JUNE 2017 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

Jeff Gray Executive Agent of the Month

PROFESSIONAL PROFILES Baron Bruno Bree Hughes The Yue’s Group

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Executive Agent of the Month

Jeff Gray Keller Williams Realty

23 19 Professional Profiles

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10 Baron Bruno

Bree Hughes

The Yue’s group

Keller Williams Marina Del Rey

Teles Properties

Realty ONE Group

ExecutiveAgent Magazine

June, 2017 - California Edition

Editorials 8

I LOVE Complaints!

-Linda Brakeall

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Beyond Diversity Training -Oscar Gonzales

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

ADVERTISERS’ INDEX Benchmark Mortgage...................................2 & 18

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The Power Of Words -Gene Griessman

City of Hope........................................................39 Finance of America Mortgage...........................29 iPhotography Studio...............................................25

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Kinecta Federal Credit Union...............................40

Creating A Positive Attitude To Achieve Positive Results -Mark Victor Hansen

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3

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Ticor Title Company....................................................34

The Two Choices We Face -Jim Rohn Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Tony Alessandra, Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Wendy Weiss, Chris Widener, Dirk Zeller, Zig Ziglar

Editors Love Briefs, Fillers & Quizzes -Joan Stewart

© Copyright 2017 Executive Agent Magazine. All rights reserved.

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

The Challenge To Lead -Chris Widener

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Bree Hughes

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ree Hughes earned her undergraduate degree from the University of California, Santa Barbara and set out on her professional journey equipped with an entrepreneurial drive and a roadmap for success. The daughter of Las Vegas real estate moguls, she learned

early not only the mechanics of real estate, but what it takes to succeed in business. She learned that it takes more than just hard work and service excellence to be a leader in any industry. It requires having the vision to create a client experience that is truly extraordinary.

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Written by Haley Freeman

After college, Bree ventured to San Francisco, where she joined entertainment giant Live Nation. When the company reorganized, she was presented with an opportunity to acquire a portion of its business and open her own creative agency. She succeeded in producing large-scale events and user conferences for tech companies while managing more than 200 contract workers.

By 2010, she was ready for a sabbatical, and she seized the chance to obtain her MBA at Vanderbilt University.

Next, she was recruited by Credit Suisse, where she worked with Sharran Srivatsaa, now president of Teles Properties. When Bree was ready to return to her real estate roots, that relationship became the foundation for her choice of real estate companies. “Teles is such an outlier in terms of technology platforms, infrastructure and training,” Bree says. “It was the best place for me to on-board quickly and enter the competitive landscape I wanted to be in. I love being surrounded by highly productive and focused agents.”

Bree works in tandem with Natalie Boyle, also an MBA and industry doyen, advising buyers, sellers and investors about South Orange County’s coastal real estate. Their shared sphere of influence is invaluable, especially when handling off-market transactions or representing clients for whom discretion is paramount. The duo’s multi-pronged marketing approach includes an array of strategies that ensure every client is receiving optimum service and every property is receiving maximum exposure. The proof is in the numbers: their team averages 28 days on the market with a list-to-sale value of 98.6 percent.

Bree’s many years in experiential marketing give her an edge in creating the ultimate client experience. “I bring a unique perspective to marketing as a listing agent, since I spent 13 years working with Fortune 1000 brands, telling their story as they launched products and engaged with customers. We have a strategic process that includes understanding our buyer profile and then creating a campaign designed to attract that buyer. Our strategy is calculated to create buzz around the property. It’s like when Apple releases a new iPhone. They send out teasers for months with press releases and commercials. By the time it reaches the market, you already know you want it.”

Her high integrity and business savvy also contribute

to the extraordinary quality of her clients’ experience.

Bree’s comprehensive understanding of finance and tax repercussions are invaluable as she advises individuals and investors about the long-term impact of their real estate decisions.

While Bree describes herself as a self-starter who doesn’t like to have limits, she is also a big advocate of coaching. “Before transitioning my career back to real estate, I spent six months working with a career coach.

Now I am working with a Tom Ferry real estate coach, Mary Jett. I think coaching is beneficial in all aspects of life, whether it’s career, life, personal or physical training.

It goes back to how I view myself and my profession. I know I can’t do it all on my own.”

Bree lives with her husband and their growing family in beautiful San Clemente, where they enjoy soaking up the spectacular, sun-drenched lifestyle that only Southern California can offer. As part of her commitment to community in this unique enclave, she has taken on a leadership role with the Los Niños Guild, a volunteer organization that supports Children’s Hospital of Orange County (CHOC). “My son spent two nights at CHOC with an asthma attack. I wanted to get involved in something I believe in, and after the care we received, I felt compelled to give back.”

Bree continues to sit on the board of her family’s real estate and business operations in Las Vegas, and she is well on her way to becoming one of the top Realtors® in the nation. While her drive for excellence ensures that her clients are receiving outstanding care, it is her authentic, human connection that makes their experience something extraordinary. “I take pride in building rapport and trust with people. I’m not focused on a commission. My priority is helping people navigate what is probably the biggest transaction of their lifetime.”

Bree Hughes Teles Properties Laguna Niguel 28202 Cabot Road, Suite 510 Laguna Niguel, CA 92677 Tel: 949-556-2094 Email: Bree@breehugheshomes.com Web: www.breehugheshomes.com CalBRE # 01440050

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I LOVE Complaints!

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hether you’re selling loans, homes, computers, widgets, or are a stay at home Mom, your own personal person-to-person “customer service” when there is a problem is a benchmark of your ultimate success.

How do you react when someone complains to you?

There are several typical approaches: 1. Some people take it personally; get defensive and aggressive.

2. Others simply ignore complaints.

3. Some blame it on others.

4. Some get efficient and solve the problem without dealing with the person’s feelings.

5. And others greet all complaints with delight.

DELIGHT! Delight? Why? How could you be delighted when someone complains? Because, she said confidentially, people only complain to you when they want to continue the relationship! Isn’t that delightful? (Well, except for Mr. X , but that’s a story for another day.)

Think about the last time you had a problem at a retail store with maybe a slow check out. If it’s a store where you seldom shop, for a product that you can easily get

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elsewhere, you may very well just leave the product on the counter and walk out.

But if you encounter a slow check out at a store that is usually efficient, you may be quietly understanding; knowing that this is the exception not the rule. Or you might talk with the manager.

Even if you are aggravated and angry about the slow service, the only reason you’d take your time to talk with the manager is if you wanted to continue to shop there. In essence you are giving them a second chance to apologize, make it better and win you back.

This is the single biggest area where you have a chance at increasing your profitability, repeat customers and referrals. This is the place where you build lasting relationships and a better bottom line because repeat customers are responsible for 8 times the profit of a new customer!

Anyone can give good customer service when things are going well - at work or at home. It’s when things go wrong, systems break down, or unforeseen obstacles pop up, that you have a chance to demonstrate your commitment to the relationship.

Just what are you willing to do to make this work? To make this right? To forge a stronger bond?

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Have you ever broken a bone? It HURTS! But if you give a little extra care and coddle it for a few weeks, it is stronger because that bone has been reinforced as it healed. Broken relationships are like that too.

If the store manager says, _Thank you for telling me.

Let me get another clerk up at the front and let me personally check you so you can get on your way. “You’ll think, WOW! He actually cares!, and he didn’t get mad. HE THANKED ME?!?! And you’ll continue to shop there.

And you might tell your friends.

With your customers, when you can “make it better”, they often tell their friends, “We had a nasty thing happen while we working with Pat and Pat made sure it was fixed in no time. It’s good to know people who can efficiently deal with problems when they come up. We’ll use Pat again.”

clients, marriages and parenting, are never problem-free, but the people involved have learned how to confront issues and deal with them with some charm and grace.

The next time an inevitable problem arises, greet the complaint with delight, deal with the problem efficiently, the people considerately, and you will maintain the relationship.

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. Copyright© Linda Brakeall. All rights reserved.

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

Relationships that last a long time, including customers, ExecutiveAgent Magazine

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Baron Bruno

aron Bruno could rightfully be called a modern Renaissance Man. He holds an Executive MBA from Thunderbird School of Global Management at Arizona State University; he is a Lee Strasburg-trained actor; a feature-film producer; a former Wall Street

executive; a stirring political voice; and a successful commercial and residential real estate entrepreneur.

When you take a moment to evaluate his many accomplishments, one thing stands out. In all his endeavors, Baron proves that doing good works.

ExecutiveAgent Magazine

Written by Haley Freeman

Driven by a desire to raise the bar on an industry he says has become, in many ways, archaic, Baron and his business partner, Noel Boix, have masterminded a fresh approach to real estate centered on one simple belief: they are in the people business.

Why is this paradigm extraordinary? Because when you stop putting profits ahead of people, you make space for miracles to happen. When team members feel valued, they work harder. When colleagues feel respected, they want to close the deal. When clients feel understood, they tell their friends and family. When you create a cycle of good, everybody wins.

According to Baron, thinking of real estate as a people business has another benefit. It reminds him that real estate has the power to change lives, and it’s worth sacrificing for. “Doing the right thing means sometimes you have to make financial sacrifices. Buying a home is one of the biggest decisions a human being will make on this planet. They are committing to a mortgage, a neighborhood, a school district. It’s a big deal. We take it seriously and will do whatever it takes to get them into the right home in the right community. We especially love working with first-time homebuyers and young people. A lot of agents don’t want to ‘waste time’ with them. We’d rather have a relationship with these people in perpetuity.”

Baron and Noel recently rolled out their new brand at Keller Williams Marina Del Rey: REsource Los Angeles.

The name reflects their commitment to people put into action as a comprehensive resource in real estate and beyond. “We see ourselves as a concierge business, here to help people move, grow their businesses and be successful in all aspects of their lives. We’re willing to go the extra mile to create sustainable, long-term relationships to foster referrals and goodwill. We want people to be 100 percent happy with their experience with us, whether they are a buyer, seller, renter, investor or vendor partner.”

One way the team is adding value is through its global Business-to-Business model, getting inside the lives and businesses of clients and then facilitating relationships with others in their network. Baron and Noel leverage their considerable sphere of influence and international reach to galvanize ideas and empower thought leaders across businesses small and large. “We keep growing by asking people not only how we can help them person-

ally, but how we can help their family, neighbors and coworkers.”

Diversity is another hallmark of REsource Los Angeles.

Like the community they serve, the REsource team is ethnically and culturally diverse. Baron holds an At Home With Diversity (AHWD) certification, and is also a Seniors Real Estate Specialists (SRES). He states, “Noel is from France, and I have personally travelled to over 50 countries. We enjoy working with and getting to know people from different cultural and language backgrounds.”

Doing good work is a top priority for Baron and his team. One of the many ways in which they are making a difference is by sponsoring returning veterans who want to start a career in real estate. The only caveat: they have to pay it forward to help another veteran.

Baron ran for California State Assembly in the 62nd District during the last election cycle. His message was, “Respect, Accountability and Choice.” That message also reflects the way he runs his business.

“Everything in life is about choice, and we realize people have a choice about who will represent them when they buy or sell a home. We believe people should be treated with respect and that everyone involved with their transaction is held accountable without cutting corners or compromising integrity.”

Simply put, doing good works. “I think the biggest battle in the industry is the trend of taking the human element out of business. I’m trying to keep that by providing value and maintaining a human approach. I am extraordinarily driven and passionate about everything I do, and I hope to create a positive ripple effect across our company and industry.”

Baron Bruno Founder / Team Lead REsource Los Angeles at Keller Williams SILICON BEACH Baron@REsourceLosAngeles.com Tel: 424.465.3225 Web: www.REsourceLosAngeles.com CalBRE # 01892172

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ick up any national magazine, flip through the pages, and count the number of short articles you see. They can include those little 3-inch fillers, short quizzes, 400word “how-to” articles or resource boxes.

Editors love them. And you can generate some fabulous publicity for yourself by writing them.

1. Because they are so short, editors often rely on them to “fill a hole” on the page. A 75-word brief stands a much better chance of being published than a 750-article.

2. Briefs help portray you as an expert in your field.

3. They appeal to readers with short attention spans and can be skimmed quickly.

4. They’re easy to write. And you don’t need to submit a query letter to editors. Simply snail-mail, fax or e-mail the copy.

5. Unlike a story idea pitch, or a longer article you are submitting, you can usually submit briefs to editors at a variety of non-competing publications at the same time.

Editors don’t expect exclusivity on these items and usually don’t care if they appear in other publications.

6. You can promote yourself, or your product, service, cause or issue much more in a brief than you can in an article you would write.

7. Briefs are an excellent way to promote a new book, particularly if you are willing to give away free advice in the brief that ties into the book. You can include a web site

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URL or contact information where readers can buy from you.

Types of Briefs Briefs come in all shapes, sizes and formats. They include how-to articles, tips sheets, quizzes, new product announcements accompanied by a photo, and polls and surveys. If you work within a particular industry that has its own jargon, you can also supply a list of industry words and definitions so readers can better understand your industry.

Sometimes all you need to do is provide editors with a list of resources on a particular topic. If you write books on marketing, for example, you might provide a list of the top three marketing web sites, top three marketing magazines and top three audio tapes on the topic of marketing for small-businesses. This brief can be used as-is, or it can be used as a sidebar to accompany a longer article on marketing that someone else has submitted.

Joan Stewart is a speaker, trainer and consultant specializing in developing and maintaining good relations with the print and abroadcast media. Reprinted from “The Publicity Hound’s Tips of the Week,” a free ezine featuring tips, tricks and tools for generating free publicity. For information about Joan, Copyright© 2006, Joan Stewart. All right reserved. For information contact FrogPond at email susie@FrogPond.com.

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Editors Love Briefs, Fillers & Quizzes

Written By Joan Stewart

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The Yue’s Group Welcoming the World Written by Haley Freeman

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he three Realtors® who make up The Yue’s Group at Realty One Group in Irvine have something special to offer their clients. These young, savvy professionals share a passion for their work and a love for people that transcends age, economic status or national origin. They have chosen this profession precisely because it allows them to work with people from all walks of life, helping them to achieve a most precious attainment: the American Dream.

Chin Thomas Yue and his wife, Nan Han, come from different regions of China, while their colleague, Doris Chen, is Taiwanese-American, raised in Southern California.

All speak Mandarin, as well as their respective regional dialects, and all come from real estate families. Bonded by a zeal for real estate that runs in their blood, they came together with a vision of providing expert guidance not only to Chinese buyers who are immigrating to the U.S., but to anyone who is seeking the perfect place to call home.

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Realty One Group provides the right tools and resources to support the group’s global real estate practice, with a sweeping internet presence that allows them to market listings and reach interested buyers no matter where they are in the world. Each member of the team is adept at leveraging technology to maximum advantage, thereby increasing efficiency and convenience for their clients.

As young professionals, they bring limitless enthusiasm and energy to their work. These qualities fuel their attention to detail and reliable follow-through. They are upto-date on industry regulations and business management skills that make even the most complicated transaction a seamless experience for their clients.

The team is patient when helping people navigate the complex process of buying or selling a home, and they are especially sensitive to the many challenges foreign nationals face due to a language barrier or legal and cultural differences in the real estate process. They lead with compassion. Nan explains, “When someone is coming from a foreign country, there are so many uncertainties in their lives. We take the time to find out what is best for them so we can find a beautiful home for them to build their family.

It takes time to build trust and to educate them, but by the end of the transaction, we feel like we are friends. We want them to feel that later on, if they need anything as they settle into life here, they can call us.”

Doris adds, “Our ability to communicate in various languages and dialects helps a majority of our current clients feel more comfortable and have a more personal experience.”

Thomas, Nan and Doris all enjoyed success in other fields before dedicating themselves exclusively to real estate. While they have many things in common, their individual strengths and abilities are an asset to the partnership. Thomas is the team’s staunch negotiator, Nan is an expert on contracts and regulations, and Doris is a stickler for procedure and timelines.

As a team, they are solutions-driven, but their differences make for more creative resolutions than any one could achieve on their own. “We all have individual personal experiences and unique points of view that allow us to

come up with different ideas to tackle the same problem,” Thomas says.

In addition to the conscientious, professional service they provide to their clients, The Yue’s Group also does their part to make the community a better place to live by supporting local volunteer efforts. Thomas and Nan are part of an Asian charity group that provides food and personal items to homeless in Santa Ana. Doris is a single mom, and she and her son participate in numerous activities, including his school’s community/charitable events, beach clean ups and various charity walks.

Above all, it is this group’s humanity that sets them apart from their competition. Thomas says, “We have a successful record of helping local families and families from different backgrounds. We are local enough to introduce our clients to the community, while our multi-cultural background helps us to understand and be sensitive to cultures from other countries.” He adds “We help local and international buyers to buy locally and help local sellers to sell internationally.”

“Each culture is something beautiful, and especially for new immigrants, we want them to see the beauty of America,” Nan says.

For Doris, who has traveled all over the world, she says real estate gives her a chance to connect with others in a very personal way. “I am able to relate and understand them more than they sometimes know, as I have walked in their shoes at some time in my life.”

The Yue’s Group Doris Chen – Nan Han – Chin Thomas Yue Realty One Group 4010 Barranca Pkwy., Suite 120 Irvine, CA 92604 Tel: Doris - 949-355-5881 Tel: Nan - 949-502-1672 Tel: Chin - 626-376-8559 Email: Doris: dorischenhomes@gmail.com Email: Nan: nancyhanforhome@gmail.com Email: Chin: happythomasyue@hotmail.com CalBRE # 01988708 / 01878341 / 01874271

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The Challenge To Lead

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he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life.

Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true.

Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown.

As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their possibilities.

Be assured that there will be a leader of every group.

There will be those who influence others, even if you don’t.

There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time. This is the compelling motive for you to rise up and lead the way for others.

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Our families depend on it.

Our community groups depend on it.

Our nations depend on it.

People will follow you for two reasons: They follow you because of your character, for who you are. They also follow you for your skills, for what you can do. Make it your every effort to impart skillful and honorable leadership for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit.

Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when?

Today, more than ever, you are needed. Your strong character is needed. Your finely honed skills are needed. I know you will rise to the challenge.

Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind.

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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Written By Chris Widener

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Cover Story

Jeff Gray Executive Agent of the Month

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Jeff Gray Written by Haley Freeman - Photography by Ian Wiant

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orn and raised in Costa Mesa, Jeff Gray has fond memories of growing up in SoCal, surfing the legendary waves from Lower Trestles to the Seal Beach Pier. Today, he lives with his family in beautiful Rancho Mission Viejo, where he has the daily pleasure of guiding other families to their ideal home in this one-ofa-kind community.

Jeff draws upon an array of prior professional successes that make him a world-class Realtor® at Keller Williams Realty. He began his career in car sales and finance, before changing directions entirely and working with a general contractor. “I enjoyed working with my hands and at the end of the day seeing the results of what I’d built.

I loved making a 30-year-old kitchen look beautiful and brand-new again.” From there, Jeff went on to the hospitality industry, where he advanced to management. While implementing complex systems behind the scenes, he also perfected the art of customer service.

But Jeff’s rigorous schedule made it difficult for him to give his growing family the time they deserved. That’s when he decided to take the many skills he had developed and apply them to a career he’d always had a passion for: real estate. Following the example of the famous Cortez, he “burned all his ships” when he got his real estate license, gave notice at his well-paying job, and boldly set out on a new path.

Determined to succeed as an entrepreneur, Jeff first sought the advice of a business coach. “Dave suggested that I go to at least 10 different offices and interview 15 agents before choosing a company. I went to an office meeting at the Keller Williams Mission Viejo office, and the energy was unlike any other I’d been to in Orange County. It was incredibly motivational, supportive and educational. Then I met with Rino Caturano, and it was a no-brainer after that.

With his philosophy on education and customer service, I couldn’t see a downside to joining his office.”

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Keller Williams has proven the perfect environment for Jeff to flourish as a real estate professional, utilizing his existing skills while refining new ones. From his years in car sales, he learned to be a fearless negotiator – a talent he has put to good use in real estate. “My purpose is to get the best possible outcome for my client. It’s an emotional situation for everybody else involved, but I can’t be that person. I am pragmatic and calculated, in order to get the most money for a seller or save the most money for a buyer.

If we make an offer and don’t like the counter, I always counsel my client to sleep on it. It’s good to wait and see if the other side changes their position. Sometimes, they have to experience that fear of loss to be willing to negotiate.”

A resourceful marketer, Jeff loves the challenge of selling a property. “Statistics say that about 35 percent of people

buy in a neighborhood where they already know someone.

That means when I get a listing, I tap into the neighbors.

Many of them know someone who is looking for a home in the area.”

Jeff also stands apart from his peers in the lengths to which he will go to help buyers find the home of their dreams. In one instance, a client was seeking a hard-to-find property in Mission Beach, San Diego. By channeling his innate creativity and tenacity, Jeff was able to find him the perfect home. “I quickly realized there was nothing available in the area, and no properties had sold on the open market in four years. I went back to the client for more details and had him describe exactly what he was looking for. I knew I was going to have to go down there to find someone who was willing to sell.”

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The Realtor® in Your Neighborhood He continued, “I started visiting Keller Williams offices in the surrounding neighborhoods and pitching his request at office meetings. I also went to the Mission Bay Real Estate Association. Within days, I got a phone call from another agent who had something. I took it to the client, and he said, ‘I’ve had local experts looking for two years.

Two weeks ago, I casually mentioned this to you, and you brought me exactly what I’ve been looking for.’ He purchased the property. When a home is challenging to find, I’ll send letters to homeowners in the neighborhood, knock on doors, whatever it takes to exceed expectations and get my client the exact home they’re looking for.”

Rancho Mission Viejo is not only home to Jeff, his wife Jenell, and their two children, it is also the central focus of Jeff’s real estate practice. He is a good neighbor who

works diligently in partnership with his homeowner’s association to bring service and value to the neighborhood.

He helped sponsor a recent community garage sale by doing promotional mailers, putting up signs, and bringing coffee and donuts the morning of the event. But true to form, Jeff went the extra mile. “I introduced myself to everyone on the morning of the sale and told them if there was anything they wanted to donate to the Salvation Army afterward, just text me their address and leave it on the driveway Monday morning. I rented a 20-foot UHaul truck and thought I’d have more than enough room.

I ended up playing Tetris trying to get everything in.

We’ve lived here since this neighborhood began, and it’s still a growing community. We love this area, its schools and the people who live here. No one knows it better than me.”

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While Jeff has hobbies from fitness to physics, he says that having a young family has reordered his priorities.

“I’m here to provide a quality life experience for my family. I want to be an extremely successful provider, but also a present and nurturing father. We go to church as a family every Sunday. Number one is my relationship with God, because I realize that’s the one thing that can never be taken away from me.”

Clients describe Jeff as “open and friendly,” “very knowledgeable about the area,” “a great listener and observant,” and “hard working and honorable.”

His strong core values translate into hard work for his sellers and buyers. He gives everyone he works with a great experience! Not only that, he is a joy to be around and is very personable and easy to talk to. I look forward to the next time working together!”

A genuinely nice guy, Jeff’s customer-first attitude, commitment to excellence and high-integrity service have paved the way to his real estate success. “I take this work very seriously,” he says. “Every transaction has the ability to change the life of my client, and the life of my family, and I treat it as such.”

One buyer said: “Jeff is not only a fantastic and knowledgeable Realtor®, but a really great family man as well.

ExecutiveAgent Magazine

JEFF GRAY Keller Williams Realty, 27101 Puerta Real, Suite 150 Mission Viejo, CA 92691 - Tel: 949-656-1978 Email: TheRealJeffGray@kw.com - Web: www.ORANGECOUNTYJEFF.COM CalBRE # 01997572 ExecutiveAgent Magazine

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The Power Of Words

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ome years ago I wrote this Lincoln soliloquy for the training film “Lincoln On Communication” and subsequently incorporated it into my one-man play “The Wit and Wisdom of Abraham Lincoln.” It is included in Chapter 19 of Licoln speaks to leaders.

“Words have been used to encourage and praise me.

Words have been used to mock, attack, and wound me. But I have never lost faith in their power or their durability.

Words can reveal thoughts, conceal pain, paint dreams, correct errors, and pass along dearly bought lessons to the latest generation.

Words can transport knowledge from the past, interpret the present, and speak to the future. Words can erect walls between people, or build bridges.

Words can inflame passions or cool them, stir up the worst or find the best, pull down or build up, tarnish or cleanse, wound or heal.

The ability to use words can endear you to your fellows, win them to your side, and help you to rise to heights you may now only dream of. That happened to my father’s son.

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Pursuing the mastery of words is worth the time, the money, and all the energy you can muster. What you invest will be repaid with interest compounded.

Build up your knowledge so that your words will be true.

Nurture your spirit so that your words will be true, kind, and wise.

The world may little note nor long remember what you say here. And yet it may. For words, once released, take on a life of their own, and find lodging in places and hearts you may never know. And after many days, those words may return to haunt you, or to bless you.

Think carefully before you let them go.

Gene Griessman, Ph.D. is a professional speaker and Lincoln portrayer. He is author of The Words Lincoln Lived By and co-author of Lincoln Speaks To Leaders: 20 Powerful Lessons From America’s 16th President, with Pat Williams and Peggy Matthews Rose. © 2009, Gene Griessman, Ph.D. 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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Written By Gene Griessman

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NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

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The Two Choices We Face

E

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

To try less and discipline ourselves less. These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice.

To do or not to do. To be or not to be. To be all or to be less or to be nothing at all.

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

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

Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results!

And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become.

Jim Rohn 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! CopyrightŠ 2001, Jim Rohn International. All rights reserved worldwide.

For information about Jim’s keynote presentations and seminars, please contact the Frog Pond Group at 800-704FROG (3764) or email Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

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Beyond Diversity Training

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s the profile of our communities and workforces changes, understanding and developing skills for working environments and consumers is becoming more critical to the economic bottom line of organizations.

The first step many organizations begin with is Multicultural or Diversity training, to bring awareness to the changing consumer and workplace teams. Interestingly, this is where many initiatives start and stop, with the assumption that a one-day session is all that is needed to generate more leads and expand the workforce.

Successful organizations understand that Multicultural outreach is more than just celebrating differences once a year. An organization must establish a “strategic intent” with strategies and tactics that move beyond awareness and create economic opportunities for the organization.

Understanding the Economics The economics of the Multicultural markets is one major oversight that organizations often make when considering the formulation of a Multicultural plan. The buying power among Asians, Hispanics and African-Americans over the next 5 years is expected to grow several hundred percent beyond that of the traditional non-Hispanic consumer.

The argument most often made is that Multicultural homebuyers require more time and effort to get to closing.

What those rushing to the next transaction fail to realize is that the relational equity built during that extra time will generate more leads and referrals than they can possibly imagine because Multicultural homebuyers are very loyal consumers.

Cultivating Top Producers It is no secret that when teams share the same ethics, values, and vision, they succeed as a group. Understanding and appreciating diverse thinkers, languages, and cultures, makes for insight that may create profitable changes to customer segments you may have overlooked.

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Stereotyping limits access to top producers and ultimately your consumer audience. People tend to presuppose the capabilities of Multicultural professionals because of their accents or the way they dress. When homebuyers can relate to individuals who share their method of communication or understand their cultural nuances, they gravitate toward that individual. Known as the “similar-to-me effect,” managers often recruit real estate professionals who are most like them and not one that necessarily relates to the home buying audience. Consider hiring professionals that have those language and cultural skill sets and more importantly, provide them with the necessary tools to serve the Multicultural home buying audience.

Creating a Plan As with all business development or marketing programs, a sound strategic plan should be formulated to insure the success of any initiative. Multicultural outreach plans are no different and should be approached with the same tactical formula of establishing a mission, vision, and strategic intent. More importantly, create measurable strategies, tactics, and accountability metrics for those involved in the initiative.

Many Multicultural initiatives fail simply from a lack of planning. Sadly, the initiative is often left up to someone in marketing who is commissioned with creating collateral material and then hoping that something sticks. Be strategic and tactical and measure your efforts as you would any other initiative but also factor in the language and cultural dynamics that go along with the growing, economically influential Multicultural consumer.

Oscar Gonzales, Ph.D. is president of The Gonzales Group, a strategic consulting firm to the real estate industry specializing in the ethnic markets. © 2008, Oscar Gonzales, Ph.D. 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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Written By Oscar Gonzales

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Creating A Positive Attitude To Achieve Positive Results

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he grandfather of a friend of mine always said, “Can’t gets nothin’ done.” And boy, was he right.

Basically, he was saying that if you say you can’t do something then you can’t. What you think determines your level of success. If you think you can’t do something – you’re right! If you think you can do something, then anything is possible – you’re right!

It all depends on your attitude. Attitude will lift you up or shut you down. Nothing can stand in the way of the person with a positive attitude. Nothing can stand in the way of the person with a negative attitude. Attitude is the number one reason individuals succeed or fail. So, to guarantee success, to make sure you get everything you want and deserve in life, check your attitude.

Your attitude determines the state of world you live in.

It is the foundation for every success and every failure you have had and will have. Your attitude will make you or break you.

Attitude creates the way you feel about people and situations. Your actions are a result of your attitude, which, in turn, creates a reaction from others. So, basically, what you think . . . you get. It is your attitude toward others and the Universe that determines the resultant attitude toward you. Incorporate a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin.

beliefs are reinforced – you expect the worst – you get … . . . Got the picture?

So, How Do We Shift Our Thoughts And Create A Positive Attitude? It takes work, but creating anything of value takes work. In order to have a new attitude we have to change our subconscious thinking. How do we do this? By analyzing every thought we have until positive thinking becomes habit. You’re merely replacing an old habit with a healthy habit, much like replacing exercise for smoking.

You can’t just stop being negative – you have to replace those negative thoughts with positive ones.

Some people would say, “But negative situations are a reality. They just show up in every day life.”

This is absolutely not true. Situations are a reality, yes.

They do show up. It is your ATTITUDE that makes a situation positive or negative. It’s time for you to realize that YOU are in control of how you think and feel – no one else on earth has this power unless you give it away.

Take control of your attitude, and you take control of your results.

“Your state of mind creates the state of your results.”

In closing this week, I’d like to offer an exercise that I’d like you to complete in the week ahead:

I know it sounds simple, but the truth is….it IS simple!

Where Do Negative Attitudes Come From In The First Place? Negative attitudes come from thinking negative thoughts over and over until they have become a part of your subconscious – they’ve become habitual, a part of your personality. You may not even realize you have a negative attitude because it’s been with you for so long.

Once you have a bad attitude, you expect failure and disaster. This expectation turns you into a strong magnet for failure and disaster. Then it becomes a viscous circle.

You expect the worst - you get the worst - your negative

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Think about specific problems you have had in the past. Maybe you were fired from a job. Maybe someone you loved ended your relationship. Perhaps a co-worker took credit for your work. Or you had a flat tire on the way to an important meeting. How did you react to these perceived problems? Did you control these situations or did you allow your perception of the situation dominate you?

I use the word “perception,” because that’s what problems are – they are simply situations that you

ExecutiveAgent Magazine

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Written By Mark Hansen

perceive as being difficult. But situations are neither bad nor good, they just are. YOU are the catalyst that turns a situation into a negative or a positive experience. You are the one who is in control of your own perceptions. You, no one else, is responsible for how you respond. Life is not predictable and most people immediately create a negative situation when thrown a Universal curve ball.

As an exercise, the next time a situation occurs in your office or home – step back, stay calm, stay quiet, and stay in control of your emotions. Watch how those around you allow their negative attitudes to control a situation that could have just as easily been positive.

Then while others are running around, talking about how bad things are – come up with a positive solution.

Smile and tell them how pleased you are that you have this opportunity to be in this situation. Of course, they’ll probably think you’re a little crazy, but that positive, can-do attitude will be contagious. You’ll see how

quickly the negative energy shifts when treat a situation in a positive manner.

Creating a positive mental attitude takes exercise. It’s all about realizing that situations are going to arise and you have two choices – you can either join the masses and choose the old, negative, self-defeating way of thinking; or you can meet situations head on and see them as opportunities to flex your positive mental muscles.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com.

Copyright© 2005, Mark Victor Hansen. All rights reserved.

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

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

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

11/25/13 6:02 PM

Getting just a mortgage is so last year.

That’s why we’re gifting your clients a fabulous perk when they finance their home purchase with Kinecta.

We’ve partnered with Househappy to offer traxplus.

Traxplus is a convenient web app that puts your clients’ home information at their fingertips and makes maintenance easy:

Includes an in-person initial data collection by a home data collection specialist Automated service reminders A dedicated home services concierge & more!

Free traxplus1 for your clients! $99 value

Once they’ve funded their Kinecta mortgage we’ll gift them the traxplus1 service.

Let’s elevate your clients’ home buying experience.

Jason Redmond, NMLS# 1234810 Manager Mortgage Loan Sales cell: 310.871.1673 | tel: 310.643.4667 Jason.Redmond@kinecta.org www.kinecta.org/jredmond Visit www.kinecta.org/househappy to learn more.

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

Househappytrax and Househappytraxplus home services are made available through a partnership with Househappy. Househappy is not affiliated with Kinecta or its affiliates. All costs and fees associated with the services offered through Househappy are the responsibility of the user. Kinecta reserves the right to modify or cancel these offers at any time.

1 Kinecta will cover the cost of the traxplus service (valued at $99.00) for Kinecta members who finance their home purchase with a Kinecta mortgage in the state of California. Eligible mortgage applications must be submitted on or after 1/1/2017. If eligible and upon consent, qualified borrowers will be enrolled in traxplus upon completion of a home purchase transaction. Additional costs and fees, such as renewal fees, are the responsibility of the user.

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