JULY 2015 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Eileen Didier Executive Agent of the Month

Inside Features: Nellie Berdin Century 21 Gold Richard Hedrick imortgage Samuel Madrigal Alpine Mortgage Planning

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

July, 2015

Inland Empire

Cover Story

Editorials

32 - Tony Alessandra: Charisma

22 - Awareness Institute: Keeping It Simple

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

10 - Dirk Zeller:

Why Do They Do It?

Alpine Mortgage Planning............36 City of Hope..................................35 imortgage......................................2

08 - Zig Ziglar:

It’s Healthy To Be Happy

i Photography Studio.................21 - 31 PWAOR..........................................6

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The Termite Guy................................7 TIGAR...................................34

Eileen Didier

Executive Agent of the Month

04 Nellie Berdin

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© Copyright 2015 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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Richard Hedrick

Executive Banker of the Month

Marketing Director: Frank Arrias 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

Samuel Madrigal

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E XECUTIVE AGENT

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MAGAZINE

Nellie Berdin Written by Haley Freeman

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ellie Berdin is a dynamic woman whose real estate background includes lending, investment as well as residential, commercial and land sales. She is a top agent at Century 21 Gold where she shines among her peers.

Nellie’s father influenced and introduced her to the real estate world. He worked hard and achieved the American dream for himself and his family. Born in the U.S., but raised in Mexico, he returned to the States later in life. With the little education received in Mexico, he was able to build a small empire of real estate investments. While growing up, Nellie learned and assisted him with the business by taking rental applications, running backgrounds and attending real estate auctions.

Nellie was inspired early on to follow in her father’s footsteps, and was influenced by his strong work ethic. She eventually pursued her own career in real estate.

In doing so, she has been able to prosper independently, and she purchased her first home at just 20 years old. She has also been able to provide a happy and stable life for her two children. Since her first purchase, she has continued to acquire properties and manage them herself building her own successful name in real estate.

Her experiences over the years in real estate has educated her tremendously. “I feel connecting emotionally to my clients is vital.

Buying and selling real estate over the years has allowed me to understand the depths of the process and learn first-hand the trials and rewards my clients can be faced with during a real estate transaction.”

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A Dynamic Professional In the past, Nellie was a notary and also closed loan documents. In addition, she worked in a bank in the mortgage REO department. More recently, she has been an investor, landlord, property manager and has sold commercial buildings and vacant land.

These experiences and positions have made Nellie extremely knowledgeable in today’s real estate market. From understanding the process it takes to run utilities to a piece of raw land, to closing a multimillion dollar deal, Nellie is capable of handling any real estate transaction with professionalism, experience and with ease.

The field is usually where you’ll find her on a Friday night. Her other favorite activities include her passion for riding dirt bikes and motorcycles. Her goal someday is to create a foundation to support injured motorcyclists.

Nellie’s enthusiasm for real estate and life spill over to her clients who trust her with their most precious financial decisions. “Building relationships is important to me, and I truly value my ability to connect with people and build the trust necessary to be an integral part of such an important event in their lives.”

Nellie is a confident and experienced negotiator whose track record has gained her high respect both in and out of the real estate community. To strengthen her reputation, Nellie chose the Century 21 brand, the most recognized in the world. She specifically chose Century 21 Gold lead by Donna Chudzicki.

“Donna is the reason I chose the Century 21 Gold brokerage. She supports the agents 110% and guides us to excel as she supports each individual to be the best they can be.”

“With training three times a week, we are constantly staying abreast of market changes, marketing strategies and loan options in addition to every facet of real estate”, said Nellie. “You won’t find an agent more dedicated or ready to represent you with your real estate transaction.”

On her down time, Nellie gives attention to her greatest achievements -- her children. She also volunteers in their classrooms and participates in their extracurricular activities such as her daughter’s cheer, and her son’s football.

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Nellie Berdin Century 21 Gold 2055 Hamner Ave. Norco, CA 92860 Phone: (909) 664-4621 Email: eastvale91752@gmail.com Website: www.C21Gold.net CalBRE # 01711911

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It’s Healthy To Be Happy

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he dictionary says that happiness is the “agreeable sensations which spring from the enjoyment of good. That state of being in which desires are gratified by the enjoyment of pleasure without pain.” Happiness is “positive pleasure or an excitement of agreeable sensations.” Mark Twain said that most of us are “about as happy as we make up our minds to be.”

Psychologists and physicians have long known that happy, cheerful people enjoy better health. It goes back several thousand years to Solomon, the wisest man who ever lived, who observed that “A merry heart doeth good like a medicine.” There’s no question but that a cheerful spirit does wonders for your health.

The question is, what’s the best way to be happy? For a long time it’s been my conviction that others can give you pleasure, but the only way you’re going to be happy is to do things for other people. Forest Tennant, M.D., says that serotonin, which is the “feel-good” neurotransmitter, normally hits the system full force at about ten o’clock in the morning. However, we can “jump-start” the flow of serotonin by doing something really nice for someone else.

It doesn’t have to be “earth-shattering.” A simple, sincere phone call to someone you know will do wonders for you and them. Just let them know you were thinking of them and wanted them to know how much you appreciate who they are and what they do. Tell them how much their friendship means to you, how you admire them and that you just want them to know how you feel. It’s amazing how good you will feel about yourself when you pay a sincere compliment to encourage someone else.

Think about it and pick up that telephone to encourage someone else with no thought of benefit to yourself and I will SEE YOU AT THE TOP. Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

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Written By Zig Ziglar

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Why Do They Do It?

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here are many things that agents do regularly that puzzle me. In this article, we are going to look at two practices, standard for many agents, that don’t make sense. My hope is that if you recognize yourself, you can change your practices now and improve your business in the process Why do agents take listings for less time than six months?

We see agents regularly taking 30, 60 and 90 day listings. They take these listings when the average time on the market in their area is, for example, 107 days. Do these agents truly believe that they can beat the market? Beating the real estate market is like beating the “house” in Las Vegas. What are the odds of beating the house in Vegas?

There is a reason why the casinos are so big and opulent -- the casinos regularly win. Taking a listing for less time than your market average is like going to Las Vegas and thinking that you are going to win big. The odds of even a highly skilled agent regularly beating the market are very low. Don’t let your desire to take the listing interfere with your desire to turn a profit.

Set a standard, based on your market, for length of listings, and stick to it. Tell the seller that a shorter time frame won’t work for you. Walk away from the listing if necessary. It’s better to do it now than 90 days from now, when the listing expires. In 90 days you will have invested time, money and emotion for 90 days. Cut your losses now, at the listing appointment.

Your other option is to have the seller give you a 90-day price. A 90-day price, to me, is a price that would guarantee a sale within 45 days even if swarms of locusts took over your town, or if the region were hit with an earthquake, flood, fire, famine or other Biblical disaster. In other words, the chance is 100% that the home would sell fast, no matter what. My philosophy was always 90-day listing/90-day price. Give the seller the option to choose one. Don’t allow them to have the 6-month price with the 60-day listing.

Why do we spend two hours on a listing presentation?

Think about it: what are we saying in all that time? Do you think the client is really interested in spending two hours listening to us? Shouldn’t we be more prepared and get to the point going in? My belief was always the less said, the better. The longer my presentation went, the weaker it became. I think that most people would rather be spending time with their families than talking with a realtor.

Here are the four things to focus on in a presentation. Share them; ask for the order; and get out.

Find out the client’s desires and expectations.

Convey the value of the home.

Show the client the value and benefit of working with you.

Ask for the order.

There is truly no reason to be there the amount of time that we are. If we spent even 15 minutes on each section which is too long we would be out in an hour. I can’t tell you how often I was thanked by the seller for being in

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and out in 30 minutes or less. I had people who listed with me because of my respect for their time. A week rarely went by in which I did not hear “The last guy was here for two hours. I appreciate your respect for our time.” Most sellers are not interested in the fluff and hype. Leave that for the other, less skilled agents. Find out their desired and motivation. Tell them the truth on the price of their homes. Tell them what you are going to do. Ask for the business.

It truly is that simple. Condense your presentation, and stay on track.

These are just two practices that have puzzled me for a while. If you see yourself, I urge you to change. For the sake of your clients and your time, commit to changing today. You will get more listings sold if you have a longer listing period. You can take more listings if you spend less time making the presentation for each one.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http:// www.FrogPond.com.

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E XECUTIVE AGENT

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MAGAZINE

Samuel Madrigal ExecutiveAgent Magazine

Written by Shannon Hartsoe

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Indeed, Samuel and Alpine Mortgage Planning are a perfect fit. The company’s core principles -- teamwork, empowerment, positivity and excellence could have come right off of Samuel’s own mission statement.

And he had the right personality for the job -- personable, outgoing and passionate about people. Funny how stepping stones to a desired goal can sometimes turn into the goal.

Along with Samuel’s personal attributes, he offers solid industry credentials. He studied real estate and finance and obtained his broker’s license in 2003. He has also run his own mortgage company, which further prepared him for the success he enjoys today.

amuel Madrigal admits that his initial reason for becoming a Mortgage Advisor in 1998 was to make enough money to open his own coffee shop. The thought of working around people who loved coffee, conversation and relaxing with friends appealed to Samuel.

While working toward his goal of opening his own coffee shop, Samuel found that helping people secure a loan that got them into the home of their dreams brought him far more satisfaction than he ever thought it would.

It was a life-changing revelation “At first I pursued the idea of making a lot of money to open a coffee shop,” says Samuel. “But then I realized that I really love to help people, so I never left the business.”

Buyers in the Ontario area are certainly glad he traded an espresso machine for knowledgeable lending services.

Today Samuel is a trusted Mortgage Advisor with Alpine Mortgage Planning in Ontario.

His success is largely the result of the perfect personality for his chosen career. “I think I am caring, responsible, fair, friendly and hard working. I think this is what allows me to fit in with people’s needs,” he says.

Samuel is also a natural salesman, something he learned from a former supervisor, who didn’t mean it as a compliment. While working in the medical field, Samuel’s supervisor told him he “was not hospital material” and suggested he look into a career in sales instead. “She said to me, ‘You have a great personality, and most importantly, charisma,’” Samuel recalls with a laugh.

When combined a passion for helping people and his positive, upbeat personality, Samuel is an unstoppable force. He spends hours pouring over the latest industry regulations and marketing trends so he can provide his clients with knowledgeable advice and latest marketing and industry information to help them make the most informed decision possible.

“I provide the guidance that borrowers need in every step of the way, and my company is there to back me up in the process,” he says.

As for mentors, Samuel says he’s had some good ones who helped get his career off the ground.

“I think it took me longer than normal because I did not quite understand the politics in this business. However, I met some great people that gave me good insights about this business, which allowed me to easily navigate through all I had to learn,” he recalls.

Samuel also cites a quote by former Mexican President Benito Juarez that he says has become his words to live by: “El derecho al respeto ajeno es la paz” (The respect to people’s rights is peace), he says.

“I also want to add that every borrower is a mentor to me. They all have great wisdom to share and I have always learned something from every single one of them.”

Now that he’s become a go-to Mortgage Advisor for the people of Ontario, Samuel says he continues to seek new clients who may not know about the various financing that can help them buy their own home.

“I would like to continue promoting down payment assistance awareness to first-time buyers,” he says. “I believe that everyone should be able to own a home.”

Samuel Madrigal MLO - 251638 Alpine Mortgage Planning 3390 Concours, Ste. 350 Ontario, CA 91764 Cell: 310.877.7042 Email: SMadrigal@alpinemc.com www.alpinemc.com/samuelmadrigal © 2015 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act Regulated by the Division of Real Estate Colorado. .

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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

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Cover Story

Eileen Didier Executive Agent of the Month

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Eileen Didier Written by Shannon Hartsoe - Ian Wiant Photographer

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eal estate isn’t anything like Eileen Didier thought it would be when she got into the business more than nine years ago.

It’s better.

“I thought it would be a nice little part-time job to help supplement our household income,” she recalls, laughing at the memory. “Turned out to be a lot more work – and a lot more fun than I imagined.”

But it wasn’t as if she was a stranger to hard work. A former small business owner, Eileen was accustomed to putting in long hours at the Southern California eatery she owned with her husband Dean. She thrived on the challenges, the interaction with her patrons and the satisfaction of providing a quality meal at a reasonable price.

When multiple franchise moved in just up the street from their location, things began to go downhill.

“We didn’t have the marketing budget, or the buying power to stay competitive,” she says. “I knew we were going to have to close our doors. It was a difficult time.”

The restaurant business behind her, Eileen decided to focus her energy on her three children, Kyle, Kristin, and Angie, then just elementary school students.

She didn’t sit still for long.

Having earned an MBA in human resources from California State University at San Bernadino, this tenacious self-starter needed a change.

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“I thought real estate was about showing beautiful houses to willing buyers,” she said. “Turns out that’s actually very little of the business, but once I got in to it and learned how challenging it is, I fell in love with it.”

Today, Eileen has built a thriving real estate practice on good, old-fashioned customer service and hard work.

Nearly half of her business is repeat and referral and she’s been honored with multiple awards for production and customer service – all without a website. The key, she says, is always treating others the way you want to be treated.

“We’re lacking that human interaction in today’s world,” she laments. “I find that people want to be listened to, understood and valued. That’s what I do. So when one person is happy with the service they received, they go out and tell others, and then it grows from there.

Real estate is all about building relationships.” For Eileen, relationship building means keeping in touch with her clients, staying up-to-the-minute on market trends and

ensuring that every client is treated as if they were her only client.

The result is a customer-centric business model that keeps her clients coming back again and again.

“I am being coached by someone from Buffini & Company to help me stay accountable in reaching my goals,” she says. “I set yearly, monthly, weekly and daily goals – and the reason I chose them is their philosophy of business aligns very closely with mine. It’s all about notes, phone calls and personal visits. That very clearly sums up the nature of how I do business. I am not transactional – I’m relational.”

She still believes in holding open houses, working floor time and being invested in her clients. Eileen personally returns every phone call, answers every email and communicates with her clients on a daily business – even if the news is not what they want to hear.

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Relationships for Life “Honesty and integrity are very important in this business. Sometimes there are some challenges that simply cannot be overcome, and my clients deserve to hear that in a timely manner. I’m so involved with the transaction I literally take it personally if something doesn’t go right.”

Each of Eileen’s listings receives the star treatment.

Professional photography showcases the home in its best light. State-of-the-art advertising, including expanded MLS listings are important. Details, she says, can make or break a potential deal.

She also is a firm believer in surrounding herself with professionals who can help her maximize her listings, something made easier as an agent with Century 21 Lois Lauer Realty.

“There’s nothing more unprofessional to me than a photo taken with an iPhone with a car in the driveway – it lacks effort and implies that the REALTOR® didn’t have the time or the resources to go the extra step. People look online first, and if the listing doesn’t grab them right away, it’s not going to get the attention it deserves.”

“I know my gifts,” she says with a smile. “Marketing is not my strength, advertising is not my strength. Doing the best for my clients and being their advocate is my strength. That’s why I hire professional photographers, social media experts and utilize the advertising department of my company. They do what they do, so I can do what I do – create relationships for life.”

A Southern California native, Eileen’s experiences in the area give her unique insight into the neighborhoods, towns and lifestyle in San Bernadino and beyond, making her a rich resource for clients looking to find just the right property.

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Now, as her youngest graduates from high school, Eileen is finding that her dreams for her business have come full-circle. “I’m looking forward to continuing to grow my business,” she says, “but I’m also looking forward to finding more volunteer activities in the community.”

A life-long believer in giving back, Eileen has held volunteer positions at her children’s school, church and throughout the community.

given to me. There is no more important work than to help take care of those less fortunate than you.”

She and Dean have now been married for a quarter century and she doesn’t take a day for granted.

“When I first went to work as a real estate agent, I don’t think either of us knew what we were in for,” she says.

“But through it all he’s been my rock, my sounding board and my go-to guy when I need encouragement. It’s been a crazy ride, but I wouldn’t change a minute of it.”

“My parents instilled in me a deep faith and work ethic,” she says “I believe that everything I have has been ExecutiveAgent Magazine

Eileen Didier CENTURY 21 Lois Lauer Realty Tel: 909-831-7398 EileenDidier@aol.com CalBRE # 01752116 ExecutiveAgent Magazine

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Keeping it Simple

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ver the past few months, the concepts of stripping back the superfluous, simplifying and pulling apart the true meaning of integrity have been strong personal themes. For many people, there’s a drive to again inspect old patterns that continue to run happily in the background despite years of self-examination.

Perhaps under the direction of a new global energy, there’s a sense of being able to lovingly let go of those things that have served us all well on one level, yet have offered excuses to stay small on another.

I came across Don Miguel Ruiz, The Four Agreements the other day and it strongly resonated with this desire to pare back; to simplify; to become more real as a participant in this world and begin operating in a more authentic way.

With these 4 simple tenets, we could literally change the way we as humans operate in this world. How do they resonate with you? Please feel free to share your thoughts, we’d love to hear from you.

1. Be Impeccable with your Word: Speak with integrity.

Say only what you mean. Avoid using the Word to speak

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against yourself or to gossip about others. Use the power of your Word in the direction of truth and love.

2. Don’t Take Anything Personally: Nothing others do is because of you. What others say and do is a projection of their own reality, their own dream. When you are immune to the opinions and actions of others, you won’t be the victim of needless suffering.

3. Don’t Make Assumptions: Find the courage to ask questions and to express what you really want.

Communicate with others as clearly as you can to avoid misunderstandings, sadness and drama. With just this one agreement, you can completely transform your life.

4. Always Do Your Best: Your best is going to change from moment to moment; it will be different when you are healthy as opposed to sick. Under any circumstance, simply do your best, and you will avoid self-judgment, self-abuse, and regret. ~ Don Miguel Ruiz The Awareness Institute in Australia empowers people to transform their world. For more information go to:awarenessinstitute.com.au.

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BANKER EXECUTIVE

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Richard Hedrick Executive Banker of the Month

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We have a loan for every home... simple as that.® Written by Shannon Hartsoe - Ian Wiant Photographer

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here’s many ways a parent can influence a child’s career path. Example, opportunities available from joining a family business, and a childhood spent absorbing the work mom or dad do can all lead a child into the same profession. For Richard Hedrick, that parental spark was a little different – mom’s W-2 form.

“When she showed me her W-2 while I was in high school I was sold,” Richard says. “Seems rather shallow, I know, but it was the start of an incredible career serving referral sources and homebuyers.” That experience has led Richard to a successful career as a lender, managing

imortgage’s Rancho Cucamonga office. But it was more than his mom’s income that convinced a young Richard that lending was right for him. He learned early that he was actually good at it.

“In college my mother employed me as a courier to give me some extra spending money. In my junior year of college at Cal State Fullerton I asked her if I could learn how to be a loan officer and she agreed,” he says. “I did well in those early years and learned how lucrative and how dynamic this business could be. I was hooked.”

Rancho Cucamonga Branch ExecutiveAgent Magazine

We have a loan for every home... simple as that.® In the early 1970s female loan originators were rare in Santa Ana, but Richard’s mother was successful. She had to be – she was the family breadwinner. He recalls how hard she worked, and how she always provided for the family.

“I was raised in a family where it was expected that you would use the Golden Rule in all that you did,” Richard shares. “My parents were not shy in their willingness to help others and that came across in the work that my mother did. She loved what she did and her customers were also her friends. I came to know many of them personally and speak with some even to this day. That was the inspiration.”

Strong Foundation Richard not only offers years of experience in lending, he’s also well educated in real estate. He earned a bach-

elor’s degree in business administration from California State University, Fullerton, with a concentration in finance and real estate. Since 1992 he’s been a licensed real estate broker and approved DE Underwriter (HUD).

It’s no wonder then that colleagues are quick to praise Richard.

“My first meeting with Richard was on a visit of mine to our California branches. I was the EVP of operations and he was the RVP for the area,” says business coach Bobby Welch. “I was immediately impressed with his professionalism, how he interacted with the existing branches and his recruiting approach with several face-to-face meetings with candidates I joined him for.”

“If you’re looking for deep mortgage knowledge, great sales management skills and an attitude of teamwork, Richard is your guy.”

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Don’t Give Up

Solid Growth Even In Challenging Times Adds Tom Hunt, EVP of national retail production at Stearns Lending: “Richard is a very capable and dynamic mortgage field leader. He has exhibited strong competencies in both builder and resale mortgage franchise expansion. Richard’s mature leadership style allows him to balance the best interests of his company, customer and employee in his decision-making. I highly recommend Richard as a contributing leader to any mortgage operation.”

Along with his parents, Richard credits former colleague Arnie Sheets as his mentor. While he and Richard worked for GMAC Mortgage in the 1990s, Richard’s father passed away. The tragedy struck at a time when Richard’s business was booming. In 1995 and 1996, he was originating at least 20 loans a month, 80 percent of which were purchases. Arnie, then a sales manager, showed up on Richard’s doorstep while he mourned the devastating loss of his father.

“He took my pager and all my loans and said take the time you need to mourn this loss. I had the biggest month of my career that month … seriously! This guy, and others around him, took care of me when I needed it most. The ultimate team player took me to school on the topic and I learned an incredible lesson for sure,” Richard says.

Secrets of Success Those lessons learned from his parents and mentors like Arnie Sheets taught Richard the importance of having a steadfast dedication to his clients, staff and colleagues.

“Most great leaders find service to others to be the cornerstone of their success. I am not great because of the talents I possess, I am a great leader because I like to find and leverage talents in others,” Richard says. “Giving others the space to make mistakes, learn and own their success breeds loyalty. As for customer service it all starts with expectations, it is sustained with communication and finishes with reflection on the results and experience.”

ExecutiveAgent Magazine

The love of a family is life’s greatest blessing “This sounds simple, but it’s not that easy. However, with discipline customer service earns you referrals -- and referrals feed the machine.” One characteristic behind his success is a dedication to details. Richard is a firm believer and practitioner of building strategy and plotting potential outcomes. He believes contingency plans are critical because of the unexpected turns that business and life often take.

“I also am a student of human behavior. Subtle words, mannerisms, etc. can be very telling when dealing with people,” he says. “Paying attention can reap dividends when it comes to things people say and do. Or, frankly, when they need help and don’t ask.”

Goals and Activities

In addition to leading the imortgage team, Richard is in his third term as board president for HomeAid Inland Empire, which builds and renovates homeless shelters in partnership with the homebuilding industry. He’s also a board member of the Baldy View Chapter of the Building Industry Association. In his spare time, Richard enjoys photography, traveling, skiing and playing golf.

With a career in lending and many years of helping people buy a home, Richard has plenty of wisdom to offer, for life and business.

“It’s all about balance,” he says. “Exercise, be grateful, say thank you, ask for what you need. DON’T GIVE UP. Having love in your life brings contentment. Going it alone is, well, lonely.”

This year Richard and his team of 13 at imortgage are aiming for $178 million in production with an Eliant customer service rating of 95+. But work never becomes so serious that this team forgets how to enjoy life. Richard is a firm believer in the benefits of having fun with your co-workers. His office just finished a team-building event at the Claremont Chef’s Academy.

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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. 2015.

Richard Hedrick Branch Manager imortgage 8686 Haven Ave., Ste. 150 Rancho Cucamonga, CA 91730 Tel: (909) 912-7835 Richard.Hedrick@imortgage.com www.imortgage.com NMLS ID 1059650 ExecutiveAgent Magazine

EA

Charisma What Is It? What Will It Do for You? harisma is easy to spot but hard to describe.

Nailing down a definition is like trying to define America. And the effort is made more frustrating because we all tend to overuse the term, lavishing it indiscriminately on insolent athletes, glamorous film stars, and fanatic cultists, as well as on genuinely enchanting and inspirational personalities like, say, John F. Kennedy, Dr. Martin Luther King, Jr. and Princess Diana.

C

are partially filled to varying degrees. Together they constitute our charisma, or at least our potential charisma.

Here’s my definition:

Though the results may not be strictly scientific, I’ve sought to reduce charisma to its bedrock. What I’ve come up with are seven qualities that I’m convinced are at its core.

Charisma is the ability to influence others positively by connecting with them physically, emotionally, and intellectually.

I’m convinced that, popular wisdom to the contrary, charisma is not in your genes-and it’s not beyond your grasp.

You already have charisma, but it’s not configured the same way in you as it is in the person next to you.

Think of it this way: Each of our personalities consists, let’s say, of a series of containers, like cups or glasses.

If all the glasses were filled to the top, you’d be so charismatic people would think you were a god-and you’d probably think so, too. Some really, really gifted people may come close to this ideal. But, for most of us, some of the glasses are nearly empty, some brimming, yet others

Still, I’ve wanted to be able to describe charisma more concretely. So I’ve thought a lot about it, done applied research and formed some opinions. I’ve also studied the literature, going back decades, and compared the conclusions of scholars with my own observations.

Here’s how I see those seven main components of charisma-or, the “glasses,” if you will: • Your silent messages. You make a statement about yourself even before you open your mouth. This is your “silent message.” It’s the way you carry yourself, physically, emotionally, and intellectually.

• Your ability to speak well. You may have a terrific idea, but who will know if you can’t articulate it?

• Your listening skills. Rarely taught and infrequently practiced, listening is nonetheless a key to communicating

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and making others feel special in your presence.

• Your persuasiveness. This is your skill at motivating others to follow your lead or adopt your idea. No idea, however great, ever gets anywhere until it’s adopted.

• Your time and territory smarts. How you honor or violate another person’s personal space and time will affect the amount of tension or trust between you.

• Your adaptability. Building bridges to others is impossible without understanding how to treat others the way they would like to be treated.

• Your vision. What do you feel passionately about? What do you care really deeply about? Whatever your objective, you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

power, rather than position power, the kind of power that doesn’t take power away from others, but gives you and them the power to achieve favorable outcomes.

The potential to be more charismatic is within you. And the payoff for doing so has never been higher.

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, Charisma (Warner books, 1998. 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@ frogpondgroup.com.

You can apply these seven elements of charisma to your personal life, your job, or in any setting where the ability to influence others positively is beneficial.

And the wonderful thing about charisma is that it makes you powerful without making others less so. That’s because the kind of power I’m talking about is personal

Personal ExecutiveAgent Magazine

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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

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COME JOIN OUR TEAM! Your Dreams. Our Expertise.

ALPINE MORTGAGE PLANNING IN ONTARIO 3990 CONCOURS, SUITE 350 | ONTARIO, CA 91761 • Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Ontario. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! MARLENE HOOVER

BRETT REICHEL

MLO-828390

MLO-210215

Cell 562.884.9541 Fax 855.714.8399 mhoover@alpinemc.com

Cell 503.784.0482 Office 909.657.5101 breichel@alpinemc.com

Area Manager

Area Manager - Inland Empire

© 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.