know how hard it is to be poor, and I know what it takes to succeed.”

Hasina met and married her husband, and eventually became the director of administrative services for an assisted living community in Minnesota. In 2000, Hasina and Peter relocated to Northern California, where Peter accepted a new opportunity in the computer industry. After the arrival of their daughter, Hasina began managing a startup biomed company while working to get her real estate license. When the dotcom bubble burst and 9-11 rocked the economy, Hasina and Peter lost their jobs in quick succession. Shortly thereafter, Peter became ill. Hasina shouldered the sole responsibility of providing for her family, and in a compromised economic climate.

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She and her family moved to Riverside, and Hasina became a Realtor®. She had no choice but to succeed.

“When I started in real estate, the first thing I asked was, ‘What do I need to do to succeed?’ The gentleman looked at me and said, ‘Do all of the things other agents aren’t willing to do.’”

Hasina took that advice to heart, and she began doorknocking and working open houses, diligently following up and developing relationships. In a short time, Hasina’s tenacity combined with her genuine kindness earned her many loyal clients, including experienced investors.

“People matter to me,” she says. “I really don’t put money

first. Being honest, doing the right thing for people – those are the principles I live by. I believe that when you are truthful and build a good foundation, your business will grow on its own.”

Blessed With a new Opportunity Like so many of her colleagues, Hasina’s thriving business was challenged when the housing crisis occurred.

She felt deeply the stress of caring for her young daughter and sick husband, not knowing what the future would bring. During those difficult times, Hasina was sustained by her spiritual faith, combined with the support of the many people in her life who believed in her.

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Succeeding Through Faith and Determination Just when she was feeling most desperate, Hasina received a call from one of her former investor clients. He counseled her to attend a real estate conference in Texas to learn about banking and repos. With the assistance of family and another investor client, Hasina attended the conference and returned home with new knowledge that would change her life.

Due to Hasina’s years of conscientious care for her investor clients, they were eager to assist her when she needed help. And for her, the depth and quality of her relationships with people is one of the most gratifying aspects of real estate. “I honestly believe that giving the level of service and commitment to those investors ended up rewarding me with their support when I needed it, and in the realm of things, it was divine intervention.”

In spite of her own family’s needs, Hasina also thought of the needs of others. She returned home from that conference eager to impart what she had learned, and help others succeed. “I just remember sitting in the plane with all of that information in my hands and thinking how many agents I could share it with. I wasn’t thinking

about the competition. When you go through hardships, I think acceptance is the key to endurance. I also believe in paying it forward. I’ve never suffered financially because of it. It always comes back to you.”

While Hasina worked in the REO market, she treated homeowners with dignity and compassion. “Many people lost everything they owned and had worked hard for. I didn’t judge them; I treated them with kindness. I cried with them. To this day, people find me when they are ready to buy another home. Just yesterday, a client came to me and said, ‘I’ve come back to you to buy a house. I’ll never forget what you did for me.’”

Hasina did so well in the REO market, she was motivated to obtain her broker’s license and open her own real estate company. Hasina’s success in Riverside earned her the notice of RE/MAX, and by 2012, she accepted their invitation to open a franchise. “I knew it was a good brand, and my husband and I decided to give it a try. It has been a great move. I want to build a family here – not just agents. I want them all to be there for each other and grow together to make each other’s dreams come true.”

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From L to R: Leonardo Esparza, Hasina Hason, Peter Hason, Luis Licea, Alicia Medel

Hasina is a motivational leader, who is generous with her knowledge and support. “One of the things I teach my agents is the importance of systems. In 2008, I sold 130 properties by myself, without an assistant. It was because of the systems I had set up. I’m a producing broker, so I’m out there in the field, and I know what’s going on. I train agents in sales and marketing, set goals with them, and then help them create a system for how to get there.

Having accountability helps people to be self-motivated and reach their potential.”

Hasina is the first woman from Afghanistan to own a RE/MAX franchise in the United States. The lessons she has learned during a life of many hardships have refined her, shaping her into both an extraordinary human being and a conscientious professional. “My message to all people, especially women, is that they can overcome any kind of hardship. If you have faith and determination, you can win your independence.”

Hasina added an in-house escrow company to her operation last year, and now Peter acts as the company’s escrow officer, while also providing computer and administrative support.

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Hasina Hason RE/MAX Impact 7920 Limonite Ave., Ste. A Riverside, CA 92509 Phone: 951-347-3906 Hasina1@yahoo.com www.riversidehomesbyhasina.com CalBRE # 01359962 ExecutiveAgent Magazine

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Life is Time…

Make it Count!

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ife is time… are you making it count? If your daily activities are taking you in the direction of your dreams then you are making it count. If you are living your life on purpose then you are making it count. To make your life count, you must live on purpose. Otherwise, you are living someone else’s dreams and goals.

Have you thought about what you want out of life and how you will make it happen? Follow this simple and easy process to determine your life’s dreams. Each and every day evaluate what you are doing and how it will help you accomplish what you really want out of life. There is no dress rehearsal in life; this is the real thing. Today is the day and now is the time to begin your journey to success.

Begin by taking the time to learn more about yourself. Set aside approximately four hours to complete the following personal and professional strategic planning guide. One key point to remember is the definition of success is determined by you. Enjoy your journey!

1. Strengths - list at least twenty of your strengths 2. Successes- go back as early as you can in childhood and write down all of the successes you have had in life 3. Learning Experiences - write down all of learning experiences you have had throughout life and why you are better because of them 4. Purpose in: a. life - what is your bottom line reason for living b. career -- what is your bottom line reason for working 5. Mission in: a. life - what is the talk you walk b. career - what is the talk you walk Now relax--close your eyes and go on a mental journey. You are in a movie theater looking at the big white screen. The movie begins and the title is, “The Life of___________________________,” and it’s your name.

Yes, this is the movie of your life. It is the last day of your life and you will hear what people say about you as you leave this world. The words you hear will confirm that you did, indeed live your life with your purpose in mind. You will see all the places you went, things you did, material possessions you had and the person you became.

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Remember when viewing the movie of your life you are only limited by your own imagination. Also, only look inside yourself for your dreams, remove all the “ought to’s” and “should have’s” from your mind. This movie it is unusual because it begins on the last day of your life and ends today. The day you are creating your dreams. You see, your experiences up to this day have already happened and can not be changed; however the future is yours to create.

Watch your movie and when you finish write down those accomplishments on your dream list. Break your dream list into the following categories: a. personal dreams - what you do just for you b. family dreams c. career dreams d. financial dreams e. social dreams f. health dreams spiritual dreams Now that you have allowed yourself to dream, you have the ideas and thoughts needed to set your goals. The most important thing to consider at this time is your purpose in life.

This will enable you to avoid major conflicts in the different areas within which you work and live.

Before actually setting your goals you need to determine if they are prioritized, realistic, long term, or short term. The final step in setting your goals is that you must be willing to put your goals in writing -- IN PEN! It make them a little harder to erase this way.

Life is time… and now you too can make it count. Success is determined by you. Follow the steps I have given you and enjoy the success you deserve!

Sue Pistone is expert at eliminating the daily disorganization that often keeps individuals and companies from achieving the success they deserve. For more information regarding Sue Pistone’s speeches, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com . Copyright© 2002, Sue Pistone. All right reserved.

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Written by Sue Pistone

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EA

Remember Me? I

f there is a single way to cement a relationship with a customer, it must surely be the promise that they will be remembered. There is nothing, not quality, not price, not convenience that will draw a customer like the promise of being remembered.

“Yes, ma’am, although the T. is silent,” I grinned at the thought that someone would remember me from four years earlier.

I like to eat at the Cowboy Steakhouse in Kerrville, Texas. It’s my favorite place on the planet. Is the food good? Of course! And the service is always first-rate.

Is it the best restaurant anywhere, even the best in Kerrville? Who knows! All I can tell you is that I like it.

And if you show up knocking on my door and want to take me to dinner, you can bet I’ll ask for the Cowboy Steakhouse.

“Thanks! That always makes me feel special. Being remembered is the best compliment of all.

Why? Probably for the silliest of reasons - they remember me. I may not be famous in your town (heck, I’m not famous in my own). But I am famous at the Cowboy Steakhouse (everybody is!) and that’s where I like to eat. I can count on a hug from Lorrie, and I know that Nancy will remember that I want the chicken and I don’t want foil on the baker, and that a gallon of water will just get me started.

We flew into Cincinnati to visit my grandmother and called the folks at Thrifty for a car. We hadn’t planned on stopping, we were just ahead of schedule and flying east of our intended route to avoid bad weather. So we had no reservations. No problem. The folks at Thrifty came through. What made the transaction special was Cathy. Several years ago I spoke to the Thrifty annual convention and they bought a bunch of the original Positively Outrageous Service books. I signed the books, had a great time speaking to the crowd and, like too many engagements, went about my merry way.

Cathy was walking by the counter just as the customer service representative asked my name.

“I loved your book!”

When we said our good-byes and stepped out to find the economy car that we had rented, there waited a jazzy, berry-colored convertible, no extra charge.

I don’t expect special treatment. In fact, it’s a little embarrassing to be given red carpet treatment for what seems to be no reason at all. Hey, I was paid to speak to Thrifty. I already got mine and here they were treating me like visiting royalty. I’ve washed more cars than I’ve rented! But the real treat was not in the jazzy car, it was in being remembered.

If you want to make a customer feel special, remember them.

People like to do business with people who remember them and attempt to respect their special needs and tastes. If remembering is the best thing you can do, forgetting must be the worst.

T. Scott Gross is a speaker, consultant, videographer and lifelong restaurateur. Best known as the author of the best-selling business book, “Positively Outrageous Service”, his latest book is “Leading Your Positively Outrageous Service TEAM.” Copyright© 1999, T. Scott Gross. All right reserved. For additional information, please contact The Frog Pond Group at 800-704FROG (3764) or email: susie@frogpondgroup.com; http://www.frogpondgroup.com.

“Scott Gross, “ I replied.

Cathy stopped, smiled and said, “Would that be T. Scott Gross?”

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ExecutiveAgent Magazine

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Written By Scott Gross

ExecutiveAgent Magazine

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EA

The Four Emotions That Can Lead To Life Change

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motions are the most powerful forces inside us.

Under the power of emotions, human beings can perform the most heroic (as well as barbaric) acts.

To a great degree, civilization itself can be defined as the intelligent channeling of human emotion. Emotions are fuel and the mind is the pilot, which together propel the ship of civilized progress.

Which emotions cause people to act? There are four basic ones; each, or a combination of several, can trigger the most incredible activity. The day that you allow these emotions to fuel your desire is the day you’ll turn your life around.

1) DISGUST. One does not usually equate the word “disgust” with positive action. And yet properly channeled, disgust can change a person’s life. The person who feels disgusted has reached a point of no return. He or she is ready to throw down the gauntlet at life and say, “I’ve had it!” That’s what I said after many humiliating experiences at age 25, I said. “I don’t want to live like this anymore. I’ve had it with being broke. I’ve had it with being embarrassed, and I’ve had it with lying.”

Yes, productive feelings of disgust come when a person says, “Enough is enough.”

The “guy” has finally had it with mediocrity. He’s had it with those awful sick feelings of fear, pain and humiliation. He then decides he is not going to live like this anymore.” Look out! This could be the day that turns a life around. Call it what you will, the “I’ve had it” day, the “never again” day, the “enough’s enough” day.

Whatever you call it, it’s powerful! There is nothing so life-changing as gut-wrenching disgust!

2) DECISION. Most of us need to be pushed to the wall to make decisions. And once we reach this point, we have to deal with the conflicting emotions that come with making them. We have reached a fork in the road. Now this fork can be a two-prong, three-prong, or even a fourprong fork. No wonder that decision-making can create knots in stomachs, keep us awake in the middle of the night, or make us break out in a cold sweat.

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Making life-changing decisions can be likened to internal civil war. Conflicting armies of emotions, each with its own arsenal of reasons, battle each other for supremacy of our minds. And our resulting decisions, whether bold or timid, well thought out or impulsive, can either set the course of action or blind it. I don’t have much advice to give you about decision-making except this: Whatever you do, don’t camp at the fork in the road.

Decide. It’s far better to make a wrong decision than to not make one at all. Each of us must confront our emotional turmoil and sort out our feelings.

3) DESIRE. How does one gain desire? I don’t think I can answer this directly because there are many ways. But I do know two things about desire: a. It comes from the inside, not the outside. b. It can be triggered by outside forces.

Almost anything can trigger desire. It’s a matter of timing as much as preparation. It might be a song that tugs at the heart. It might be a memorable sermon. It might be a movie, a conversation with a friend, a confrontation with the enemy, or a bitter experience. Even a book or an article such as this one can trigger the inner mechanism that will make some people say, “I want it now!”

Therefore, while searching for your “hot button” of pure, raw desire, welcome into your life each positive experience. Don’t erect a wall to protect you from experiencing life. The same wall that keeps out your disappointment also keeps out the sunlight of enriching experiences. So let life touch you. The next touch could be the one that turns your life around.

4) RESOLVE. Resolve says, “I will.” These two words are among the most potent in the English language. I WILL. Benjamin Disraeli, the great British statesman, once said, “Nothing can resist a human will that will stake even its existence on the extent of its purpose.” In other words, when someone resolves to “do or die,” nothing can stop him.

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The mountain climber says, “I will climb the mountain.

They’ve told me it’s too high, it’s too far, it’s too steep, it’s too rocky, it’s too difficult. But it’s my mountain. I will climb it. You’ll soon see me waving from the top or you’ll never see me, because unless I reach the peak, I’m not coming back.” Who can argue with such resolve?

Think about it! How long should a baby try to learn how to walk? How long would you give the average baby before you say, “That’s it, you’ve had your chance”? You say that’s crazy? Of course it is. Any mother would say, “My baby is going to keep trying until he learns how to walk!” No wonder everyone walks.

When confronted with such iron-will determination, I can see Time, Fate and Circumstance calling a hasty conference and deciding, “We might as well let him have his dream. He’s said he’s going to get there or die trying.”

There is a vital lesson in this. Ask yourself, “How long am I going to work to make my dreams come true?” I suggest you answer, “As long as it takes.” That’s what these four emotions are all about.

The best definition for “resolve” I’ve ever heard came from a schoolgirl in Foster City, California. As is my custom, I was lecturing about success to a group of bright kids at a junior high school. I asked, “Who can tell me what “resolve” means?” Several hands went up, and I did get some pretty good definitions. But the last was the best. A shy girl from the back of the room got up and said with quiet intensity, “I think resolve means promising yourself you will never give up.” That’s it! That’s the best definition I’ve ever heard: PROMISE YOURSELF YOU’LL NEVER GIVE UP.

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. © 2008 Jim Rohn International. 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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Embracing Adversity For Achievement

“Show me someone who has done something worthwhile, and I’ll show you someone who has overcome adversity.” Lou Holtz

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Written By Chris Widener uccess in life depends upon being strong, people with clear goals and indomitable spirits. Unfortunately, most of us are not born that way. We grow that way. And that growth can either come from us entering willfully into situations that will cause us to grow, like subscribing to Made for Success, or from the way we react when circumstances come upon us without our consent.

The latter is what we call adversity.

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Adversity makes us better people with stronger characters. Never underestimate the power of adversity to shape us inwardly. How will courage, discipline and perseverance ever flourish if we are never tested? After adversity, we come out stronger people and able then to use our character and influence in an even greater way to lead those around us and to improve their lives as well as our own.

Most of us spend our lives trying to avoid adversity, and I guess that is just as well. We should not pursue adversity, but when she arrives, we should welcome her as a foe who, though our interaction with her, will make us into better people. Every contact we have with adversity gives us again the opportunity to grow personally and professionally and to forge our character into one that will achieve much later on.

Adversity makes life interesting.

John Amatt said, “Without adversity, without change, life is boring.” How true. Have you noticed that while we are in the middle of adversity we only long to get out of it, but we then spend a lifetime recounting it to anyone who will listen? This is because it spices life up a little. Imagine how boring life would be if everything always went well, when there was never a mountain to be climbed.

With that in mind, here are some thoughts on adversity, and how it can help you to succeed in every area of your life and achieve your dreams.

Here are some questions for you to reflect upon before I close: Q. If you are in the middle of some adversity right now, what resources are you drawing on? Who are you drawing closer to and working with? What part of your character is being tested, and built up?

What can you do to view this adversity as one who will be better for it on the other side?

Adversity brings out our resources.

Horace said “Adversity reveals genius, prosperity conceals it.” When everything is going well, we coast. There is not a lot of stress, and we do not have to draw too much on the resources that reside within us. But when adversity comes we begin to draw upon each and every resource that we have in order to conquer the circumstances at hand.

Adversity then, keeps us sharp. It keeps us using our personal muscle, if you will. That is a good thing because we grow through the use of our resources.

Adversity brings us together with others.

Sure a team can have their problems with each other, but when they on the court, when they experience the adversity of facing another obstacle, they pull together. One for all and all for one, as they say. The next time you experience adversity of some kind, keep your eyes open for how it can bring you together with your family, your co-workers or your team. Then when you are through it, you will find a bond that was created that was not there before.

Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit – Napoleon Hill 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.

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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

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

11/25/13 6:02 PM

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