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Southern California’s Publication for the Real Estate Professional


Sarah Ireland Executive Agent of the Month


K EN H OLZ MetLife Home Loans


Comic strip art - 1990 - clear book Lift art drawn by LoBianco Studios - 5/99

“If” you need answers to your mortgage questions

MetLife Home Loans is here to help. Because home ownership is part of life, we want to make the experience simple and fulfilling. Your local Mortgage Consultant will work with you by answering your questions and guiding you each step of the way.

For more information, contact: Chris Fenoglio Branch Manager 714-206-0990

Christal Dunn Mortgage Consultant 562-221-2216

Javier Galvan Mortgage Consultant 323-828-9066

John Stehle Mortgage Consultant 714-624-3970

JoAnn Merrill Mortgage Consultant 714-330-6080

Eric C. Miller Mortgage Consultant 562-682-0746

Ken Holz Mortgage Consultant 714-398-4849

For the if in life ®

3030 Old Ranch Parkway, Suite 450 • Seal Beach, CA 90740 All loans subject to approval. Certain conditions and fees apply. Mortgage financing provided by MetLife Home Loans, a division of MetLife Bank, N.A. Equal Housing Lender. ©2010 METLIFE, INC. L0410099122[exp0411][All States][DC] © 2009 PNTS 13183



contents JANUARY, 2012

VOL. 2 NO.1

Cover Story


12 - Tony Alessandra: Sense of Humor Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757

28 - Kare Anderson: How Do You Get And Keep Enthusiasm?

22 - Anne M. Bachrach: The ‘Key’ To What Really Motivates You To Achieve Your Dreams!


Advantage Title.................................11

18 - Mitch Meyerson: Using Creative Imagination To Get Results

Escrow Leaders..................................24 i Photography Studio.........................30

Sarah Ireland Executive Agent of the Month

32 - Jim Rohn:

MetLife Home Loans..........................2

Attitude is Everything

NAHREP.....................................34 PWAOR................................35

16 - Chris Widener: Your Attitude-You Choose

Realty ONE Group............................31 The Termite Guy...............................25

26 - Dirk Zeller: 20


Time Mastery

Wells Fargo Home Mortgage............36

Brent Frohoff

Photography: i Photography Studio, Rob Paino, I Pro Imaging Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe

Veranda Realty



Ken Holz MetLife Home Loans ExecutiveAgent Magazine

© Copyright 2011 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.










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Cover Story

Sarah Ireland Executive Agent of the Month

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Sarah Ireland By Lalaena Gonzalez-Figueroa - Ian Wiant Photography


arah Ireland’s roots run deep in the history of California’s real estate industry. As a third generation professional she grew up in the business, gaining invaluable insight into the intricacies of transactions and an insider’s understanding of the significance of providing exceptional client care. Her commitment to the profession is unwavering; Sarah proudly joins the ranks of her grandfather and father as an outstanding and dedicated agent who maintains an unwavering focus on meeting her clients’ wants and needs. Though she acknowledges that, “real estate is all I ever wanted to do,” Sarah earned a degree in Fashion Merchandising and delved into retail sales and management before launching her career in earnest. The move, she explains, allowed her to pursue her passion for fashion and design while also providing a comprehensive experience in salesmanship and customer care. There was no denying the call of real estate, though, and in 2007 Sarah transitioned into the field. Starting out during one of the most challenging market cycles in history may not have been an ideal move, but Sarah viewed her early years as a proving ground for a long-term career in real estate. “I thought, if I can make it through this, I’ll be in this business for life,” she recalls. And she

survived, steadily building her business when even experienced agents were terminating their careers. Her numbers were impressive from the onset: Sarah closed on 10 houses her first year in the business, and she gained the trust, respect and loyalty of her clients with her diligent care. “At the heart of my business approach is a promise to deliver exceptional customer service,” she explains. “I believe that’s how agents best distinguish themselves in our industry.” Working with Sarah isn’t about completing a transaction; it’s about developing a relationship. She takes her time with each client, building an understanding of how to best meet every individual’s wants and needs. “Everything I do is a-to-z complete,” Sarah remarks. “With buyers and sellers I’m proactive and thorough, handling every element of the transaction in order to facilitate a smooth experience.” Sellers appreciate Sarah’s innate sense of decorating and design. Her listings are beautifully staged to maximize visual appeal, and boast a signature style. “I’ve had other agents come into one of my listings and say they knew right away that this was a Sarah Ireland house,” she reveals. “My clients love that, because they know their homes are really attracting positive attention.”

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Sarah with her father Patrick Wallace, who has earned recognition as a highly respected broker in Modesto. He has served as president of the Central Valley Association of Realtors速, which has twice honored him as Realtor速 of the Year.

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A Real Estate Legacy Comprehensive print and online marketing campaigns ensure that properties are highly visible, and Sarah invests in strategic placement options through premium Internet sites. “In keeping with consumer trends, I place a heavy emphasis on maintaining a strong Internet presence,” she notes. And while she concedes that selling can be a challenge in current market conditions, Sarah asserts that with thorough marketing and solid pricing, her clients are accomplishing their goals. “This is a great time to move into a desirable neighborhood,” she explains. Her buyers are thrilled to take advantage of Sarah’s incomparable knowledge of regional listings. “I am obsessed with the MLS,” she quips, adding that her dedication is a reflection of her commitment to offering an incomparable level of service. “It would be a disservice to my clients if I wasn’t aware of an

opportunity,” she states. “I make it a point to stay current on available properties, including those that aren’t yet on the market.” Her knowledge allows Sarah to act as an invaluable resource for a range of clients. In addition to working regularly with seasoned investors, she is also a trusted advocate for first time buyers, who appreciate her thorough and patient approach. “It’s daunting to start the process,” she acknowledges. In order to alleviate fears of the unknown, she walks her clients through a typical 30-day experience, providing them with a detailed chronological timeline that covers contracts, deadlines, and financial expectations. Obtaining preapproval from a trusted lender partner ensures that prospective buyers are launching their searches with realistic expectations and solid price points in mind.

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An accomplished agent in her own right, Sarah recognizes the importance of a solid team of industry-related professionals whose work ethic and commitment to client care rival her own. Supporting her efforts are a skilled and experienced transaction coordinator, as well as specialists in lending, title and escrow. Her professionalism is undeniable, but what further distinguishes Sarah is her amiable nature and genuine passion for her work. A ready smile reveals her enthusiasm for her business and her clients; as a real estate professional she is in her element and she thrives in the opportunity to assist others. Perhaps it’s an innate drive, though her father and grandfather have served as exemplary standards by which she regularly measures herself. The path to success was first paved by E.J. Wallace, who became a broker/ owner after earning his real estate license in 1943. He raised eight children, one of whom went on to build his own accomplished career. Sarah’s father Patrick Wallace has earned recognition as a highly respected broker in Modesto. He has served as president of the Central Valley Association of Realtors®, which has twice honored him as Realtor® of the Year. He is also an active member of the California Association of Realtors® (CAR).

really hands-on, and enjoy the opportunity to connect with my clients in ways that work for them,” she asserts. To that end she has designed a blog-style website that allows her to easily update information and communicate changes and developments. “Through my site I have the ability to maintain daily contact with my clients,” she explains. “I like that ongoing communication.” While Sarah revels in her professional role, she is also a proud wife and mother. She is thrilled to have the support and love of her husband Aaron and the couple’s beautiful daughters, Reagan and Paige. She also foresees a possible fourth generation Realtor® in the family. “Reagan has already stated that she wants to be an agent,” smiles Sarah. “Someday she can work with me and continue the legacy!” Until then, Sarah will continue to offer her clients the utmost in professionalism and attentive care. They deserve nothing less than the best, and that’s what she delivers.

She has had the great fortune of being influenced by dedicated professionals, but Sarah reveals that she has determined the scope and direction of her business. “I’m ExecutiveAgent Magazine

Sarah Ireland Main Street Realtors速 244 Redondo Ave. Long Beach, CA 90803 Telephone: 562.810.6785 DRE # 01799940

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Sense of Humor By Tony Alessandra

“Conversation never sits easier than when we now and then discharge ourselves in a symphony of laughter, which may not improperly be called the chorus of conversation,” according to the eighteenthcentury essayist Sir Richard Steele. Humor is a social lubricant. It gives us something to share and creates bonds of appreciation. We are automatically endeared to people who make us laugh. Successful people take their commitments seriously, but seldom take themselves or life too seriously. Above all, they have the ability to laugh at themselves. People appreciate those who can see the humorous side of any situation. Humor should be appropriate, however, if it is going to be effective. Keep the following suggestions in mind: Keep it in good taste. Know your audience and the type of material that they will appreciate. Some people are more inhibited than others. Use discretion and respect their standards of good taste. Don’t go overboard. If you are making someone laugh, do not assume that being “on a roll” justifies going on indefinitely. If their body language indicates that it is time to get back to work, then get back to work! People appreciate digressions as long as they are short and sweet. You do not want to be known as “that clown who doesn’t know when to stop.” Humor is not just telling old jokes. If you rehash jokes that have been circulating for years, you will be regarded as a jerk rather than a person with a great


sense of humor. The best humor consists of original, spontaneous comments that flow with the conversation or the ideas being discussed. Look for humor in everyday life. This is the best way to improve your sense of humor. Some people believe that a sense of the comic is a God-given talent, but it can be cultivated. There are numerous opportunities for you to increase your repertoire of humorous anecdotes and comments. If you make an awkward mistake, remember: Don’t take yourself too seriously. The television star Lucille Ball is a perfect example of someone who learned to take her tasks seriously but not herself seriously. Ball was given the opportunity to audition for the part of Scarlet O’Hara in Gone With the Wind. In the middle of this serious dramatic reading, she dropped the entire script on the floor. As she kneeled down to pick it up, she tried to continue reading. She was so nervous that she continued to read right from the floor, picking up the papers as she went. The Director was shrewd enough to realize that although she was wrong for the role, she was a talented comedienne who had the ability to laugh at herself but take her tasks seriously. He ended up giving her first big break. 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. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@;

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Look for humor in everyday life

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Ken Holz

A Seasoned and Knowledgeable Professional By Lalaena Gonzalez-Figueroa


or over two decades, mortgage consultant Ken Holz has cultivated a thriving business built upon a foundation of comprehensive knowledge and exceptional customer care. His extensive experience has enabled Ken to weather the most challenging market conditions, and today he continues to offer his clients financial products designed to assist them in accomplishing their real estate goals. Ken’s ability to develop strong client relationships and his collaborative approach to work have enabled him to enjoy longevity in an unpredictable industry. Highly professional, he remains steadfast in his objective to educate his clients on the products and packages that will best suit their needs while keeping them focused on their short and long term goals. He understands the critical nature of his contribution to a real estate transaction. “It’s a game changer,” Ken offers. “I respect the needs of consumers and agents alike by providing timely and accurate information in order to facilitate a successful transaction.” When he joined MetLife Home Loans in 2008, Ken recognized the opportunity to align himself with a forwardthinking company whose reputation preceded its lending division. “Throughout my career I have worked with branded lenders,” he explains. “MetLife is well known around the world as a quality company, and MetLife Home Loans provides me and my clients with a wealth of resources and exceptional support. We have access to a solid team of professional processors and underwriters who are committed to working for consumers. MetLife offers a range of products designed to meet the needs of a diverse consumer base, and is proactive in addressing challenges and identifying solutions.”

typically stressful process. “My aim is to provide quality mortgage consulting,” he says. “Whether it’s in person or over the phone, I work to ensure that my clients are prepared for every step.” His diligence and straightforward style have earned Ken the appreciation of clients and colleagues alike. Not one to mince words, he offers objective information designed to best meet his clients’ interests and needs. Challenges occur, he concedes. “There are times when I have to help my clients make a really honest assessment of what they want versus what they can accomplish. By identifying potential pitfalls and issues, we can take a proactive approach and work toward their goals. What’s critical is that we have the resources necessary to close a transaction, and that everyone is on the same page throughout the process.” In order to facilitate strong communication between all parties, Ken avails himself after hours and on weekends. “I make it a point to return phone calls, to provide accurate and timely information in response to questions and concerns,” he states. He also acts as a liaison between the individuals involved in a given real estate transaction, working to ensure that loans are funded properly and with efficacy. For over two decades, Ken has provided his clients with quality and knowledgeable care, assisting countless individuals in achieving their pursuits of home ownership. “I know what it takes to get a real estate transaction funded successfully,” he remarks. And he’s doing it every day.

Throughout the course of his career, Ken has witnessed significant changes in the way business is managed. Technology, he notes, has facilitated a business arena where face-to-face meetings are no longer imperative. This, though, creates the need for individuals who offer exceptional communication and follow-through skills. “So often now I’m working with people over the phone or via e-mail,” Ken reveals. His ability to identify each customer’s needs, extract vital information and effectively explain options and programs are key components to the success of each transaction he represents, and Ken manages to consistently put his clients at ease during the ExecutiveAgent Magazine

Ken Holz MetLife Home Loans 3030 Old Ranch Parkway Ste. 450 Seal Beach, CA. 90740 Cell: 714.398.4849 e-mail: NMLS #653013


Your Attitude You Choose By Chris Widener


here are lots of things in this life that we do not get to choose. On the other hand, there are lots of things in this life that we do get to choose. Our attitude is one of the things that we get to choose. Nobody else lives inside our brain. Nobody else controls what or how we think. It is up to us, moment by moment, to choose what our attitude is. It is up to us to determine how we will look at and perceive the world around us. It is up to us to decide how we will react to our world around us. My advice? Choose a positive, optimistic attitude! Here are some thought on choosing your attitude.

it is just how the world works. Now, do not get me wrong. It will not cure everything and turn your world into a virtual Shangri-La, but it will significantly improve the world you live in. For example, let’s say that every day you go into work and you gripe about life and work from the moment you get there until the moment you leave. Will others want to be around you? Will others ask your opinion? Will others like you? Will others ask you to join them for lunch? Probably not! But what if you come to work every day and you are the positive optimist of the crowd? Will everybody love you? No, but significantly more people will than if you are the office pessimist! Your choice of attitude will determine what kind of circumstances you get!

We cannot choose our circumstances. For the most part, this is true. We cannot control if someone around us gets

Ultimately, it is our choice on what we have as an attitude. Nobody else can force you to have a bad attitude. Nobody

ill. We cannot control how another person will treat us. We cannot control the global economy. We cannot control the direction our society as a whole will go. For some, this may seem scary. For me, it is freeing. I do not have to control my circumstances. Running the whole world would be a big responsibility. It is good to know that I am not in charge of, or in control of all of my circumstances. This dose of reality frees you to focus in on what you can control – your attitude.

else can force you to have a good attitude. It is simply a choice you make.

We can choose our attitudes. That’s right. We get to choose what our attitudes are. Here is the definition of attitude: “The feeling or opinion about something or someone, or a way of behaving that follows from this.” We choose how we feel about others and situations. We choose our opinion about people and situations. We choose the way we will behave in relation to other people and circumstances. We choose it. It does not have to be bad. It does not have to be anything but what we want it to be. We have the option.

Where are you with your attitude? Do you have a good one? Why not sit down and give it some serious thought? Then, no matter where you find yourself, decide to take your attitude to the next level! If you have a really bad attitude, decide to take it up a couple of levels! Your attitude. Your choice. Choose wisely. 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; http://www.

The choice of a right attitude will significantly determine new circumstances. Choosing to have the right attitude will change the world around you. This is not any sort of magic; 16

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Your attitude Your choice Choose wisely

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Using Creative Imagination To Get Results


We already have pictures and images in our minds. Trouble is, so many of them are self-defeating. For example, early on in life we might have experienced our best creative efforts being met with criticism and our minds hold onto these memories vividly. We tend to generalize, losing sight that this was an event, not who we are, (i.e. “I’m not very creative”) because these pictures are emotionally laced with pain.

Athletes have used the technique for years, picturing a flawless performance in their minds prior to an event. World class runner, Rodger Banister states that the reason he broke the four minute mile was because he visualized it many times before this historic race in 1954. Yet you needn’t be performing in an athletic competition to harness the power of this technique.

In creative imagination, you take control. You visualize images and pictures of success, confidence and the completion of goals. Or you can build inner support by embracing the child within. The creative healing potential of guided imagery is amazing.

By Mitch Meyerson

hat if we told you there was a technique which in five minutes, three times a day could rid you of bad habits, curb negative thinking, and increase your self-confidence and motivation? It’s called creative imagination.

In simplest terms, creative imagination is the process of actively creating an image in your mind of something you want to accomplish and holding that picture over a period of time. By shaping this mental picture repeatedly in a relaxed and receptive state you can reprogram the software in your mental computer. It’s well known by now that we only use 10% of our minds, and the other 90% is the unconscious portion. Creative imagination allows people to tap into this unconscious portion of their minds and harness its potential power.


You say you can’t visualize? Try this simple test. Close your eyes and see your bedroom. Notice the windows, the color of the floor and walls. What color is your bedspread? Any pictures on the walls? Lamps or books? If you are able to answer any of these questions, you can be successful at creative imagination. For the most effective visualization experience, it is first helpful to relax or be guided into an alpha state. This can be done with soft music, progressive relaxation or a guided imagery by a trained hypnotherapist. After achieving a relaxed and receptive state, you not only picture the result you want, but feel the emotions of the

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result. For example, you see yourself at your year-end review. You hear your voice speaking confidently. You feel your back straight in your chair, your feet solid on the floor, your breathing relaxed. By using all the senses, it becomes a more powerful, impactful way to reprogram one’s mind. Janet, 29, used creative imagination as part of her weight loss program. “I pictured myself twenty pounds thinner. I could feel myself walk, and my step was lighter, I moved with more energy. I saw myself eating slowly. I’d picture myself running on the beach, feeling healthy, enjoying it not because it was part of a diet, but because it felt good on its own. Mark, 43, used imagery to complete the book proposal he had been procrastinating on for six months. “In my first few imagery sessions I found it difficult to get a clear picture in my mind. The images were foggy and I felt vague sense of resistance. It became clear that something scared me about finishing. But rather than analyze it, my therapist gave me an imagery tape to use at home twice a day for fifteen minutes. Within two weeks the pictures in my mind became clearer, I saw myself handing in the finished product while feeling an incredible sense of pride and purpose. Amazingly enough, my writing became more focused as well.” How can you make visualization as powerful as possible? 1. Be specific. Include as many details in your vision as you can. If your goal, for example is to increase your income, see the balance in your checkbook, breathe in the scent of new-car upholstery, feel the sun as you lounge on the beach or the heat as you sit in front of the

fireplace of your new home. What would you be doing, seeing, thinking, if you were more affluent? 2. Repeat your vision several times a day. 3. Don’t visualize the steps you will take to get there -- just see yourself already there. 4. Anchor your positive image. At the point you feel most connected with your result, touch your thumb to your middle finger on your dominant hand. Then when you return to consciousness you may touch these fingers together to recapture that positive emotional state. 5. Get a coach. Therapists who specialize in visualization can teach you techniques to quickly attain a relaxed, responsive state, and move you through the steps. They can also help you design a visualization that will help you achieve your goal and help you explore any resistance that comes up. For example, one man who was using visualization to help increase his confidence in making sales calls, kept hearing a voice saying no while he tried to imagine closing a sale. It’s important to explore resistance, to ask yourself, “Why am I in conflict over this? Do I think I’m going to have to pay too high a price for what I want? Tapes are available in most bookstores. Mitch Meyerson is a consultant, author and coach and the CEO of Guerrilla Marketing Coach. Over the last 20 years has been helping clients break through barriers in their personal and professional lives. For information about Mitch’s Coaching, contact the FrogPond at 800.704.FROG(3764) or email Copyright© 2006, Mitch Meyerson. All right reserved.

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Brent Frohoff By Lalaena Gonzalez-Figueroa


edication and discipline have helped shape the career of real estate professional Brent Frohoff, who has spent a lifetime pursuing his passions and achieving his goals. A former beach volleyball player who traveled the world on the pro circuit, he blends a competitive spirit with a client-centric approach to business. Brent first explored his interest in real estate as an investor; he earned his license in 1999 and launched his career in earnest in 2001 after retiring from professional volleyball. The opportunity to pursue his entrepreneurial abilities and to make a difference in the lives of others appealed to him, and Brent has built a business with a strong base of repeat and referral clients who appreciate his easygoing nature and industry knowledge. He works with buyers, sellers and investors throughout South County, though his area of expertise is the community of Ladera Ranch, which has been Brent’s home since 2004. With every client, Brent offers the knowledge and skillset of a professional agent who maintains each individual’s best interests at the forefront of every transaction. As a buyer’s agent, he helps his clients see beyond the details that often present unnecessary barriers, such as colors and décor. “People tend to work on emotion,” he reveals. “By maintaining an objective perspective, I am able to assist my clients in seeing the bigger picture, such as a home that fits their criteria but simply needs an update.”

personalized and direct. He handles every transaction from start to finish, and states that his clients appreciate the one-on-one attention he provides. “I believe I can offer a better level of service by not delegating issues to an assistant or transaction coordinator,” he explains. “Throughout the process, I am in constant contact with my clients. This direct communication allows me to provide them with the information they need to make the right decisions.” Client David Berney has purchased and sold homes with Brent, and appreciates his knowledge and professional style. “Brent helped us arrive at our decisions, but we never felt that he was trying to overnegotiate or drive the transaction for his own benefit,” he states. During a challenging market, adds Berney, “Brent worked to identify and implement creative solutions that enabled us to sell our home, and made it a painless process.” Brent’s genuine nature and reputation within the regional market were also draws; notes Berney, “Other agents speak well of him; he seems to be respected throughout the area for being up-front and down to earth.” Beyond his professional endeavors, Brent is a family man who enjoys spending time with his wife Tiffany and the couple’s four children. He is an active member of his Ladera Ranch community and organizes two annual volleyball tournaments for his fellow residents. These events draw dozens of players for some friendly (and sometimes fierce) competition. There’s music, food, prizes, and a fun filled day in the sun!

That objectivity adds value to the service that Brent provides his sellers, as well. He provides solid feedback on staging options, working with his clients as they present their homes to their maximum potential. A strong negotiator, Brent advocates on his clients’ behalves as he strives to accomplish their objectives.

Brent Frohoff Veranda Realty 27702 Crown Valley Pkwy. D4-293

The quality of care that Brent provides his clients is supported by Veranda Realty, a boutique agency designed to meet the ongoing needs of a savvy clientele. The brokerage is a leader within Ladera Ranch, and features a unique team approach in which agents maintain strong collegial relationships. “With a range of personalities and skills, we are all tapped into the market in different ways,” notes Brent. “By working together and sharing information we are better able to represent our own clients.” While he enjoys a collaborative atmosphere within his brokerage, Brent reveals that when it comes to working with his clients, he is proud to offer service that is ExecutiveAgent Magazine

Ladera Ranch, CA 92694 Telephone: (949) 350-9965


The ‘Key’ To What Really Motivates You To Achieve Your Dreams! By Anne M. Bachrach


hat motivates you? What gets you fired up? What gets your ‘juices’ flowing? What vision of the future excites you? Being inspired momentarily is easy for many people, but staying motivated long-term can be challenging for some of us. You go through a process of being really motivated in the beginning to being completely unmotivated, which makes it easy for anyone to quit. What happens when you go from being so excited you can’t wait to get up in the morning, to being so tired you can’t wait to go to bed at night. Somewhere between the starting point and the quitting point, the very thing that was driving you was lost. Many of us set goals, but only some of us stay motivated long enough to keep going until we reach them. Where does the difference lie? The difference lies in the motivation. The motivation is driven by the ability to stay focused on your dreams and how you will feel when you have successfully achieved the vision you have of your future. How do some people hold onto their motivation, while others find it easier to let it go?

crave happiness. If we want to achieve a specific goal for someone else the same rule applies. We want to achieve a goal because it provides something for someone else - and again, whether it is money, freedom or some other aspect - it all comes down to the emotion of feeling happy. We want things for other people, because we want them to feel happy. And when they feel happiness, we feel happiness. In some cases, it may be vice versa; we crave to be happy for ourselves first - and that’s perfectly OK! You have dreams and goals, but when was the last time you felt them? Have you ever felt them? You might have the motivation to make more money, but there is any underlying reason below the surface. What is it? Get below the surface and connect with the feeling of what you want and why you want them. The underlying reason will help give you the motivation you need to keep going until you have achieved them. Here are some exercises to help you connect with the feeling of your dreams and goals.

Those that hang onto their motivation have found something that drives them and they stay connected to it. What is it? It’s the feeling of their goal. When you can put yourself in the moment of your goal achievement and feel what it feels like to be there - you have just experienced one of THE most powerful motivation tools. When you can connect to the feeling, and it’s something you really want - then you can hang on to what you have to do in order to achieve it.

Start with your Life Intention Statement. What are your goals? What do they mean to you? For your family? Friends? The rest of the world? If you could do anything in this lifetime what you most like to do? Maybe it’s something you’ve always wanted to do, but didn’t think it was possible for you? This is really an open exercise - there are no limits – think about things only you really want. You can phrase them as goals, intentions, life purpose whatever you would like to call them.

Think about how a parent might be driven to do something for their child. Maybe they go back to school so they can get a better paying job so they can provide a better life for them. Why? Because they want their child to feel good when they have the things they want and need. When the child feels good, the parent feels really good too.

Write all your goals down on paper and detail when you would like to achieve each one (specifically the month, day, and year). To help get you started, go to and complete the Wheel of Life exercise. You might also enjoy completing the Quality of Life Enhancer™ exercise on this same website.

The motivation to achieve our goals is driven by one of the deepest emotions - happiness. It is an important commonality among all goal seekers. Whether we want money, freedom, independence or health - it all comes down to the fact that we

When it’s all said and done… When this life is all said and done, what do you want people to say about you? How do you want to be remembered? Write down some statements


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“Most people give up just when they’re about to achieve success. They quit on the one-yard line.”

you would like people to say about you. And does your Life Intention Statement big enough to accomplish what you want people to say about you? If it doesn’t - you need to be thinking even bigger! Tools for Staying Motivated Visualization The biggest key to staying motivated is to connect with the feeling of having already achieved your goal. Put yourself in the moment of living it. Feel the happiness, relief, joy, excitement - whatever good feeling you get from it and just hold on to for a moment. You can do this anywhere (except when you’re driving!). All you do is close your eyes and just visualize it; the sounds, the smells, the touch. For each goal, write down the emotions you imagine experiencing when you have achieved them. In moments when you need motivation, just review the emotions you noted with each goal. Reconnecting with the emotional side of your goals is a powerful way to stay motivated. Written Goals Writing your goals down and then reviewing them on a daily basis has a lot of impact. It actually works to focus your subconscious on the task at hand which reduces the amount of “wandering” the mind does when it doesn’t have a goal to focus on. This will also aid with manifesting your goals quicker, because the more focused your mind is the more focused your actions will be - whether you consciously realize it or not. Put time on your calendar each day to review what you really want. It only takes a few minutes. Set up Goal Milestones It can seem like a lifetime between the time you set your goal and the day you finally achieve it, but it really isn’t that long. To help make the gap between the starting point and the achievement point seem shorter, set up milestones where you reward yourself along the way. The reward can really be anything you wish it to be, as long as it’s something that makes you feel good.

is to eliminate $10,000 in debt and you do really well for 3 months and decide to reward yourself with a $3,000 shopping spree; that is not supporting your goals. However, if having a new pair of shoes or a new outfit is the one thing that would make you feel good - then spend $100, not $3,000. Maybe you’ve improved your eating habits to lose weight. You’ve been doing great, so you reward yourself with half a pizza and lots of beer. Again, the reward is vital, but it must support your goals. Get the point? It’s OK to reward yourself, just don’t compromise your goal and counter act the positive changes you’ve been making. Whether you want to achieve your goals for you or someone else, you are full of potential and have the power to achieve anything. You can live your dreams and goals, if you just grab hold of them. The motivation will come from connecting with the feeling of why you wanted them in the first place. Stay focused on how achieving your goals will make you feel and you will stay motivated. Most people give up just when they’re about to achieve success. They quit on the one-yard line. They give up at the last minute of the game, one foot from a winning touchdown. H. ROSS PEROT American billionaire and former U.S. presidential candidate. Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, and to take advantage of at least 9 FREE life quality resources, visit or click this link ( ©2008 Anne Bachrach. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email;

But be careful that your reward does not compromise your goal. As an example, if your goal

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Time Mastery By Dirk Zeller


hen I was working in real estate, there was one characteristic or skill that was most important in helping me achieve high production in sales while working a four-day workweek. This one skill allowed me the opportunity to develop the others that were necessary for success in sales. You are probably what that one characteristic is that is above all others – it is Time Mastery. If we learn to master our time, and understand the value of time, we can change the outcome of our life. Time is truly our most precious resource. The famous writer, Jean-Louis Servan-Schreiber, wrote, “Unlike other resources, time cannot be bought or sold, borrowed or stolen, stocked up or saved, manufactured, reproduced, or modified. All we can do is make use of it. And whether we use it or not, it nevertheless slips away.” It truly is how we use it to our advantage that makes the difference. How effectively are you using the time you are given? Are you performing the high payoff activities in your day? Many people may be asking, “What are the high payoff


activities in real estate?” These are the activities that pay you exceedingly well per hour. They also happen to be the activities that only you can do. Your assistants will never be as good as you in all these activities. Because of your skill and ability, you’re the one who has to do them. If your staff were as skilled as you…they would not be working for you. They would be Agents on their own. In real estate there are about a half dozen things that are high payoff activities. They are lead follow-up, prospecting, listing appointments, showing property, and writing and negotiating contracts. How much of your day is spent in these activities? The truth is no one will do these activities better than you. If you have staff, once they get markedly better than you in these activities, they will often leave you and go on their own. The highest pay per hour is contained in those half dozen things. Low payoff items have a tendency to push out the high payoff activities. They try to fake us out that they are important. Have you ever had a day where you left the office and felt like nothing got done? You just spent the day in low payoff activities. The low payoff day is like being in the Twilight Zone all day. You were present in body, but nothing got done.

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To ensure you do high payoff activities daily, block them into your schedule. Create a specific time slot for prospecting daily. Make a time for lead follow-up daily. Schedule them both in and be militant with keeping other low payoff activities out of those slots. Turn your cell phone and pager off during those time slots, and then you can focus with intensity on prospecting and lead follow-up. If you just spend one hour a day prospecting and a half an hour to one hour doing lead follow-up daily, that will solve any production problems you have in your business, and you will gain quality time with your family. Find those times and block them in today. The next step to time mastery is learning to do first things first. Too often, we spend time on the wrong tasks. Before you leave for the day, make a list of tasks that you need to do. To be highly effective, we must set up tomorrow before it comes. You will save ten minutes of execution for every one minute of planning you do. Then take the list and prioritize from most important to least important. I will give you a hint…the hardest thing that needs to be done is most important. When you walk in the office in the morning, start with #1. Work on #1 until you have it completely done. Then you can move on to #2. We often lack the vision to prioritize. We work on ten things at once, never completing anything. This causes frustration and low work output. Focus on the most important task. Focus always comes before success. It is very easy to get distracted by clients, prospects, or other Agents. You must win the game of distraction. We all have distractions daily. It’s what we do with the distractions that come our way that matters. The difference between a time waster and a time master is the length of time it takes for that person to get back on track. For a time waster, it could be hours, or even days, to get back on track. For a time master, it will be minutes before

he is back on track. People who control time earn more money. Time was designed to serve us…not be served by us. Many people feel that time is money. Israel Davidson said it well when he was quoted, “Time is infinitely more precious than money, and there is nothing in common between them. You cannot accumulate time; you cannot borrow time; you can never tell how much time you have left in the Book of Life. Time is life…” Use it well. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email;

ExecutiveAgent Magazine



How Do You Get And Keep Enthusiasm? By Kare Anderson


etting enthusiasm is a little like learning to breathe: Nobody can tell you exactly how to do it, but without it you’re in big trouble. No one but you can discover that compelling purpose or exciting goal that ignites enthusiasm inside you, but you can learn a great deal from others about how to use it to maximum advantage. Here are some insights I’ve learned from some real experts on enthusiasm; what’s more, I’ve tested and proven them in the laboratory of my own life. 1.

Enthusiasm is born on the inside

In the daily grind of life you can lose touch with what really matters. There are so many routine decisions to make, so many challenges to be met, and so many burdens to carry, that you can lose your perspective. However, as you connect with the enthusiasm planted deep within you, you’ll feel it begin to grow and grow. Soon, you’ll be back on track. It’s not the first mile of a long and arduous journey that gets to you - you’re excited about getting started. And it’s not the last mile - you’re thrilled about getting there. The miles that get to you are the long and tedious ones in the middle where you can’t see where you’re coming from or where you’re going. Always remember that enthusiasm comes from the inside out, not vice versa. It’s easier to motivate yourself from within than to pump yourself up with empty sayings.

I can explain it. It seems that a number of farmers in Pennsylvania were sitting around complaining about the increasing cost of electricity and the unpleasant task of disposing of all the waste their cows generated. But the Waybright brothers and their brother-in-law, who run the Mason Dixon Farms near the town where I went to college - Gettysburg, decided to quit complaining about all the manure the cows were generating, and to do some generating of their own - electricity. They built a power generator that runs on methane gas produced from heated manure from the 2,000 cows. Generating much of their own power, they cut their annual electricity bill from $30,000 to $15,000. As you might guess, most of the other farmers laughed at the project and called it “Waybright’s folly” (and other even less flattering names). They were satisfied to see their problems and to seek out their Congressmen to complain about their miserable circumstances. But no one’s laughing anymore. In fact farmers, Congressmen, and agriculture ministers from around the world are beating a steady path to the Mason Dixon farms. Soon the Waybright brothers were selling some of their excess power to their once jeering neighbors. And that’s no bull! Okay, so you’re not in the cow business, and your biggest problem is not electricity bills, but the principle works in any area of life. Enthusiasm - with all the good things that go with it - comes when you turn your eyes from the problem or circumstance and focus on the solution and opportunity. 3.

2. Enthusiasm grows when you focus on solutions and opportunities, not problems and circumstances Life for you will always be as you choose to see it. You can focus your attention on the problems and circumstances which surround you, or you can keep your eyes on the solutions and opportunities.

Enthusiasm thrives around positive people

A lot of people say that enthusiasm is contagious. My experience would indicate that negativism and pessimism are far more contagious. It is always easier to believe the worst than to hope for the best especially if you are struggling against overwhelming odds. It’s even worse when you’re tired, or have just suffered a severe setback.

I recently read a story that illustrates it better than


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Don’t waste your creative energies on people who are always putting you and your ideas down. Seek out those positive and successful people who can give you a boost. If you want to be enthusiastic and have the enthusiasm which produces success, always spend your time with positive, enthusiastic, and successful people. 4.

Enthusiasm recharges itself on momentum

Jerry Reed’s popular song of many years ago put it very nicely: “When you’re hot, you’re hot!” Believe me, it’s more than empty words. Of course, William Shakespeare said it with more eloquence in these famous lines from Julius Caesar: “There is a tide in the affairs of men, Which, taken at the flood, leads on to fortune; Omitted, all the voyage of their life Is bound in shallows and miseries.”

It’s when you feel most enthusiastic that you need to throw yourself into life’s biggest challenge. Celebrate your greatest victories by plunging into even greater challenges. Take full advantage of the momentum you gain with each hard-earned step. Nothing feeds enthusiasm like success, and nothing can hold back enough enthusiasm. Kare Anderson is a “Say It Better” expert, a Behavioral Futurist, who speaks on how to become more “thought full”, compelling communicators to create customerattracting experiences for a place, product or program. She is a speaker, national columnist, nine-time author, Emmy-winning former TV commentator and Wall Street Journal reporter. Her online newsletter reaches over 17,000 people in 32 countries. Her latest book, Resolving Conflict Sooner, offers a 4 step method plus 100 influencing tips. Copyright© 1999, Kare Anderson. All rights reserved. For information about Kare’s programs, please contact The Frog Pond Group at 800704-FROG (3764) or email;

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Attitude Is Everything By Jim Rohn


he process of human change begins within us. We all have tremendous potential. We all desire good results from our efforts. Most of us are willing to work hard and to pay the price that success and happiness demand.

lead our attitude down the wrong path and to strengthen those feelings that can lead us confidently into a better future.

Each of us has the ability to put our unique human potential into action and to acquire a desired result. But the one thing that determines the level of our potential, that produces the intensity of our activity, and that predicts the quality of the result we receive is our attitude.

If we want to receive the rewards the future holds in trust for us, then we must exercise the most important choice given to us as members of the human race by maintaining total dominion over our attitude. Our attitude is an asset, a treasure of great value, which must be protected accordingly. Beware of the vandals and thieves among us who would injure our positive attitude or seek to steal it away.

Attitude determines how much of the future we are allowed to see. It decides the size of our dreams and influences our determination when we are faced with new challenges. No other person on earth has dominion over our attitude. People can affect our attitude by teaching us poor thinking habits or unintentionally

Having the right attitude is one of the basics that success requires. The combination of a sound personal philosophy and a positive attitude about ourselves and the world around us gives us an inner strength and a firm resolve that influences all the other areas of our existence.

If we care at all about ourselves, then we must accept full responsibility for our own feelings. We must learn to guard against those feelings that have the capacity to lead our attitude down the wrong path and to strengthen those feelings that can lead us confidently into a better future. misinforming us or providing us with negative sources of influence, but no one can control our attitude unless we voluntarily surrender that control. No one else “makes us angry.” We make ourselves angry when we surrender control of our attitude. What someone else may have done is irrelevant. We choose, not they. They merely put our attitude to a test. If we select a volatile attitude by becoming hostile, angry, jealous or suspicious, then we have failed the test. If we condemn ourselves by believing that we are unworthy, then again, we have failed the test.

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

If we care at all about ourselves, then we must accept full responsibility for our own feelings. We must learn to guard against those feelings that have the capacity to ExecutiveAgent Magazine



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