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Inside Features: Matthew Lewis Finance of America Mortgage

Chris Tosti loanDepot®



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Inside Features


10 Chris Tosti

Matthew Lewis 4

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JUNE, 2018 Editorials





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

Success Is Living Like Your Cat -Chip R. Bell


5 Habits That Will Make You a Better Leader -Susan C. Foster

ADVERTISERS’ INDEX - IE City of Hope..........................................................34 Finance of America Mortgage..................................36


Happiness Is All About Perspective -Craig Impelman

iPhotography Studio...............................................23 loanDepot®..............................................................2 NAHREP.................................................................30 PWAOR...................................................................27


The Termite Guy......................................................3

Attitude Is Everything— Here’s How to Keep It Positive -John C. Maxwell

VAREP.....................................................................31 WCR........................................................................26

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener, Mark Victor Hansen, Brian Tracy, Denis Waitley


How to Keep Yourself Encouraged -Jim Rohn

© Copyright 2018 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.


How to Live Life to the Fullest -Mick Ukleja, Ph.D

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Written by Haley Freeman

Chris Tosti


hris Tosti joined loanDepot in January 2018 seeking a fresh approach to the business that has been his profession for more than 16 years. “I joined loanDepot because I knew the leadership, and I was confident in what they and the company have to

offer,” he says. “When I’m looking at a mortgage company, the first question I ask is, ‘What is your willingness to do loans?’ At loanDepot, we’re in the business of doing loans. We want to say yes, and we have the technology and efficiency to back it up.”

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A Fresh Approach to Mortgage Lending Chris began his professional journey as a junior assistant to a high-producing Loan Consultant and branch manager. By virtue of his strong work ethic and commitment to client service, Chris worked his way up through the industry ranks to become a sales manager and branch manager. Now, he’s back to doing what he loves most: originating loans. “I feel I’ve been really fortunate to work with really successful people through the years and build my knowledge base. It’s helped me to grow as a professional and given me confidence in the advice I give to my clients. Ultimately, building relationships and making the customer feel like they’ve been well taken care of at the end of a transaction is where I find my greatest satisfaction. loanDepot is on the same page with me.” Whether Chris is engaging a client, a real estate partner, a builder, he treats everyone as an individual. He takes the time to discover their needs and tailor his approach to their objectives. For clients, he says that means examining all possible options for a loan and prescribing the best terms for their situation. “It’s not just about closing the loan. My team and I do that well. But it’s also about helping that person succeed by considering the overall picture for their life.” Chris’s primary focus throughout his career has been purchase transactions. As a result, he has accumulated a wealth of knowledge about how to bring loans to a successful close, regardless of their complexity. With loanDepot’s industry-forward products, backed by its groundbreaking technology, Chris is better-equipped than ever to deliver reliable and timely service to real estate partners. “We’re always trying to come out with new and better programs. We’re doing more down payment assistance programs, which are really helpful in creating more opportunities for homeowners, and therefore, more business for our Realtors®. With our renovation programs, we can save a deal by helping a buyer turn an existing home into the home of their dreams. We can also help out-ofthe-box buyers with our jumbo products.”

Rather than looking for someone to blame in a crisis, Chris is known for taking the initiative and solving problems. “Communication is the biggest thing I’ve learned in this business. Whether it’s good news, or bad news, I get it out there. I probably over-communicate with my Realtors®. That’s another thing I appreciate about loanDepot. We have great internal communication and support from the top down, which allows me to get the answers I need for my clients.” loanDepot further uses technology to enhance the human experience. “There’s no substitute for having conversations with people,” Chris comments. “You need to sit in front of them, ask questions and understand what their needs are. It can’t always be done online. I think we do a great job of offering the tech piece while still having that human touch. A high percentage of people’s search for homes and loans start online, but it always ends with a human.” mello Home is loanDepot’s new, fully integrated tech platform that is currently disrupting the industry. Just one of the program’s many functions is to match prequalified buyers with real estate agents. Due to his professionalism and record of winning results, Chris’s referral base includes Realtors®, large investment firms and licensed CPAs. He is enthusiastic about leveraging loanDepot’s unrivaled loan products and technology assets to give referral partners and their clients the finest experience the industry has to offer. “It’s nice to wake up each day knowing you’re helping people realize their dreams. It’s a rewarding way of life.” Chris Tosti loanDepot® 21804 Cactus Ave, Suite 102 Riverside, CA 92518 Tel: 951.405.2483 Email: Web: NMLS ID 202500

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

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“We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.” –Aristotle 8

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5 Habits That Will Make You a Better Leader


he difference between good leaders and great leaders is the habits they master. Here are some behaviors you can develop to become a better leader:

have learned of otherwise. When you ask people how they are doing, what’s working well and what could work better, you not only get information but also increase the camaraderie between you and your employees.

Habit #1: Manage your time. Habit #4: Listen deeply. The Center for Management and Organization Effectiveness (CMOE) found that leaders spend an average of over five hours a day on email and phone calls alone. Along with daily interruptions, it can be extremely hard to make progress on critical projects. In her book Finding Your Balance, Joan Gurvis recommends that instead of multitasking, you try a technique called “channel changing.” Instead of doing several things at once, give each person or activity your full attention and commitment; when you have completed that, change to another “channel,” again giving it full attention. Working in focused chunks of time is more effective than allowing today’s to-do list to manage you.

Richard Branson says leaders should listen more than they talk because that’s how they learn what’s going on. Great leaders learn to listen for context as well as content— what I call deep listening. Deep listening is being fully present in the moment with the person who is speaking, and not trying to judge or control the conversation. We let go of our assumptions to hear not only what is being said, but also the emotions, motives, needs and goals of the person speaking. This kind of listening builds trust and respect, and it encourages the sharing of information you need to make good decisions. Habit #5: Be open to new ideas.

Habit #2: Learn to delegate. One shortcoming to being a better leader is trying to accomplish everything by yourself. There are plenty of reasons why. Maybe you’re a perfectionist who feels it’s easier, or maybe you feel your own work is better than that of your employees. A great leader knows that his or her most important task is developing others—teaching people how to think and ask the right questions. It is a skill that is the least developed in most organizations. The bottom line: If leaders don’t delegate, subordinates don’t learn to improve and organizations can’t grow. Habit #3: Walk around. Although email and texts are great for communicating across time and distance, effective leaders realize the value in talking face to face. One of the best ways to find out what’s going on is to set aside time each week to get out of your office and talk to everyone—the receptionist, the supply clerk and team members, not just managers. You will uncover problems and opportunities you may never

The most successful organizations are the ones that do things first and do things best. A great leader is always looking for the next big idea—one that improves the efficiency of the current operation or makes a product better. The leader who encourages new ideas from everyone, who is not afraid to support the team to drive their ideas forward, is the leader whose team members will create noteworthy innovation. As with everything, some of these habits will be easier to develop than others. The real goal is to improve the way you lead, and with practice and time spent on the right things, you can become the leader you want to be. Susan C. Foster is a former executive, 24/7 workaholic who now coaches executives and careerists. She is a Master Coach and writer, and is the author of It’s Not Rocket Science: Leading, Inspiring, and Motivating Your Team to Be Their Best.

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Written by Haley Freeman

“Providing An Amazing Client Experience”

Matthew Lewis


atthew Lewis brings his high energy and enthusiasm for the American Dream to his role as sales manager at Finance of America Mortgage in Ontario. He is committed to delivering more than just the industry’s most innovative loan products backed by the capital strength of global financial giant Blackstone. He promises to help get everyone to their most prosperous financial position, whether they are a borrower, a real estate partner, or team member.

Matthew grew up in Rancho Cucamonga and earned his degree in finance from the University of Minnesota’s Carlson School of Business. He began his professional journey at Bank of America, where he excelled as a commercial accounts manager and achieved the title of assistant vice president. Inspired by the dynamic nature of the mortgage sector, Matthew shifted his professional focus to home lending. He merged the discipline he learned in banking with his innate people skills and quickly attained top-producer status.

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As a leader at Finance of America Mortgage, Matthew has a vision for creating a 360-degree client experience, ensuring complete satisfaction with everything from products, to price, to service. “My goal with my team is all about being proactive and providing value. We do that by going deeper with clients. It’s not just about rates and payments. It’s about looking at a client’s entire financial picture and guiding them to make a healthy financial decision - looking at things like the future value and equity of their property, and tax incentives. But it’s even more than that. It’s also about providing an amazing client experience.” Going deeper also means providing a thorough prequalification process, so homebuyers and their agents can present an offer with confidence. “Most lenders do only the minimum up front. We do the reverse. We do 80 percent of the work in the beginning, so clients know when they’re out shopping, they’re good to go. Agents can be more aggressive with offers because they know they’ll close. Once they’re in escrow, everything goes smoothly, and that’s good for everybody.” It takes a dedicated team of highly skilled people to deliver service at this level, and Matthew has it. Production Manager Ilda Gomez has more than 20 years of comprehensive experience at every stage of loan processing and underwriting. “She’s a rock star who makes everything work, and we can put our heads together to solve challenges around complex deals. We either know how to resolve it or are resourceful enough to know where to find the answers.” Finance of America Mortgage’s marketing support is second to none. “For the first open house I did after joining the company, my marketing team didn’t just make flyers, they also made a gift basket to raffle off. They made it feel like a real event. Ultimately, we’re the team that cares about the success of our agents, and we work together to mastermind ways to grow business.”

goals while also achieving those of clients and real estate partners. “Our whole approach here is about being alongside you and working with you along your journey to growth. I enjoy seeing other people hit their goals. We have an ‘hour of power’ every week, where we share ideas and hold each other accountable to keep the momentum going. If a Loan Consultant wants to figure out how to go from closing three loans to six loans, I’m here to help them dig into a business model that will get them there. And we have the tools and support to help them do it.” The company continues to raise the bar on the delivery of mortgage services with big investments in technology. “Our recent acquisition of technology assets is helping us get ahead of the curve and make our processes easier and faster through automation, while maintaining that personal touch.” If you’re looking for an upbeat, forward-thinking mortgage team in the Inland Empire, this is the team for you. “I love what I do,” Matthew says. “I’m committed to bringing energy to our clients and referral partners. I have a team of good people who are highly motivated. We all work hard, but we also have fun while we’re doing it. Together, we’re giving our clients the advice to make healthy financial decisions. We want people to get into a home and build wealth over time, so they’re better off now, and their kids are better off in the future. And along the way, we want to exceed their expectations.” Matthew Lewis, Sales Manager NMLS ID 987209 Finance of America Mortgage 3990 Concours St., Suite 350 Ontario, CA 91764 Tel: (909) 559-5761 Email: Web:

As a leader, Matthew describes himself as a partner rather than a boss, and he has room on his team for more loan professionals who are looking for an opportunity to reach their full potential. He invests in his team with training, coaching and business planning designed to help them attain their ©2018 Finance of America Mortgage LLC is licensed nationwide | NMLS ID #1071 ( | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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Happiness Is All About



his maxim, often referenced by famed UCLA basketball coach John Wooden, is a reminder that the attitude we assume when faced with disappointment is truly up to us. The influence of his father helped Coach Wooden develop a mental approach that responded to disappointment with self-control and reason, rather than reacting emotionally. In his book My Personal Best with Steve Jamison, Coach recalled an incident that exemplified this mental approach: “In the final seconds of the 1928 Indiana state high school championship, with Martinsville leading by one point, Muncie Central’s Charlie Secrist flung a desperation underhand shot from half-court that literally went up to the rafters and came down straight through the hoop. It was impossible. Here’s how impossible it was: In my 40 years of coaching basketball at Dayton High School, South Bend Central, Indiana State Teachers College and UCLA, I never saw anyone make that shot again in competition. But I did see it once—Saturday night, March 17, 1928, in the final seconds of the Indiana state high school championship. Martinsville lost 13–12. Muncie Central fans were nearly hysterical at the buzzer. “In our locker room afterward, the Artesians, stunned and almost grieving, sat on the benches holding towels over their faces as they wept. Charlie Secrist’s last-second shot had been crushing, and all of the players just quietly lowered their heads and cried. All but one. I couldn’t cry. The loss hurt me deeply inside, but I also knew I’d done the best I could do. Disappointed? Yes. Devastated or depressed? No. Dad taught us on the farm, ‘Don’t worry about being better than somebody else, but never cease trying to be the best you can be.’ I had done that. Now, as a member of the Martinsville Artesians basketball team, Dad’s instructions and example were put to the test. You lose, you feel bad—sometimes very, very bad. But a much worse feeling is knowing that you haven’t done everything you possibly could have done to prepare and compete. I had done what my father taught me to do, including his two sets of threes, one of which was don’t whine, don’t complain, don’t make


excuses. That loss in the 1928 Indiana state high school championships, when the Artesians were defending champions and I was their captain, is still painful to recall. But I couldn’t cry. Dad didn’t cry when he lost the farm. How could I now?” As a teacher, Coach would sometimes help his students look at a potentially negative situation with a different perspective and thus improve the outcome. In the book How to Be like Coach Wooden by Pat Williams, Bob Thau, an attorney who played for the UCLA freshman team in the 1950s, described an example: “In the ‘70s, two of my sons went to a John Wooden summer camp. Our youngest, Jordan, was 7 at the time, and after the second day, he called and asked if he could come home. He was whimpering and crying, and when I asked him what was wrong, he said, ‘It’s not good here. I’m not a good player, and the other boys aren’t being nice to me.” I urged him to give it one more day. The next evening, Jordan called and said, ‘I met Coach Wooden today, and he wants to meet my parents.’ I asked why, and Jordan replied, ‘Coach told me that if you’re homesick, that means you have a very good home.’ Coach also told Jordan that he was ‘the bravest boy in camp’ because he was sticking it out, even though he was homesick. ‘I’m very proud of you,’ Coach told him. Jordan came home thrilled because Coach Wooden was so interested in him. It still amazes me that with almost 700 kids at camp, Coach would spend time with Jordan and show so much interest. It proves what a remarkable teacher and coach he is. He took the negative of Jordan’s struggle and turned it into a positive.” People are usually as happy as they make their minds up to be, and sometimes a great teacher can show a student how to do it. As Coach Wooden’s grandson-in-law, Craig Impelman had the opportunity to learn Coach’s teachings firsthand and wrote about those lessons for his site, He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.

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“People are usually as happy as they make their minds up to be.�

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How to Live Life to the Fullest


f I want to get an idea of a person’s desire to grow and develop, I ask a simple question: “Are you satisfied with your life right now?” If the answer is, “I’m very satisfied, very content with where I am,” I come to the conclusion that there is very little potential for future growth. Being content is only part of life’s equation for happiness. But when contentment is used as a tool to “cap off” growth, it becomes detrimental. Desire is the first key to personal growth. Whenever you learn, feel or know something, desire was already there waiting. It’s the vehicle that carries you where you need to go. I would love to light a fire under some people, but I soon discover that I’ve run out of matches! They aren’t going anywhere, and that’s OK. It’s their choice and not my responsibility. I’m not responsible for something over which I have no control. It’s OK, and I’ll love them where they are. For me personally, I still have passion. I have desires. I’m not all that I want to be nor have I accomplished all that I want to accomplish. That fire within you and me is called desire. The philosophers call it existential angst, the desire to make our lives count by making a difference. I had the privilege of interviewing Coach John Wooden on his 96th birthday. I asked him this question: “Coach, you are 96 today. How do you stay so enthusiastic and passionate about life?” His answer: “Mick, the day your


past becomes more exciting than your future is the day you start to die.” That thought has stuck like a piece of shrapnel in my brain. So keep the engines stoked. This is what I call a healthy dissatisfaction¹, as we enjoy the present and live each day to the fullest. Your desire will get you out of the comfort zone where no growth takes place. Contentment and satisfaction are good things, but they were never intended to be synonyms for petrified, fossilized or calcified. At times, our desire lights on the dashboard of our lives grow dim. Those are the times when you keep the engine running. Eventually you will see your desire meter rev up and you are on your way! Napoleon Hill said, “The starting point of all achievement is desire.” Weak desires bring weak results. Just as weak fires leave us a little cold. And they’re not much to look at either. One other tip: Avoid the flame busters. This is the crowd that doesn’t have a desire to get out of their “comfort zone” and wonder why you’re pushing yourself forward. If your desire is low, check the company you’re keeping. “A ship in the harbor is safe, but that’s not what ships are built for.” —William Shedd

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As children, we had lots of ideas about what we wanted to do when we grew up. A child’s imagination isn’t restricted by the boundaries of age, inexperience, education and parental control. They just imagine the future they want, and it’s fueled by desire. But it’s easy to let the restrictions of adulthood get in the way of doing what we desire. So we douse the desire or the dream. Many of our boundaries are self-imposed. So here’s the bottom line up front: While you’re thinking, think big! You can always act small later. The real danger starts by putting limitations on your thinking. In our attempt to be practical, we often play it too safe. Use the following questions to help break the imagination gridlock: What are the things you would like to do well? What are the experiences you would like to have? What do you want to start doing right now? What are five nonnegotiable values in your life? What things, events or activities make you feel fully alive? What have you let slide? Why? What can you do now to reverse that?

you want it to be. It’s a combination of contentment and desire. Here’s the formula: Healthy Dissatisfaction = Contentment + Desire Mick Ukleja, Ph.D., is the founder and president of LeadershipTraQ. He empowers leaders to optimize their talent and equips them to excel in their professional and personal life. Mick is an author, speaker and generational strategist. He writes and speaks on engaging millennials at work. He is the co-author of Managing the Millennials: Discover the Core Competencies for Managing Today’s Workforce, 2nd Edition, which is used in corporate training and business schools. He co-founded the Ukleja Center for Ethical Leadership at California State University, Long Beach, which promotes ethics across the curriculum. Mick is an adjunct professor in the MBA program at Concordia University. His book Who Are You? What Do You Want? has been praised by legendary coach John Wooden: “I have always taught that success can be achieved by each one of us. These principles provide an excellent life-planning guide for bringing out your best.” Mick has been featured on Fox News, CNN, Fox Business Network, NBC and in numerous publications. Keep up with Mick at

Healthy Dissatisfaction: Starting each day with thanksgiving for what you are and have, knowing your life is better than you deserve, yet realizing your life is not all

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Cover Story

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Written by Haley Freeman - Ian Wiant Photographer


llison Gelbrich-Downing’s path to the American Dream is a unique one. Born in Seoul, Korea, Allison was adopted by an American couple, Ron and Peggy Gelbrich, when she was 5 years old. “I feel very blessed,” she says. “I adore my parents and brothers, and I feel so fortunate to have them as my family.” Allison grew up in Ketchikan, Alaska - the “Salmon Capital of the World” - where her father worked his way

up to an executive position in the lumber industry. It was a close-knit island community governed by a strong work ethic and traditional family values. But Allison, who was always known to her family as strong-willed and persistent, had plans to leave the island for a big city in a warmer climate. While her two brothers took the more conventional route to college, Allison blazed her own trail, one that took her first to Arizona, and ultimately to Southern California.

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She achieved a management position at a telecom company in San Diego, where many of her clients were Realtors®. Allison was inspired by the idea of helping people achieve the American Dream, and obtained her real estate license in 2006. When she relocated to Temecula to be with her future husband, Allison faced the challenge of launching her career in a place where she had no sphere of influence. But true to her character, she accepted the challenge with fearlessness and a sense of adventure. She began her career at Century 21, where she proved a consistent top producer and earned an array of the company’s most prestigious awards. In 2017, Allison was ready for the next challenge. She joined Big Block Realty, an innovative new firm recognized as one of the country’s fastest-growing privately owned real estate companies by “Inc.” magazine. Big Block Realty’s young, dynamic leadership and tech-driven, entrepreneurial business model is commanding the attention of the real estate world and raising the bar on the competition. Big Block Realty is now opening its fourth office location in Temecula. Joining forces with this bold new agency has reignited

Allison’s passion for real estate and given her fresh tools and resources that enhance her service and bolster her brand. “Over time, I came to see more value in advertising and marketing myself and my own brand. I realized clients were working with me for me, not necessarily for my broker. I was looking to step up my game with more marketing and a stronger online presence. I saw what this company was doing with its cutting edge technology and wealth of training opportunities, and I wanted to be a part of it.” Allison’s top-producer status earned her a place in Big Block Realty’s mastermind group, made up of the company’s top five percent of agents. She recently returned from the first of two annual mastermind retreats. “We brainstorm, share ideas and talk about our big wins and big challenges. We also have amazing guest speakers. Our owners, Sam, Oliver and Spencer, travel around the country and talk with a lot of successful business people - in and out of the industry - about ways to market and build business. I think I learned more in two-and-a-half days than in the last five years of my career. I’m always open to learning new things, and it’s exciting to be working with a company that is defining where real estate is going in the future and how to market.”

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One of the many things Allison’s clients love about working with her is this: when they hire her, they get her. “I don’t have a team of assistants or buyers’ agents. I’m hands-on and my clients’ main point of contact from start to finish. I think all my clients ask me if I ever sleep, because I always respond to them, even if it’s 11:00 at night. There is nothing more important than communication in a real estate transaction. If I’m awake and someone sends me a text or email because they’re worrying about something, I’d rather reply and put their mind at ease so they can get a good night’s sleep.” Allison’s happy clients frequently refer their friends and family or share their experiences online. One said: “I knew I had chosen the right real estate professional when Allison returned my call within five minutes of leaving a message. It was very important to me to select a responsive professional Realtor® because I was trying to sell

a house in California while remaining in my home state 3,000 miles away. I couldn’t have been happier with Allison, who handled everything from interacting with my tenants to hiring contractors to fix anything that needed fixing, to showing prospective buyers the house when their Realtor® could not be present. All this took place with me miles away and with frequent, reliable communication with Allison. She is a joy to work with, and I highly recommend her.” Another shared: “Allison Gelbrich-Downing did a fantastic job selling our home! She gave us a lot of valuable advice and put a ton of effort into marketing our home. She did professional photos and video, high quality color flyers and plenty of online marking. All of her hard work and advice paid off, and we received multiple offers within two days! We highly recommend Allison and will be using her to help us find a new home!”

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Allison has also developed strong relationships with her network of industry affiliates, creating a cycle of goodwill that helps her deliver unparalleled service to her clients at every stage of a transaction. “Service doesn’t stop with my clients; it includes everybody I deal with - escrow and title reps, lenders and other agents. I think of my affiliates as my team, and when I refer my clients to them, I want to do so with confidence. The way to do that is to treat them with professionalism, kindness and communication, as well. So many times, a seller has accepted my client’s offer because I’ve worked with the listing agent before, and they knew the transaction would go smoothly through close of escrow.” Real estate offers Allison an opportunity to build community in the neighborhoods where she does business. Every year, she sponsors a pet food drive benefiting Animal Friends of the Valleys and a holiday food drive for

the Temecula Community Mission of Hope. Her greatest motivation to succeed remains her family, and she describes herself as the “bonus mom” to her husband’s four sons. “I’ve been in their lives since they were little, and they are all adults now. I think coming from an adoptive family and not my biological one, helps me relate to them as a step-parent.” Allison has found purpose in helping others achieve the American Dream. “It means a lot to me to help people fulfill that dream, since I’ve been blessed with the opportunity to achieve it myself. My goal is to create a positive experience for everyone in a real estate transaction. I’m the person who will be with you for every step of the process, and I’ll be your advocate from start to finish.”

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Allison Gelbrich-Downing Big Block Realty 27450 Ynez Rd., Suite 316, Temecula, CA 92591 Tel: 951.710.0382 - Email: Web: - CalBRE # 01885775 ExecutiveAgent Magazine

How to Keep Yourself ENCOURAGED


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ave faith in yourself and your ability to figure out what works and what doesn’t.

Here is a familiar scenario for all of us: You have an exciting goal in mind, you’ve done your homework, you think you’re amply prepared… and things just don’t work out. You’ve probably had times when you thought you were doing what you were supposed to do, but you were misinformed. You thought you had it all laid out, and it just didn’t work. You burned the midnight oil day after day, and it didn’t help. You couldn’t seem to change the end result. These are times when you have to be your own best cheerleader. There are two ways to keep yourself encouraged. 1. Take responsibility for the missed opportunity or the misrepresentation. Learn from the fact that though you made the best presentation possible, your client wanted it a different way. Be prepared for the letdowns that happen every so often. Know that this lost opportunity just sets you up to take advantage of the next one. Realize that you can make the necessary alterations next time. Make the changes that will make the difference. Study your mistakes, and learn from them. Instead of dwelling on your mistakes, simply acknowledge them. Remind yourself that you’re smarter than your bank account leads you to believe. 2. Remind yourself that you’re bound to get better. Don’t get down on yourself. Don’t beat yourself up. It’s the next opportunity that matters, not the last one. The last one matters only in that you must learn from it, but the next one gives you the opportunity to show that you have learned from your mistakes. You can do it better next time. You just have to practice. Keep trying until you’ve got it down pat. If you’ve figured out what went wrong last time, then you know how to make it right next time. If you’ve figured out what it was in your presentation that didn’t work, don’t say those same words next time. If you’ve figured out that the

reason you didn’t close the deal this time was because you didn’t have all the facts and figures in place, have all the facts and figures in place next time. Don’t beat yourself up for messing up. Pat yourself on the back for figuring it out. When you miss an opportunity, are unprepared for an opportunity or suffer a setback while realizing your goals, you need to encourage yourself by immediately getting back into line. You need to encourage yourself. You need to pump yourself up. You need to be your own cheerleader. Why? Because you can’t wait and hope that someone else will come along and cheer you up. You have to rely on yourself. You have to have faith in yourself and your ability to figure out what works and what doesn’t. You’ll have to encourage yourself with future successes. When you miss an opportunity, are unprepared for an opportunity or suffer a setback while realizing your goals, you need to encourage yourself by immediately getting back into line. There’s an old cowboy saying that goes, “Fall off a horse seven times, and you’re a real cowboy.” If you fall off a horse, get right back on. If you fall off track, get right back on. If you fall away from your disciplines, get right back to them. If you fall out of habit, get right back into it. It might be hard. It might be a bit frightening. But get back on the horse. Keep your resolve alive, active and well. Cheer yourself on to victory. Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@,

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Our Mission statement is We are a Network of successful Realtors®, advancing women as professionals and leaders in business, the industry and the communities we serve. My name is Nancy Marshall I am President for Women’s Council of Realtors® Southwest Riverside County 2018. Why should you join Women’s Council of Realtors® as a Realtor®? Today Women’s Council is a Nationwide community of 16,000 real estate professionals who include many of the best and brightest in the business. There is a large opportunity to receive referrals. Women’s Council of Realtor® members make generally more money than your average Realtor®. We have educational programs to help our Realtors® in their business. Today, Women’s Council is the twelfth largest U.S. women’s professional organization and has one of the most successful communication network in the NAR family. I also want to let you know that Woman’s Council is not just for women we have a lot of men joining our network because they also see the benefit of Women’s Council. Southwest Riverside County consists of a really strong board. Looking forward in meeting you soon. Thanks Nancy Marshall / Real Estate Places REALTOR® / NAR 2018 Women's Council of Realtors® - President DRE Broker # 01903556 DRE # 01896743 (909)-631-1672

Want to sign up or have questions about membership please contact our Director of Membership Terri Parker at 951-377-4111


We know that you can choose to join any association. PWR goes beyond the basics of providing MLS access and Supra Key support – we provide our members with ONE-OF-A-KIND services that help them become better REALTORS®. FLEXIBLE WAYS TO PAY SOME OF THE LOWEST DUES AROUND


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Attitude Is Everything—Here’s How To Keep It Positive


am not much of a TV watcher, and when I do tune in, I’m usually half-watching, half-working on something else. But sometimes you learn things from unexpected places, and it so happens that a recent Gatorade commercial grabbed my attention. The ad shows some of the world’s best athletes, like Michael Jordan and Peyton Manning, remarking on their failures—Jordan’s inability to make his high school varsity team, Manning’s abysmal rookie season—and how those defeats redoubled their drive. What a powerful message. Even Atlanta Falcons quarterback Matt Ryan makes an appearance, acknowledging his team’s mind-blowing, fourth-quarter Super Bowl fall to the Patriots in 2017 and implying that he, too, would grow from the experience. This is the time of the year when we think about recharging, renewing and redefining ourselves. People this month will do anything, from joining a gym to embarking on a spiritual retreat. “Whether you are 15 years old or 50, your outlook toward life is always under construction.” These are worthy endeavors, but there’s a more lifealtering change we can make in the mode of those superstar athletes. What each of them has done is adjust their attitudes. They see life through a positive lens, no matter what it throws their way. That optimism fuels them, focuses them, and allows them to put setbacks in perspective. Attitude can be our best friend or worst enemy, the librarian of our past, the speaker of our present and the prophet of our future. In short, I believe attitude is the biggest determinant of our quality of life. There are people who seem perpetually perky and whose


good nature appears as innate as their eye color. But attitude is not a fixed state. Whether you are 15 years old or 50, your outlook toward life is always under construction. It’s never too late to change it. If your attitude is deflating you, here’s how to pump it up. 1. Evaluate your current attitude. This is the hardest step in the process. You need to detach from yourself and take a hard look at how you respond to situations. • Identify your problem feelings. What attitudes make you feel most negative about yourself? • Identify your problem behaviors. What actions create conflict between you and others? • Identify your problem thinking. What thoughts cloud or control your mind? 2. Write a statement of purpose. If your biggest flaw is impatience with others, for example, vow to take a deep breath, listen to them more carefully and develop empathy—an ability to see situations through other people’s eyes. If your downfall is complaining, learn to smile, speak positive words, or if all else fails, silence yourself entirely. 3. Find new words. If you were trying to motivate other people, you’d pump them up, wouldn’t you? You’d offer words of support, encouragement and inspiration. Do you do the same for yourself? So many people I’ve met—people with tremendous potential—shortchange themselves with a self-defeating internal voice. I can’t. I doubt. I don’t think. I don’t have the time. I’m afraid. I don’t believe.

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This self-doubt darkens our attitudes, limits our success and casts a shadow over our lives. The fix is easy: Change the language. I can. I expect the best. I know. I’ll make the time. I am confident. I believe. 4. Rewire your thought patterns. Our feelings come from our thoughts. We can change them by changing our thought patterns. It’s our thoughts, not our circumstances, that determine our happiness. Often, people are convinced they will be happy when they attain a certain goal. When they do, they are surprised and disappointed to discover that they don’t feel fulfilled. What they don’t realize is the act of filling one’s mind with good thoughts every day, regardless of what’s going on in their lives, will bring more overall satisfaction than the one-time high of a job well done.

middle stages, you’re on the proverbial fence, deciding whether to step fully onto the other side or tumble back into your old ways. In the late stage, you’ve successfully corrected a flaw and are enjoying the attitudinal shift that comes with it. But beware: Complacency is the enemy. Just ask anyone who has lost weight only to gain it back. Back to that Gatorade commercial, where tennis great Serena Williams looks dead-on at the camera, steely-eyed. Her secret to victory was being “on the wrong side in the biggest upset of your sport,” a reference to her stunning fall in the 2015 U.S. Open to Roberta Vinci, an unseeded player from Italy. Two years later, she became the only tennis player, man or woman, to win 23 singles Grand Slam titles in the Open era. “I’ve had to learn to fight all my life—got to learn to keep smiling,” she says. “If you smile, things will work out.”

5. Develop good habits. An attitude is nothing more than a habit of thought. Habits aren’t instincts; they’re acquired actions. They don’t just happen; they are caused. Many people allow their habits to control them. That’s good if the habits enhance our quality of life. If not, well, life becomes cloudy indeed. You can change your habits. Here’s how: • List your bad habits. • Determine the root cause(s) behind them. • Determine a positive habit to replace a bad one. • Take action to develop that. • Act upon this new habit daily. • Reward yourself by noting one of the benefits of this new habit.

John C. Maxwell, an internationally respected leadership expert, speaker, and author who has sold more than 18 million books, has been named an inaugural SUCCESS Ambassador. Dr. Maxwell is the founder of EQUIP, a nonprofit organization that has trained more than 5 million leaders in 126 countries worldwide. A New York Times, Wall Street Journal and BusinessWeek; best-selling author, Maxwell has written three books that have sold more than a million copies.

I see habit change as a process, so don’t dismay if you don’t see results overnight. The early stages will be the hardest. Those bad habits want to remain in control. In the ExecutiveAgent Magazine







Class educational sessions, practical skills training and professional development.

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



UPCOMING LOCAL VAREP EVENT VAREP Los Angeles chapter Veteran Charity Fundraiser - Golf Tournament


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Success Is Living Like Your Cat


recently visited the Key West home of famed writer Ernest Hemingway. The descendants of Hemingway’s many six-toed cats still live on the grounds and join visitors as a part of their tour. “A cat,” wrote Hemingway, “has absolute emotional honesty. Human beings, for one reason or another, may hide their feelings, but a cat does not.” I know some people don’t like cats. I have friends who are allergic to cats. And I think I have heard all the idioms that express negative myths about cats (e.g., scaredy-cats, fat cats, herding cats). Still, I watch my 11-year-old black cat in action (or inaction) and marvel at what life might be like if lived more like her. Here are four “catlike” quotes that will help you blaze a path to success. 1. “Any cat who misses a mouse pretends it was aiming for the dead leaf.” —Charlotte Gray Besides maybe trips to the vet, my cat seems to enjoy every moment. She never panics, even when there are loud noises nearby. She approaches every day with a pace and rhythm that is graceful, deliberate and celebrative. Life is partly about taking deep breaths with a focus on being, not just doing. When I make a small mistake, I worry and sometimes punish myself to a disproportionate degree. When I goof,


I wish I could just pretend I was aiming for the dead leaf. Successful people demonstrate greatness by the way they resiliently react to failure, not success. Steve Jobs started Apple in his parents’ garage and grew it to a $2 billion company. But his board fired him to take Apple in a new direction. Propelled by sheer resilience, he started NeXT and Pixar, ultimately reclaiming his position as Apple CEO. J.K. Rowling’s first Harry Potter book was turned down by 12 publishers. When Bloomsbury Publishing finally took her manuscript, the editor told her to “get a day job.” Instead, she doubled her efforts and went on to create one of the most successful book series of all time. 2. “In ancient times cats were worshipped as gods. They have not forgotten this.” —Terry Pratchett My cat exudes a pretty obvious sense of self-confidence. She is centered and poised, even in circumstances that might warrant a bit of anxiety. She is not cocky, just confident. Like my cat, successful people live their lives with a certain emotional invincibility. Success comes from creating a masterpiece every day. Something people will marvel at later. No one cares about the depth of someone’s inbox, the number of cold calls they made or the meetings they attended. Only concrete results matter; tireless effort is just the stuff you do to get there.

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Masterpiece creators do not consider themselves passengers on some cruise ship transporting them to retirement. They assume responsibility for their own destiny.

body, mind and soul with the same gracefulness my cat uses to envelop her shiny black coat. This means treating each day as an opportunity for betterment.

3. “After dark, all cats are leopards.” —Zuni Indian Proverb

“He not busy being born is busy dying,” sang folk singer Bob Dylan. Success comes from perpetual growth and daily reinvention. It takes nonstop curiosity, sincere humility and a wide-eyed recognition that who you are must constantly be trumped by who you can be. Successful people view psychic and physical maintenance as crucial to their well-being as a tune-up is to their vehicle.

My cat believes she is a gift and fully embraces that sense of privilege. From the day we brought her home from the shelter, she demonstrated in her attitude how lucky we were to have her. It is not that she is unappreciative; she frequently shows her gratitude for her privileged station in life. But when I watch her pounce—at anything that she might deem a potential adventure—I sense she is always on a glorious hunt. Successful people approach every day like it is a glorious adventure, too. “Life is either a daring adventure or nothing,” wrote Helen Keller. The path to success comes from a pioneering spirit to blaze new trails to excellence, craft new bridges to a treasured dream and tenaciously pursue a quest for distinction. 4. “Cats know how to obtain food without labor; shelter without confinement, and love without penalties.” —William L. George

Cats are amazing animals. They are also a metaphor for how to live life to the fullest. They are smart enough to focus on what matters most, not on the trivial distractions that would otherwise rob their energy and spirit. Let this year be your year of the cat! Chip R. Bell is a renowned keynote speaker and the author of several award-winning, national best-selling books. Dr. Bell was a highly decorated infantry unit commander with the elite 82nd Airborne and a guerrilla tactics instructor at the Army Infantry School. He has served as a consultant to many Fortune 100 companies. He can be reached at

My cat washes herself a lot, and she does it with such luxury. There is nothing hurried about it. She seems to relish the ritual. Successful people take great care of

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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.

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