Kathy Bost Executive Agent of the Month
Inside Features: Traci Berlin Ticor Title Company
Steven Milovich Finance of America Mortgage
FIND OUT WHY WE’RE GREAT TO WORK WITH. THERE ARE BENEFITS TO WORKING WITH FAM Variety of loan options for buyers
Local underwriting for convenience
Direct lender with no middleman
Servicing to help buyers choose a loan
Grow your business with co-branding
Educating clients about home-buying
LET’S GET IN TOUCH (661) 510-8076 FOAmortgage.com/SantaClarita Visit our new branch at 25350 Magic Mountain Parkway Suite 300 | Valencia, CA 91355 This is not a commitment to lend. Prices and guidelines are subject to change without notice. Some products may not be available in all states. Subject to review of credit and/ or collateral; not all applicants will qualify for financing. It is important to make an informed decision when selecting and using a loan product; make sure to compare loan types when making a financing decision.©2018 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act
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EXECUTIVE AGENT OF THE MONTH
Kathy Bost RE/MAX of Santa Clarita
Traci Berlin 4
JUNE, 2018 Editorials
E XECUTIVE AGENT
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Direct: (949) 297-8323 Cell: (949) 702-9577 Fax: (949) 266-8757 FArrias45@gmail.com www.ExecutiveAgentMag.com
Success Is Living Like Your Cat -Chip R. Bell
5 Habits That Will Make You a Better Leader -Susan C. Foster ADVERTISERS’ INDEX - SC City of Hope.......................................................34 Finance of America Mortgage.............................2
Happiness Is All About Perspective -Craig Impelman
iPhotography Studio......................................23 & 36 NAHREP...................................................................8 SRAR.......................................................................14 The Termite Guy......................................................3
Attitude Is Everything— Here’s How to Keep It Positive -John C. Maxwell
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
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
E XECUTIVE AGENT
Written by Haley Freeman
“It’s not Just Business, It’s Personal”
t Finance of America Mortgage, getting the right home loan isn’t just business - it’s personal. “I like to have that face-to-face contact with a client,” says Steven Milovich, mortgage advisor at the company’s branch in Valencia. “It’s part of what we do
to make people feel as comfortable as possible as they’re making the biggest purchase of their lives. Here, helping someone get a home loan is not just a transaction - it’s a journey.”
Steven Milovich ExecutiveAgent Magazine
When Steven left the movie industry to begin his career in mortgage lending, he began as a production assistant to a top-producing Loan Consultant. Enthusiastic about helping people achieve the American Dream, he became a licensed mortgage loan originator just six months later. Since, he has continued to expand his community of clients and real estate partners alongside Branch Manager Mike Ross, Sales Manager Edgar Ibarra and their team of experienced production assistants. “Our whole team makes sure files are 100 percent taken care of. I’m always in the loop as far as where a file is and what’s going on. My job is to make sure a client understands their loan options up front, and educate them on the correct loan products and how it will play out in the future. The difference between big online lenders and us is that we don’t clock out. We’re available weekends and after hours. When a buyer or Realtor® calls with a question, we answer.” That personal attention continues long after the close of escrow, with annual follow-up consultations designed to evaluate a client’s loan in light of changing circumstances. “Rates, loan options and people’s financial situations change. I make sure they’re in the best loan for their current situation.” Steven is an emerging leader in the industry. He is energetic, excited about keeping pace with the rapidly changing real estate sector and eager to develop business partnerships with other young professionals. “I like to work with the next generation of agents so we can grow together. People can see that we’re a solid team and that we’ll be here for a long time to take care of their housing needs long into the future.” Always on hand to help his real estate partners succeed, Steven adds value by attending open houses and actively participating in the success of each event. “I do open houses just about every weekend. I just had a couple walk in who had been looking for several weeks. They said, ‘Wow, we’ve never seen a lender. We’re glad you’re here! We have a couple of questions for you.’ People so often start looking at houses first, before they’ve talked to a lender.”
Steven not only helps with marketing and shows up to support agents, he also brings along some of Finance of America Mortgage’s cutting edge tools. “One of my favorite tools is our “Cost of Waiting” calculator. So many times I talk with people who say they aren’t ready to buy yet because they want to save more money towards their down payment. I can show them how the market is trending and that as interest rates go up and the home appreciates, they may not gain anything by waiting to buy. People are blown away by that.” Among Finance of America Mortgage’s innovative loan products are a number of programs beneficial for young homebuyers. “We have a doctor and dentist program where we can exclude certain student loan payments to help them qualify. We also have our future income program for people who have just graduated from college and have been offered their dream job. We will accept their new employment contract and qualify them based off their future salary with their new employer. Finance of America Mortgage also offers energy efficient mortgages where you can finance the cost of energy efficient improvements into the purchase of your home. In addition, they have a commercial division and a reverse mortgage division. Steven enjoys helping his neighbors in the vibrant Santa Clarita community become homeowners. “All of us at our office have been residents of the area for 20-plus years. This is home, and we’re familiar with the area and the market. We’re here to make sure people get the right loan and the personal service they deserve.” Steven Milovich NMLS ID 1404509 Finance of America Mortgage 25350 Magic Mountain Parkway, Suite 300 Valencia, CA 91355 Tel: 661.803.0979 Email: email@example.com Web: www.foamortgage.com/smilovich
©2018 Finance of America Mortgage LLC is licensed nationwide | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 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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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.
WERE HELPED THROUGH VAREP CARES
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WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries... WE WANT YOU!
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“We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.” –Aristotle 10
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.
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, www.woodenswisdom.com. He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.
â€œPeople are usually as happy as they make their minds up to be.â€?
UPCOMING EVENTS & CLASSES FOR MEMBERS • June 12, 2018 Wake Up YPN
• June 21, 2018 Lunch & Learn
• June 13, 2018 Commercial Class:Tax & Legal Impact on Commercial Real Estate
• June 26, 2018 SRAR REALTOR® Expo @ The Odyssey
• June 14, 2018 Duane Gomer 45 Hour Continuing Education Seminar
• July 10, 2018 Wake Up YPN
• June 19, 2018 Code of Ethics Class
• July 18, 2018 Commercial Class: Keys to Financing Commercial Real Estate
Visit www.SRAR.com for more information on all events and classes!
:30PM 2 M A 9 | 8 1 0 sey | June 26, 2
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Kathy Bost Executive Agent of the Month
Kathy Bost A Better Way to Buy and Sell Real Estate Written by Haley Freeman - Photography by Ian Wiant
hen Kathy Bost and her husband purchased their first home in the Santa Clarita Valley more than 30 years ago, their Realtor® ensured that the process was a fun and seamless adventure. Kathy recalls, “It was an exciting time in our lives, and the transaction went really well. Our agent told me, ‘You should get into real estate, too. You’d love it.’ She first put the bug in my ear.” A short time later, Kathy left her banking position and acted on her Realtors® suggestion, leading to a fulfilling, lifelong career and a large community of happy clients. She is the recipient of RE/MAX International’s most prestigious awards, including the Hall of Fame, Lifetime
Achievement and Circle of Legends Awards. Kathy has also been voted the number one real estate agent in the Santa Clarita Valley seven years in a row, and her clients are eloquent in their descriptions of what makes her service a cut above the competition: “There is no better Realtor® that I have ever had the pleasure of working with than Kathy Bost. Her team is always on top of everything. She is not only great at what she does, she is very endearing, thus making every transaction a professional and pleasant one. I can think of no better Realtor® to have on your side as either a seller or buyer.”
“Kathy Bost is an incredible real estate professional. She always makes herself available and goes way beyond what is expected. Whatever the circumstance, Kathy is always looking out for the best interests of her client. Kathy’s dedication, professionalism and her patience during the house hunt and transaction always made us feel at ease, without pressure, knowing that things were being handled as they should be.” Early in her career, Kathy found her way to RE/MAX of Santa Clarita, and she has remained there ever since. “It’s always been a good fit for me, and there is no better brand here I would consider making a move for. RE/MAX has been and continues to be the top-producing real estate company. The name has an outstanding reputation and is recognized worldwide. Although it’s such a large company, it still has a family feel. It’s an honor to work for such a great company.” Kathy is an industry trailblazer, who recognized the need to develop a team to better serve her clients long before it was a trend in real estate. “From the beginning, I realized that in order to make sure no balls were dropped and everything was being done well - meeting the client for the
pre-qualification process, the showing process, escrow paperwork, financing, closing - I needed to put together a reliable team. My job is to be an advocate for the client, whether they are a buyer or seller. Having a great team in place allows me to be involved in every transaction personally. I have buyers’ agents who open doors and show property, but once they identify a home, I take over. I’m fully involved with the offer, inspection, appraisal and all the way through closing.” Kathy’s cohesive and diverse team consists of Transaction Coordinator Betty Dickson, Listing Coordinator Collin Davis, and Buyers’ Agents Regina Velasquez, Kristi Davalos, Melissa Arsanos, and Jon Flaig. It is also a family enterprise. Betty is her sister, and Collin is her son-in-law. Kathy’s son, Kenny, who owns a social media marketing firm, assists the team behind the scenes. “He’s an integral part of our team, making sure we have a strong digital presence. I’ve been in the business long enough that I remember when we thought the fax machine was the best thing since ice cream. He helps us to be responsive to our clients and display our listings prominently in the places people are looking online.”
BRINGING DREAMS TO FRUITION Her willingness to adapt and reinvent herself and her service is one of the reasons why Kathy has remained an industry pacesetter. She and her team use leading edge marketing methods to promote listings and generate excitement among buyers. Kathy has the experience, business savvy and resources to meet the expectations of the most discriminating buyers and sellers. “Sellers of high-end properties expect very cutting edge marketing, and we use the newest technologies in showcasing our clients’ beautiful homes. We provide virtual 3-D Dollhouse tours, as well as drone aerial photography. A lot of luxury homes are on large pieces of land, and the aerial shots give a buyer the full impact of the property.” While social media and other online resources are vital tools in today’s real estate market, Kathy strategically leverages print media, as well. “Luxury magazines are also an integral part of marketing high-end homes. Millennials
like to see everything online, but older generations still like to see it in print.” Kathy’s longstanding and well-earned reputation for professionalism and ethical business practices has earned her the trust and respect of her colleagues. These strong peer relationships are also a gift to her clients, since they can be the tipping point in closing a deal. “In a multiple offer situation, it often comes down to what relationship I have with the agents. It’s human to want to work with someone you know and trust to get business done with the least amount of trouble and drama.” After having closed more than 3,000 transactions during her career, Kathy brings an edge to her real estate practice that can only come with experience. “I usually know what’s going to happen before it happens,” she says. “I can tell when something may become a problem and start taking steps to fix it ahead of time.”
Accountability is another key element of Kathy’s service. She personally shows up to oversee inspections and appraisals. “Once we’re in escrow, I make sure the deal doesn’t fall apart because we weren’t there to advocate for our client. One of the big reasons escrows fall out is due to an appraisal not coming in at the purchase price.” She and her team remain available throughout the transaction to answer questions and guide clients through every step of the process to a successful close.
I’m happy to do that, because I love my clients and my work.”
Clients and agents are often shocked to find that Kathy answers her phone, even when she is on vacation. She and her husband go to Maui several times annually, a place that has become almost a second home. “We’ve made longtime friends there that we visit when we go. We love to just relax on the beach and watch the whales or go fishing. But it doesn’t ruin my vacation to talk to a client.
“It’s such a great feeling you get when you’re looking through your clients’ eyes at their new home. Making that dream come to fruition and doing it well makes me feel really good. I’m here to take care of every obstacle, so my clients can achieve that dream.”
Kathy has never forgotten that initial thrill she and her husband felt as young homebuyers who were searching for their first home. Whether it is someone’s first home or fifth home, she still shares the excitement that comes with discovering the place that will house their family and a lifetime of precious memories.
KATHY BOST RE/MAX of Santa Clarita 25101 The Old Road, Santa Clarita, CA 91381 Tel: 661.803.3114 - Email: Kathy@homesscv.com Web: www.KathyBost.com - CalBRE #00912128 ExecutiveAgent Magazine
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
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 Leadershiptraq.com.
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
How to Keep Yourself ENCOURAGED
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@ FrogPond.com, http://FrogPond.com.
E XECUTIVE AGENT
Written by Haley Freeman
icor Title Company, under the umbrella of Fidelity National Financial Inc., is an industry giant that traces its roots back nearly 150 years. During that time, the company has grown and adapted with America,
Meet Traci Berlin, Assistant Vice President and specialist in commercial and residential title insurance. Traci grew up in Chatsworth and earned her degree in child development from California State University, Northridge. She went on to a successful first career as a server and head trainer for a major restaurant chain. While there, she frequently waited on an executive from Ticor Title who recognized her extraordinary talent for connecting with people. He invited her to Ticor for an interview, and after just one meeting, she was offered a job. That was 15 years ago, and Traci has since developed a loyal following of real estate and mortgage professionals who won’t send their clients anywhere else. Why? Because Traci’s commitment to customer service and willingness to go above and beyond for everyone she meets is unsurpassed. Her clients agree. One shared: “Traci is a fantastic service provider and one of the best title reps in the business. Always going the extra mile to get the job done.” A senior mortgage advisor said: “I use Traci/Ticor on all my refinances. The thing that really sets her apart, other than her always positive and cheerful attitude, is her willingness to help solve problems even if she is not part of the deal.”
asserting itself as the gold standard of title insurance services.
Traci is a master networker, and her vibrant, bubbly personality draws people to her and inspires their trust. “I’m always the person who brings people together mortgage brokers, Realtors® and escrow professionals,” she says. “I’m the connection girl. Everybody knows, if you need help with anything, call Traci.”
Bringing People and Service Together While Traci is the most tenured title rep in the LA area and an industry superstar, she expresses heartfelt appreciation for the amazing team of people whose behind-the-scenes contribution is often overlooked. “As title reps, we’re on the front line. But our title officers and customer service friends are all like family. They work so hard, and they always have my back. My customer service friends are my besties. When they email my clients, they always tell them, ‘Thank you so much for working with Traci.’ They all add that personal touch that makes our clients feel special. Walter Allen is the number one farm specialist in the U.S. When I send him a farm request, I get it immediately. He exceeds every expectation.” Ticor Title is a progressive, financially stable Fortune 500 company, and with such strong assets, it is constantly innovating new methods for delivering title services with efficiency and convenience. The company offers a full suite of exclusive tools to assist industry professionals with daily tasks. TicorAgent is a use-anywhere app that helps agents calculate accurate closing costs, payment estimates and seller net sheets. Version 4.0 is launching soon. Ticor Tech Farm offers a supercharged approach to farming. “A walking or mailer farm is free through us. But for only $49 a month, we offer a full report, with 120,000 leads in an agent’s farm and surrounding area, with phone numbers, emails, divorce decrees, death certificates and probate/trust filings. This is a huge tool that other companies don’t have.”
is to help people and make them smile,” she says. “I love going to mixers and introducing everyone to everyone. This is a business where it’s so important to put other people first and treat them the way you would want to be treated. I want everyone to succeed, and my team and I are here to help in any way we can.”
Traci is excited to work with industry veterans like, Armando Oliva-The Realty Professor. “Armando Oliva was my first client, and he has been an incredible mentor over the years. I totally look up to him. He can work with any Title company but chooses me as his Title Rep as he always tells me because of my commitment to service and always getting the job done.” Traci meets every day eager to meet new people and provide them with the industry’s finest service. “My job
Traci Berlin Ticor Title Company 600 N. Brand Blvd., Ste. 610 Glendale, California 91203 Tel: 818.694.7974 Email: Traci.Berlin@ticortitle.com Web: traciberlin.ticorsales.com
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.
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
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.
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 chipbell.com.
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
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
WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt
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