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EXECUTIVEAGENT MAGAZINE

Executive Agents of the Month

INSIDE FEATURES: David Halford Kinecta Federal Credit Union Stephen Paliska New American Funding Radcliffe and Associates Coldwell Banker Basil Sakr RE/MAX Top Producers Jon Strauss Coldwell Banker

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FOCUSED ON THE FUTURE New American Funding is diversified in a variety of markets and is consistently ahead of the trends. Today, with a servicing portfolio of $22 billion, and funding approximately $1 billion per month, we are at the height of our game.

Co-branded Mortgage Statements Statement Date: August 16, 2017

GoGo Partner Mobile App

For Return Service Only P.O. Box 170581 Austin, TX 78717-0031

MORTGAGE STATEMENT Online Information: www.newamericanfunding.com Click "MANAGE MY LOAN"

003939

JOE E. CUSTOMER 123 ANY STREET ANYTOWN, CA 12345

Mon - Fri 7:00 am to 9:00 pm CT Sat 10:00 am to 2:00 pm CT Telephone: 1-800-893-5304 TTY/TDD: 1-844-249-9633 Fax: 800-880-0639 Correspondence PO Box 170581 Austin, TX 78717-0031

Property Address: 123 ANY STREET ANYTOWN, CA 12345

Loan Number: Next Payment Due Date:

000000001 09/01/2017

Total Amount Due:

$3,825.78 $1439.69

$49.86 late fee will be charged if payment is not received in our office by 09/16/2017.

Explanation of Amount Due

Account Information Loan Due Date Outstanding Principal Escrow Balance Interest Rate Prepayment Penalty

09/01/2017 $272,897.11 -$474.85 3.625% No

Transaction Activity (08/05/17 - 08/16/17) Date Paid

Description

$419.16 $423.37 $820.53 $823.10 $200.00 $656.42 $1,439.69 $1,902.89 $0 $20.00 $1,902.89 $0 $3,825.78 $1,439.69

Principal Interest Escrow (Taxes and Insurance) Regular Monthly Payment Total Fees and Charges Past Due Payment(s) Total Amount Due

Principal

Interest

Escrow

Additional Monthly Amount

Charges and Fees

Partial Payment (Unapplied)

Co-branded Closing Cards

Drip Campaigns & Milestone Emails

Total

No transactions have occurred on your loan between the last billing statement and this statement date.

Special Messages If you are experiencing financial difficulty: Additional information about mortgage counseling or assistance can be found on the back of this statement.

ContactImportant With AnyNews Questions

Past Payments Breakdown Paid Last Month Principal Interest Escrow (Taxes and Insurance) Replacement Reserve Additional Monthly Amounts Fees and Charges Partial Payment (Unapplied)* Total Payment

GoGo Partner

$419.16 $0.00 $820.53 $0.00 $200.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $1,439.69 $0.00

Paid Year to Date $2,514.96 $1,184.85 $4,923.18 $2,877.52 $1,200.00 $3,552.85

$0.00 $0.00 $120.00 $0.00 $8,638.14 $7,735.22

* See reverse for information about partial payments

Available for Android & iPhone

PATTY ARVIELO

We enjoyed working with you when you purchased your home and look forward to helping you, your friends and family with all of their real estate needs. Please don’t hesitate to give us a call.

President, NMLS #49166 D: 949.748.4115 O. 888.788.6780 ext 7315 C: 714.401.9711 parvielo@nafinc.com

JANE DOE

Real Estate Agent, LIC #12345 D: 555.555.5555 C: 555.555.5555 first.last@rea.com REARealty.com





Please detach bottom portion and return with your payment.

Total Amount Due

Loan Number 000000001 Borrower JOE E. CUSTOMER Co-Borrower $1,439.69 Total Amount Due $3,825.78 Due By 09/01/2017 $49.86 late fee will be charged if the payment is not received in our office by 09/16/2017

PO Box 650076 Dallas, TX 75265-0076

 

WůĞĂƐĞǁƌŝƚĞLJŽƵƌůŽĂŶŶƵŵďĞƌ ŽŶLJŽƵƌ ĐŚĞĐŬŽƌŵŽŶĞLJŽƌĚĞƌ͘ LJŽƵƌƉƌŝŶĐŝƉĂůŽƌĞƐĐƌŽǁ͕ƉůĞĂƐĞŝŶĚŝĐĂƚĞƚŚĞ ĂŵŽƵŶƚ;ƐͿŝŶƚŚĞďŽdžĞƐĂƚƌŝŐŚƚ͘ /ĨLJŽƵƌĂĚĚƌĞƐƐ͕ƚĞůĞƉŚŽŶĞŶƵŵďĞƌŽƌ ĞͲŵĂŝůĂĚĚƌĞƐƐŚĂƐĐŚĂŶŐĞĚ͕ƉůĞĂƐĞǀŝƐŝƚ ŽƵƌǁĞďƐŝƚĞůŝƐƚĞĚĂďŽǀĞŽƌĐŽŶƚĂĐƚƵƐ Ăƚ ϭͲϴϬϬͲϴϵϯͲϱϯϬϰ͘

$3,825.78 $1,439.69

Total Amount Due

Additional Monthly Payment

$

Additional Principal

$

Additional Escrow

$

Total Enclosed

$

. . . .

912409343301902890000038257800100000000000000000000005

Jeff Moore Branch Manager San Clemente

Dusty lloyd Branch Manager Mission Viejo

Tom Briggs Branch Manager Huntington Beach

Brian Keranen Branch Manager Newport Beach

Eli Fairfield SVP Regional Manager LA West and OC

Brenda Dintino Branch Manager Irvine - North

Rob Briggs Branch Manager Huntington Beach

Daniel Perez Branch Manager Anaheim

Christopher Paliska Branch Manager Anaheim

Matthew Moore Sales Manager San Clemente

NMLS #324123

NMLS #247106

NMLS #303474

NMLS #483697

NMLS #411752

NMLS #239946

NMLS #171371

NMLS #255550

NMLS #1076530

NMLS #324114

PARTNER WITH US

W W W. N E W A M E R I C A N P A R T N E R . C O M

ELI.FAIRFIELD@NAFINC.COM

(310) 227-3359

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 11/2017


EXECUTIVE AGENTS OF THE MONTH

Missy & Bobbie RE/MAX Cornerstone

20 19

Inside Features

14

06 Stephen Paliska

David Halford

28

Radcliffe and Associates

32

Basil Sakr 4

10

Jon Strauss

ExecutiveAgent Magazine


MARCH, 2018 Editorials

E XECUTIVE AGENT

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MAGAZINE

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Teaming With Success -Craig Harrison

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

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Stress: Control It, Change It or Let It Go! -Simma Lieberman

ADVERTISERS’ INDEX - SOC Finance of America Mortgage........................27 iPhotography Studio...............................................25

26

How Patience Makes You Rich -Jim Rohn

Kinecta Federal Credit Union...............................13 loanDepot®..........................................................................9

NAHREP....................................................................8 New American Funding.....................................................2

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Are You Doing All You Can Do? -Walter Sanford

PWAOR...................................................................38 The Termite Guy......................................................3 Ticor Title Company...................................................40

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

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Winning: Defining It, Achieving It -Chris Widener

© 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.

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Doing the Impossible -Zig Ziglar

ExecutiveAgent Magazine

5


E XECUTIVE AGENT

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MAGAZINE

Stephen Paliska Written by Haley Freeman

oan Consultant Stephen Paliska’s approach to customer service was first inspired by watching the way his father and uncle operated their valet parking business in Orange County. “My brother Chris and I grew up working for them,” he says. “We were often the first people a customer would meet when they came to the door of a restaurant or hotel. We learned a lot about what it takes to provide great customer service.”

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my brother’s wedding, and that’s when I realized I’d been chasing my corporate job for too long. We wanted to raise our families together and get back to that life our father and uncle had when we were growing up. Chris has had a lot of success at New American Funding, and I made the decision to come here too. I put the processes in place that made him successful, and he put his time into coaching me on what works.”

After earning his finance degree from Purdue University, Stephen went on to a successful career in transportation logistics, where he became a sales manager and trainer responsible for the performance of 75-plus professionals. He was eventually promoted to open a new office in Denver, taking him far away from his SoCal roots.

What works is a service model founded on faith-based and family values. It includes operating with the highest ethical standards and being forthright about conflict. “I pledge integrity to the people I work with - and not just because of regulations or laws. There is something to be said about making sure somebody feels comfortable about a transaction. When there’s a problem, we always inform the client and agent up front, and we always bring a solution. Our real estate partners never get a surprise from us, and we pride ourselves on that. I sleep better at night knowing there are no spiders in the closet.”

But his desire to renew family ties inspired Stephen to alter his professional trajectory, return to California and join brother Chris as a Loan Consultant at New American Funding. “I flew back with my family to be best man at

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With a goal of continually raising service levels and exceeding client expectations, Stephen and his team meet monthly to discuss how they can improve the experience of their clients. “We’re always looking at where we can give that five-star experience without adding to the cost of our service. We’ve come to the conclusion that communication and availability are absolutely vital in this business, and great communication is always free. Wherever we are, we always answer our phones. Buying a home is something people don’t do very many times in a lifetime, and a lot of questions can pop up along the way. I think our constant communication is the number one reason we do so much business.” These uncompromising standards combined with New American Funding’s array of programs, competitive pricing and unprecedented service delivery results in a community of raving fans. “All our files are underwritten with an expedited turn times, and we have a 14-day close guarantee*. Every Friday, we send a spreadsheet to our real estate partners with updates on every transaction in the pipeline. And our post-close marketing is great for our agents. We offer a co-branded marketing campaign that includes mortgage statements and cards throughout the year. We also want to help our agents generate new business, so we have what we

call our VIP Marketing Concierge. We do more than just print flyers - we help agents create a strategy, farm an area and own it. We’re committed to creating relationships and business partners for life.” Stephen and Chris live just two streets away from each other in Foothill Ranch, and they have a golf cart that takes them back and forth between each other’s houses. They attend the Saddleback Church in Lake Forest, and they are raising their children with a shared commitment to faith, family and community. For generations, the name Paliska has been synonymous with integrity and service in Orange County, and they are continuing the tradition. “Whether we do a transaction for someone or not, we very much believe in doing the right thing,” Stephen says. “All we have is our name to stand by.” Stephen Paliska New American Funding 2099 S. State College Blvd. Anaheim, California 92806 Tel: 714.293.7860 Email: Stephen.Paliska@nafinc.com Web: www.newamericanagent.com/StephenPaliska NMLS ID1601510

*14 business day guarantee only applies to purchase transactions. This guarantee does not apply to Reverse Mortgages, FHA 203k, VA, Bond, MCC, loans that require prior approval from an investor, or brokered loans. The guarantee does not apply if events occur beyond the control of New American Funding, including but not limited to; appraised value, escrow or title delays, 2nd lien holder approval, short sale approval, or lender conditions that cannot be met by any party. The 14 business day trigger begins when the borrower’s initial application package is complete and the borrower has authorized credit card payment for the appraisal. If New American Funding fails to perform otherwise, a credit of $250 will be applied toward closing costs. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act, NMLS #6606. Corporate Office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 3/2018.

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STATE OF

HISPANIC HOMEOWNERSHIP REPORT

DOWNLOAD TODAY hispanicwealthproject.org/shhr

In Collaboration with the National Association of Hispanic Real Estate Professionals®


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NATIONWIDE

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BRENDA HEMRY

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Branch Manager I NMLS #450281 (949) 346-3734 office (951) 544-6197 cell 2855 Michelle Drive, Suite 190 Irvine, CA 92606 bhemry@loanDepot.com www.loanDepot.com/bhemry

CONTACT ME TODAY TO LEARN MORE ABOUT OUR STORY AND VISION!

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.


E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

S

haun Radcliffe and his associates, Brittney Paino and René Rustice, stand out from their peers as exceptional and relentlessly caring Realtors®. Aligned with Coldwell Banker Residential Brokerage and Global Luxury, they are providing buyers and sellers in Orange County with world class service supported by one of the world’s leading global marketing platforms. But what does it mean to be “relentlessly caring”? The

Oxford Dictionaries define the word relentless as “persistent, constant, unwavering, tenacious and tireless.” According to Shaun, “It means we will do everything we say, and everything we say, we will do. We have what we call a 100/0 model in place. We are 100 percent responsible for the outcome of the service we provide to each client, and there are zero excuses for why something doesn’t happen. We believe every client deserves a predictable, precise and profitable real estate experience.”

Radcliffe and Associates ExecutiveAgent Magazine


RELENTLESSLY CARING REALTORS® After graduating with a degree in marketing from California State University, San Bernardino, Shaun enjoyed a successful first career in building materials sales and distribution. He had a less than satisfactory first home buying experience, which inspired him to create an elevated service standard when he became a Realtor®. “I noticed that customer service and follow-through were lacking. I decided that the core of my business plan would always be to deliver service that exceeds expectations.” Communication is a hallmark of relentlessly caring service. “Our clients receive communication from us multiple times a week. As emotion takes over in a transaction, communication becomes even more important. This is one of the largest financial decisions a family will make in their lifetime. We’re really big on making sure we understand the emotions someone is experiencing and provide them with the information and assurance they need to make confident decisions.” The discussion continues long after the sale, as the team follows a procedure for following up at key points to answer questions and provide resources. They also host four client appreciation events each year. Most recently, they rented a movie theater and filled it with 200 past clients and their family and friends. Some came from as far away as Redondo Beach and Simi Valley. In a business environment where customer service is being diminished by cut-rate, online real estate brokers, there are still people who value this group’s extraordinary standard of care. Shaun and his team recently sold a property for an out-of-area client whose mother had passed away. The client said this about his experience: “Shaun had reached out to our family with a number of personal notes, and was very sympathetic to the recent loss of our mother. Although the other agents came equally well prepared, Shaun seemed to have the best grasp on the local market, and his insights were more in depth than the other agents. All the other agents had suggested a lower price for the initial listing. Shaun firmly believed in the value of the property, and argued for a higher price. He confidently predicted we would have multiple offers even at this higher price, and he was absolutely right! As a result of his strategy and negotiating skills, we were able to finally accept an offer 3.2% over the initial asking price. All of the advertising materials he had made for the house were superb and of the highest quality. He really

made the property shine. He was also very quick with replies to any questions I had, and was willing to work with the group who was handling the concurrent estate sale of my mother’s belongings.” The team does a high volume of transactions in “The Hidden Jewel” of OC, Villa Park. “The area is known for its large lots and old-fashioned sense of community. It’s an area we personally love, and we are very active there.” Radcliffe and Associates also receives numerous referrals. “We appreciate the referrals of our past clients and we are happy to serve them, as long as we feel we can provide that relentless, systematic service without any limitations.” This positively motivated group of professionals devotes five minutes each day to recording their thoughts in a gratitude journal, and they begin each team meeting with an expression of thankfulness. This year, they are committed to helping 100 families buy or sell real estate. “We focus on the ‘why’ for our clients, so they experience results around it. That ‘why’ is so important to us. We treat someone’s home and money the way we would treat our own. We consider it a privilege to be part of this important milestone in a family’s life.” Shaun Radcliffe – Radcliffe & Associates Coldwell Banker Residential Brokerage 21580 Yorba Linda Blvd. Yorba Linda, CA 92887 Tel: 714.497.0160 Email: Shaun@radcliffeassociates.com Web: www.shaunradcliffe.com Web: www.ochomesprice.com CalBRE: 01923712

ExecutiveAgent Magazine


Are You Doing All You Can Do?

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y goal in real estate was to leverage my time so that I was getting the maximum amount of income out of every exertion of energy. I never liked showing property much, but I really wanted the listing. In fact, I did whatever was ethical to become the most recognized REALTOR® in my area. This system is a little aggressive, not for the faint of heart. I never considered it solicitation of a seller, just feedback; however, the results were many sellers ended up knowing me and paying more attention to my expired solicitation. I risk showing you this in that you may think all of my ideas are “grey area” but not so! I have thousands of systems in my training materials that will make you a fortune, but I have to tell you -- I just loved that call from the REALTOR® who had more time on their hands than business and who would complain that I should have emailed him/her my feedback on their listing.

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Most times, I was giving better feedback than the listing agent. The top agents loved it, so that is why I have so many different systems. I had to keep inventing new ones, because the competition kept stealing my ideas. Just leave a card at the property you have shown. Make sure all of your information and picture are on the card. Mine had me next to my Rolls Royce on the back. Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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We’re making a big

Jumbo impression in Orange County.

When it comes to buying a home in the OC, size matters! Kinecta’s local Mortgage Loan Consultants are ready to help you deliver BIG to your clients: WE’RE LOCAL!

• Decades of local real estate experience • Available for on-site open houses

JUMBO FINANCING

• 95% LTV on purchases of almost $895,000 • Credit union discounts on MI

• Well-connected in the community • Not-for-profit, direct lender

• Loans up to $3 mil. • Asset utilization available

CONTACT ME!

Erik Jenner, NMLS# 38025 Manager Mortgage Loan Sales direct: 949.253.5337 | cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this advertisement is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations. 18263-12/17


E XECUTIVE AGENT

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MAGAZINE

David Halford Written by Haley Freeman

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top-producing Loan Consultant with nearly two decades of experience in the real estate and mortgage industries, David Halford joined Kinecta Federal Credit Union in 2017, where he is meeting the expectations of a new generation of homebuyers with service that is personal and tailored to their individual needs. David says, “As far as the future of banking in general, I think a lot of people are turning away from big banks. People generally come to a credit union with a higher expectation of customer service, and we’re able to deliver both products and services that rise to that standard. We are one-on-one with our customers, and when people come into the credit union, we actually know their names. It’s more of a community banking concept, where people can go to one local institution and get all of their financial needs met in one place. A lot of people don’t realize how many services we provide. In addition to meeting mortgage and community banking needs at a lower cost than the competition, Kinecta is one of the largest auto lenders in California. We also offer investing and insurance services.” David is a SoCal native whose journey began in Brea. “Growing up in Brea was a great experience. It is a safe community with a great school district.

My mother and father were foster parents, and they fostered over 30 children during a 10-year time span. I was fortunate to be adopted along with my sister at an early age.”

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Meeting a Higher Expectation of Client Service When he was 17, David began his industry career working with a local real estate appraiser. He went on to obtain his mortgage license and developed a lending niche in programs designed for California State employees. “One of my greatest influences and mentors has been Cindy Wingo, who is now on the board of directors of the California Association of Mortgage Professionals. As an account executive, she is one of the most knowledgeable and friendly professionals in the business. She helped me really learn and understand Fannie Mae, Freddie and FHA guidelines early on in my career so I can be a true mortgage professional that can be trusted.” In addition to Kinecta’s elevated service culture, David is also happy to deliver competitive rates on a strong product set with sensible underwriting. “We take a common sense approach to underwriting with the best interests of our members in mind. Since we are a not for profit credit union, the way we make business decisions is a big contrast to a regular bank. In this market where home prices are increasing, we are set up to properly evaluate income and assets for jumbo borrowers and help them get approved. We also have a 5 percent down program up to $850,000, and programs with reduced mortgage insurance premiums.” Real estate partners and homebuyers also appreciate Kinecta’s efficient, local processing and underwriting, and on-time closings. “Before I worked here, I knew that if I was competing against a credit union for a loan, it was going to be hard to win. People go with the lender they feel most comfortable with and trust. We not only offer great products with lower rates and fees, we also build personal relationships with our clients and business partners, and earn their trust.” David continues to live a full life in Brea with his wife and two children. “My son, Isaiah, who just turned 16, has recently found his passion with

playing the guitar and attends Brea Olinda High School. My 10-year-old daughter, Soleil, is a Junior Olympic Latin Ballroom Champion. She started dancing at 6 and discovered her passion. When not working, my wife Marisela and I can be found often traveling between guitar and dance practice at the Fullerton Ballroom in downtown Fullerton.” David also devotes time to giving back to the community. “Throughout my experiences and success, I have had a longing to give back to children. Feeling blessed to be adopted and grateful to my parents, I recently joined Big Brothers Big Sisters of Orange County, where I have recently been accepted as a Big Brother. I look forward to helping a child in any way as I can in 2018 and beyond.” As consumers continue to raise the bar on the service they expect when obtaining a home loan, David is enthusiastic about being able to meet and exceed their expectations. “After over 18 years being in the mortgage industry, the satisfaction of helping the community has only grown stronger. I love what I do and look forward to continuing to help families obtain home loans.” David Halford Kinecta Federal Credit Union 4041 MacArthur Blvd., Ste. 100 Newport Beach, CA 92660 Tel: 424.390.2471 – Office: 310.643.2130 Email: David.Halford@kinecta.org Web: https://www.kinecta.org/dhalford NMLS ID 256649

ExecutiveAgent Magazine


Winning: Defining It, Achieving It

I

f you ask most people whether they would like to be considered a winner or a loser in life, they would most assuredly reply that they would like to be a winner. But this begs the question, “What does it mean to win at life?” In some things it’s easy to define a clear winner. In a basketball game, whoever has the most points at the end of the game is the winner. In a game of hearts, my favorite card game, whoever has the least amount of points when one of the players reaches 100 points is the winner. But it isn’t quite as easy to decide what it means to win in the game of life, is it? And that is because people define winning in different ways. For many, winning is through the accumulation of money or material possessions. “He’s a success, a real winner,” they say. Others think winning means living the longest. Still others say that it is to have their body in tip-top shape. Some say it is to have a happy family. Some say it is to regularly enjoy their hobbies. All of these are fine, in and of themselves. But...

I would like to encourage us to think about winning or success in a different way. Generally, people think of winning as the over-achievement in a particular, chosen area. I like to believe, however, that to truly win at life is not to overachieve in one area but to succeed in maintaining balanced achievement in numerous areas. Let me repeat that: To truly win, to be a success, is

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not to overachieve in one area, but to maintain balanced achievement in all areas of our lives. For instance, is a person a success if they earn millions of dollars but lose their family? Is a person a success if they garner national fame but have no friends? Of course not. In fact, they may live the most pitiful of all lives. First, Define So the first thing we must do is define what we will consider “winning in life.” As you ponder this for yourself, I would like to recommend that you focus in on three overarching areas: Body, Soul, and Spirit. The body is that which has actual connection with the physical world and would encompass physical health, financial health, family, work, and relationships. How is your health? How are your finances? Are your relationships, both with your family and others all that they could be? Is work fulfilling? How would you define winning in these areas? The next area, the soul, is that which deals with the emotions, will, and intellect. It is our thoughts, ideas, and attitudes. How are you emotionally? Are you able to exercise your will? Are you growing intellectually? Have you done an attitude check lately? How would you define winning in these areas? And the spirit is the part of us that transcends this life, the part of us that communes with God. Zig Ziglar said, “Money will buy me a house, but not a home, a bed, but not a good night’s sleep.” So true.

ExecutiveAgent Magazine


Written By Chris Widener

Inner peace comes from something much deeper. Have you thought about going back to your spiritual roots? Are you able to spend time in quiet, solitude, and prayer from time to time? This is an extremely important area and all too often neglected. What would you like to achieve in this area? How would you define winning in these areas? As we experience balance in these areas, we will find ourselves much more at peace with ourselves than if we were to experience tremendous success in one area but loss or failure in the other areas. We were designed to work as congruent, balanced people. This is how we get to the end of our lives and say, “I won.” Second, Prioritize Once you have defined what it is that you would like to achieve in each of these areas, you have to prioritize them, and let other, non-important areas drop off the chart. Commit to developing a plan to succeed in a balance of areas. Exercise your will. Choose. Dwight D. Eisenhower said, “The history of free men is written not by chance, but by choice - their choice.” When we manage our time and schedule, we are simply making choices in regard to our priorities. For most, their priority is to take action on whatever is screaming the loudest at the moment. For those who become winners, they reflect on what they desire to achieve, make a plan and decide to eliminate the rest. Last, Do it Okay, you have defined winning. You have prioritized your life. Now, the hard part: Doing it. This is where

we are all alone. We all make this step on our own, but having a written plan is as good a preparation as you can get. Rather than saying that you are going to do this for the rest of your life, take the next week to implement your new balance of winning. If a week sounds too long, just focus on today. Spend some time, be it ever so small, enhancing your life in these areas. Exercise a little. Read for a while to challenge your mind. Deal with your emotions. Spend time in silent contemplation to renew your spirit. Give some time to your spouse and children. Will Rogers said, “Even if you’re on the right track, you won’t get anywhere if you’re standing still.” There has got to be action. As we do this over time, and balance our lives out, we will begin to finally feel like we are winning at life. That will be exciting, as will the process! 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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Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323

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Cover Story

Executive Agents of the Month

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Written by Haley Freeman - Photography by Ian Wiant

M

issy Book and Bobbie Ochoa prove that when it comes to real estate, two really are better than one.

Missy is a California native who began her career as an account manager liaison in the mortgage industry. In 2008, after spending 20 years in the home lending business, she decided to obtain her real estate license. Although the industry was in a state of flux, Missy succeeded due to her depth of market knowledge and uncompromising service standards, buoyed by her positive spirit. Born in Mexico, Bobbie was raised in Pico Rivera and grew up working for her parents’ successful chain of sewing and craft stores. She attended college with aspirations of becoming a teacher. While waiting to obtain her

teaching credentials after graduation, she acquired her real estate license. She enjoyed real estate so much, she decided to continue on the real estate path, putting the entrepreneurial drive and work ethic she learned from her parents to greatest use. The trajectories of these two real estate dynamos crossed at RE/MAX Cornerstone in Fullerton, where they found an instant kinship with one another. “We met here and clicked right away. Bobbie complimented me on what I was wearing and said I looked cute,” Missy laughs. “We liked doing open houses together, so we decided to try some transactions, and everything went great. We have so much fun together and really enjoy our work. We like to make it fun for our clients, too, and minimize the stress of a transaction.”

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Bobbie adds, “It all came together naturally. We spent about a year making sure our partnership would be a benefit to our clients. We found that we were more motivated and effective together than as individuals. Our personalities are pretty similar, and we have the same philosophy about creating a concierge client experience. At the end, we want people to feel really good about their choice to use us.”

respect and an abiding commitment to their clients’ best interests. “Missy is fearless and not afraid to tackle anything,” Bobbie says. “She’s very direct and doesn’t sugar coat things or tell people what they want to hear. I think she has more energy than me - she’s always very excited about what she does. And most of all, she’s honest and cares about her clients and their well-being.”

Together, Missy and Bobbie bring over 25 years of real estate experience to buyers and sellers in the communities of Whittier, La Mirada, North Orange County and beyond. The two have represented clients in real estate transactions ranging from standard sales, trust and probate sales, distressed sales, investment opportunities and multi-state relocations. Bobbie is a Certified Probate Real Estate Specialist (CPRES).

“We really care about our clients,” Missy says. “It’s not about the money. We want to make sure they’re happy and get the home they love. I love that Bobbie is very honest and thorough, and she digs deep with clients. She’s also great at seeing the potential of a home and telling sellers what they can do to get top dollar. And she’s so detailed, I always have her check things because I know she’s a perfectionist. In every situation, she goes over and above to make sure the client is getting what they need.”

Missy and Bobbie’s partnership is founded on mutual

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Partners In Success Rather than using technology to simulate good customer service, Missy and Bobbie invest time in face-to-face client consultations and meaningful communication throughout the transaction. “We like to get people into the office and give them the knowledge to understand what’s happening step-by-step,” Bobbie explains. “We also want to understand what their needs are. As we go along, sometimes they realize they thought they wanted something they don’t really need. Our goal is to help them find the right home, one they will be completely satisfied with long after the close of escrow.” “At each milestone, we send a card, make a call, email a video or send a gift - we do something to let them know what’s happening and that we’re here for them at every step,” Missy says. “We want to offer a positive experience,” Bobbie adds.

“Things will sometimes go wrong, but they know we are on top of it, and we’re here to celebrate all the little victories along the way.” With their shared values and dedication to white glove client service, this duo continues to build a community of happy clients who are eager to tell others about their experiences. One client reported: “Missy Book did an absolutely amazing job helping us sell our home in Whittier. Missy went far above and beyond the expectations of an ordinary real estate agent to help us find contractors to work on the house, prep it for sale, and then land the plane on a very good offer. Missy is a genuine professional who knows the La Mirada/Whittier/ Fullerton area extremely well. I can’t imagine another Realtor® working harder for us, or being able to negotiate a better price - 100% great experience - we could not be happier!”

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Another said: “Bobbie was truly fantastic with our first home purchase. She was patient, thorough, trusting and was never pushy. Her approach was to educate you so that you made a decision based on what you knew not what she thought. My family and I were very happy with the experience!”

here at the office,” Bobbie says, “with people who care and are relationship-driven. We are also aligning ourselves with lenders and other experienced and ethical professionals who know the business. We believe that when you care about what you do, it shows in your work. We refer people who are a good reflection on us.”

After many individual and shared successes, Missy and Bobbie are now busy expanding from a partnership to a team. Bobbie explains, “We want to build a team so we can go out and do what we do best - spreading the word and educating people about the market, and getting them excited about buying a home. Our goal is to help as many families as possible.”

Missy is the mother of three grown children and grandmother of 11. She and her husband, Scott, recently adopted one of her grandchildren, and the three are now sharing an amazing new journey together. Bobbie is married with three young children. Her 5-year-old daughter was diagnosed with Type-1 diabetes last year, instigating a major lifestyle change for her family. Missy and Bobbie are a huge support to one another both as friends and as colleagues, and they are now joined in supporting the PADRE Foundation to find a cure for childhood diabetes.

To that end, they have already hired an assistant/appointment setter, who is also a past client who was so impressed with their service, he wanted to become part of the team. “We always answer our phones, and clients can always get in touch with us,” Missy says. “Having help makes it that much easier for us to be constantly available.” Missy and Bobbie also rely upon a network of trusted industry partners who care for clients with their same passion and professionalism. “We have an amazing culture

Clients who choose Missy and Bobby get the benefit of two skilled professionals who sincerely care about their clients today and in the long term. Missy says, “We’re excited about helping our clients achieve their goals, and we are committed to giving them the best experience as they move forward with new adventures.”

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MISSY BOOK & BOBBIE OCHOA RE/MAX Cornerstone 3235 Associated Road, Fullerton, CA 92835 Tel: 562.842.6124 - Email: homes@missyandbobbie.com Web: www.missyandbobbie.com - CalBRE # 01323159 / 01854115 ExecutiveAgent Magazine


How Patience Makes You

RICH

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patient man is always richer than an impatient one, even if the patient man has less money.

What do I mean by that statement? Well, riches and wealth can take other forms besides dollars and cents. In what sense is the patient man richer? The answer is actually very simple. A patient man is always richer than the impatient one because the patient man can always afford to wait. The patient man is never desperate. The patient man has time to spare, while the man in a hurry is always on the verge of bankruptcy as far as time is concerned. In any situation you can think of, impatience is a source of weakness and fear, while patience represents substance and strength. And here’s another reason why patience gives the person who has it an incalculable advantage over those who don’t have it: It gives him deeper insight into himself and others, which is a mark of philosophical refinement. If you can only see the short term, if you think only in terms of the here and now, then you are stuck in one place. You can’t judge distances. You live in a world that’s flat and twodimensional. In other words, the impatient person lacks all sense of perspective.

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Perspective lets you measure your current plans against things that have already occurred and against your desires and aspirations for the future. Then and now, here and there, near and far, need and know, watch and wait—these are the dual optics that allow the patient man to see in stereo. The nearsighted person sees only the present; the fantasizer sees only an imaginary future and, more likely than not, trips over his mistakes trying to get there. Patience enables you to see the big picture. It helps you to make the most of today while building a better tomorrow. For that reason, it’s one of the most valuable equities of all, one that you should make every effort to acquire. The payoff will be worth it. 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.

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

BASIL SAKR

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ealtor® Basil Sakr is in the business of making dreams come true. At least, that’s the way he sees it. Growing up in Los Angeles, Basil was an accomplished athlete who played a new sport every season. Football was always his favorite, and after earning his degree in computer information systems

from California State Polytechnic University, he landed his dream job working as an IT consultant for the NFL Network. “I was in awe. I had to learn not to be starstruck around the professional athletes and celebrities I had always admired growing up. I traveled a lot, and it was an amazing experience.”

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However, Basil had another lifelong passion: real estate. “I remember being 9 and looking at blueprints of homes and imagining myself living in them. I know now that real estate was my true calling.” When changing family needs required that Basil remain closer to home, he revisited his early fasciation with real estate, took the leap, and got his license. “I went with my dream, and the risk worked out for me,” he says. Today, Basil is a successful agent at RE/MAX Top Producers in Diamond Bar, where he feels at home with a strong corporate brand mingled with a hometown atmosphere. “It has the corporate feel I like, where when I come to work it feels like everyone is working hard, but we’re also a family. I like that environment where I feel like I’m part of something great.” Basil is now leveraging his background as a corporate IT trainer and his real estate expertise to cultivate a winning real estate team. “At NFL Network, I did training videos to help people learn to use our systems and minimize incoming support calls. I feel comfortable in the training world, so I’m excited about hiring new agents or people who are at a crossroads in their careers, and giving them a new opportunity. I want to be a good role model and help them avoid the frustrations I felt when I was making the transition.” Basil’s experience as a trainer is also an asset to his clients. “I learned to always stay professional and treat people with respect. It helps me empathize with clients and put myself in their shoes. Rather than just trying to sell them a home, I want to help them achieve their goals. It means taking myself out of the equation, listening to their needs and helping them find the home of their dreams.” One client affirmed: “When we first started looking for a home, there were so many questions that arose, not one went unanswered. It’s not easy to navigate the buying process, but Basil walked with us every step of the way. He went above and beyond our expectations and found us our dream home. He definitely listened to our every need in what we were looking for. I can say he has his clients

best interests in mind. I refer him to all my family and friends.” A well-rounded real estate professional, Basil is experienced not only in residential real estate, but also in commercial and land transactions. His next goal is to begin buying and renovating homes, turning them into dreams for sale. “It goes back to why I got into real estate in the first place. I know in that moment when I hand a client the keys, I’ve made their dreams come true. I’ve had clients call me months after the sale to say, ‘Thank you -- you’re a dream maker.’ It’s such an amazing feeling. My dream now is to take something old - something nobody wants to live in - and make it a beautiful home that a family will love. I’ll have the personal gratification of knowing I created a home where a family can be happy and helped them become homeowners. It doesn’t get better than that.” In his spare time, Basil enjoys volunteering as a football and basketball coach at South Pointe Middle School where he played as a youth. Recently, he helped them achieve their dream when he donated football jerseys. “They were using their PE uniforms and going to play other schools who had uniforms. They were going into the game with a lack of confidence. It was fun to be able to give them that boost.” He is also the proud dad of hardworking kids who are all honor students and athletes. He is grateful that real estate allows him the flexibility to be present during important milestones in their lives. As a real estate agent and professional dream maker, Basil is dedicated to creating lifelong bonds of friendship with his clients. “After spending months with someone on their journey, I feel like I’ve become a part of their family. I love what I do for that reason.” Basil Sakr RE/MAX Top Producers 618 N. Diamond Bar Blvd. Diamond Bar, CA 91765 Tel: 909.568.3981 Email: Basil@SakrRealty.com Web: www.remaxtopproducers.com CalBRE # 01992990

ExecutiveAgent Magazine


Teaming With Success

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ExecutiveAgent Magazine


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e are surrounded by examples of great, and not-so-great, teamwork. Recently I flew to Los Angeles, visited relatives, took in a parade with floats, bands and street performers, saw a football game and attended an opera. Countless teams made it all possible, whether on stage or back stage, seen or unseen. You too are a part of a variety of teams. How well you work together tells me how successful you are. Are you teaming with success? True teamwork takes time and a willingness to contribute to the greater good of the team, as opposed to only looking out for number one. It begins with a desire to work on behalf of the group. Examine your motives. In successful teams, when the teams win their teammates too reap the rewards. Ineffective teams are often betrayed by selfish team members whose individual goals supersede their team’s goals. Among the hallmarks of effective teams, whether in sales or service environments: • A shared vision of the mission of the team and its goals • Willingness to meld one’s individual talents for the betterment of the team • Clear communication in both directions: between team leader and team members, and amongst members themselves • Ample appreciation of individual differences within one’s team • Recognition and reward of team members for their efforts I have chaired boards of directors, coached basketball teams domestically and internationally, and managed talented and not so talented groups within and beyond high-tech. I know from experience that lines of authority alone do not guarantee dedication, loyalty and a shared sense of team play. Similarly, I have been a member of functional and dysfunctional teams and have seen first-hand that talent alone doesn’t guarantee success. Successful teams are about a coming together of talent, a melding of minds and mindsets, and an ability to focus on the big picture.

• To be valued, appreciated and recognized • An opportunity to express individuality These can all occur on well-led teams, without sacrificing the team spirit. It’s a mistake to believe that the best team leaders treat everyone the same way. Realistically, not everyone wants nor needs to be treated the same way. Whether in sales or service situations, many team members are self-motivated. They are self-starters who want the keys to the car and then ask that you step away from the curb. Other team members want and need reassurance, support and a little hand-holding. Neither is right nor wrong. But each excels when treated the way they most want to be treated. Team leaders should strive to achieve the following: • A clear vision of the team’s goals and objectives that they consistently articulate • Appreciation of who each team member is and how to relate to them: personality, temperament, strengths and weaknesses and style • Cohesion through regular communication • Support for each team member • Recognition for members’ accomplishments and group milestones Teamwork is developed over time. Day by day your team can strengthen itself through experience and the natural relationships that occur over time. With time and attention to these tips, soon your group will be teaming with success! Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com.

Team members seek the following: • To be heard • To feel important

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E XECUTIVE AGENT

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MAGAZINE

JON STRAUSS Expert Service, Personal Care Written by Haley Freeman

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hen you’re making the biggest financial investment of your lifetime, it’s important to know you are working with a professional whose advice you can trust. When it comes to buying or selling a home, it also means finding someone who not only possesses the right credentials, but someone who cares about the well-being of your family and the security of your legacy. Meet Jon Strauss, Broker/ Associate at Coldwell Banker Residential Brokerage in Mission Viejo. Jon has dedicated his entire career to real estate excellence, and more than a decade later, he is respected among his clients and peers as a Realtor® of highest distinction. A lifetime resident of Orange County, Jon earned his business degree from California State University, Pomona, with an emphasis in real estate, finance, and law. He worked as an appraiser’s assistant through college, and after graduation, went on to obtain his real estate broker’s license. Jon is also a Certified Relocation Agent and an REO Default Certified Professional (RDCPro). Still young in years but highly experienced in his field,

Jon brings youthful vitality and innovative methods to his real estate representation. From his proactive techniques for connecting buyers and sellers, to his utilization of leading edge technologies, Jon reaches beyond the industry standard to create extraordinary results. “I provide concierge service for sellers, with drone video, professional photography and a complementary staging consultation. I want to serve every client in the best way possible, so I make sure every home is ready to sell for top dollar. When I take a listing, I also door-knock the neighbors to ask if they know anyone who is wanting to move into the neighborhood and invite them to the open house.”

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Jon employs a similar method on behalf of buyers. A seller, who described Jon as an “honest, diligent and no-pressure Realtor®,” explained: “Jon had a buyer interested in a home in our neighborhood. Jon apparently went door-to-door to find a potential seller - and it ended up being us! We are very happy with the sale of our home by Jon Strauss.”

spent several months at Mission Hospital during the final months of her pregnancy with the twins. Afterward, the girls spent 34 days at CHOC Children’s at Mission Hospital. In gratitude for the outstanding care they received from the hospital and staff, Jon and Amber have become faithful supporters of CHOC, donating a portion of every real estate commission to the hospital.

Assisting professionals and their families who are relocating to and from California requires ongoing, rigorous certification and an array of special skills. Jon steps in to meet his clients’ needs with swift efficiency. His personal familiarity with cities and neighborhoods throughout Orange County and his referral network of trusted professionals help his clients to reestablish their families locally with minimal worry. For those relocating elsewhere, Jon is well-equipped to assist through Coldwell Banker’s national and global exchange of preeminent real estate professionals.

For Jon, real estate is a lifelong professional commitment, driven by a desire to deliver expert service with personal care. “This is not a one-size-fits-all business. I like to focus on the individual client and their needs. I want them to feel like they’re the only client I have and that I am always available to serve them. And I want to be their agent for the next generation.”

A client who recently worked with Jon during her relocation said: “Jon was extremely competent in shepherding us through a sometimes complex process involving the sale of our property as part of a corporate relocation. We chose Jon because he offered us the complete package - a sophisticated, tech savvy marketing plan in addition to deep knowledge of the local real estate market. He went above and beyond our expectations at every step of the way. We would highly recommend him to anyone looking to buy or sell in OC.”

Jon Strauss Coldwell Banker Residential Brokerage 27742 Vista Del Lago, Ste. J1 Mission Viejo, CA 92692 Tel: 714.473.1943 Email: jon@jonstraussrealtor.com Web: http://www.straussteam.com CalBRE: 01432442

Jon and his wife, Amber, are parents to a son and identical twin daughters. They love living in the Mission Viejo community, where Jon also has a strong business presence. They originally moved to the area when Amber ExecutiveAgent Magazine


Stress: Control It, Change It or Let It Go!

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ave you ever tried to control other people? Who gets stressed out? Have you ever tried to control things or events over which you had no control? Do you find that stressful? There are different types of stressful situations. Some, like people interrupting you all the time, you can control. You can let the interrupters know you are busy and don’t have time to talk. Other stresses, like rush hour traffic, are usually beyond your control. But there are some things about rush hour traffic that you can personally change which may help; taking a different route, for example, or traveling at a different time. Of course, these changes are not always possible. In that case, you have to change your attitude about the situation, in order to lessen the stress. You can listen to music or educational tapes or books-on-tape. Rush hour traffic won’t seem as frustrating because you’ll be doing something to help keep your mind off the traffic and other drivers. In order to let go of commute stress, you have to accept the situation. You must accept that you cannot control the traffic, no matter how much you yell and gesture at other drivers to speed up. A stressful commute can ruin your whole day, don’t let it! Accept that, if you are unable to change your route, or your time of travel, you are powerless over everything on the road, with the exception of your car and your attitude. Control your attitude, let go of the traffic, and you can control your stress!

the ones who end up with the stress and resulting headaches! The people we try to control go home, or simply ignore us, barely giving us a thought. That’s why it is so easy to build up resentments against other people in situations or jobs when we don’t think we have much control. On the job, it impedes productivity and healthy teamwork. People tend to blame other people. If you are stressed out because of others, it’s important to go through the steps of control, change and letting go. Unless you are ready to leave your job, family, or the planet earth, chances are you will continue working or being around the “stressful people.” Ask yourself if the other person is actually a “stress carrier,” or simply has a different style. Letting go is a process. It takes time, and doesn’t always happen at once just because we will it. We have to use our thoughts to control our emotions and our actions. Remind yourself that there are people and events you cannot control. All you can control is your attitude and your reactions. Its possible to change yourself-talk about the situation. Identify which stresses you can control, take appropriate action, and learn to let go of the things you can’t. Pick something in your life that stresses you out. Can you control it? If so, what can you do? Can you change it? If so, how? Perhaps you can only change or control a part of it. Do you need to let it go? If so, what can you do in order to let go?

You can learn to manage a great deal of your stress by asking looking at each stressor and asking yourself “Can I control it, can I change it, or do I need to learn to let it go?

You can view life as unexpected and exciting or you can view it as scary because you don’t know what the future holds. Take charge; take control or let it go. The choice is yours!

The “control, change, or let go” concept is an important key to stress management. We spend too much time worrying about things over which we have no control that we have no energy left to control the things we can. We become so overwhelmed, that we feel like our whole life is out of control and we’ll never catch up. Once you understand the “control, change, or let go” concept and start putting it into practice you will be able to deal much better with stressful situations.

Simma Lieberman is a trainer, speaker, consultant and coach with over 20 years of experience helping organizations and businesses meet the demands of modern workplaces. She is known for her ability to help people break down assumptions, build dialogues, and create healthy working relationships. Copyright© 2006, Simma Lieberman. All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

So much of our stress comes from trying to control other people, places and things when we simply cannot. We are

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ExecutiveAgent Magazine


Written By Simma Lieberman

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Doing the Impossible

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here will the records stop? In 1954 Roger Bannister ran a sub-four-minute mile and it ignited the athletic world. In 1994, Eamonn Coghlan of Ireland, at age 41, ran a sub-four-minute mile. Incredibly enough, Kip Keino of Ethiopia, at age 55, ran a 4.06 mile. The fastest mile run to date [when this column was originally written] is 3:43.13 accomplished by Hicham El Guerrouj of Morocco. But back in 1954 more than 50 medical journals had published articles saying that the four-minute mile was not humanly possible. Doctors were warning athletes of the dire consequences to anyone who broke that unbreakable barrier. In the meantime, coaches all over the world, with stopwatches in hand, were encouraging their charges to do their best — but to forget about breaking the “impossible” four-minute barrier. Roger Bannister broke the barrier and changed that thinking by his performance. He refused to believe what others were saying because he didn’t want to limit his own potential. His breakthrough proved that the barrier was a psychological one, not a physiological barrier. Jerry Lynch, Ph.D., said that when you believe and think “I can,” you activate your motivation, commitment, confidence, concentration and excitement, all of

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which relate directly to achievement. On the other hand, “Whether you think you can or think you can’t, you’re right in both cases.” Dr. Lynch says that the path to personal excellence is cluttered with obstacles. It is my own personal conviction that you can’t develop your full potential without encountering serious obstacles along the way. Dr. Lynch also says that you can’t stretch your limits without encountering some rough moments. You need to understand that failure and losses are acceptable learning experiences that can help improve your performance. This is true in every part of life, whether it involves athletics, academic achievement, business or sales success. It’s true that airplanes and kites rise fastest when they fly into the wind. Individuals grow stronger physically, mentally and spiritually when they are “tested” with resistance or opposition. Think about it and I’ll see you at the top! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar. com.

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MARCH 2018 ORANGE COUNTY  

MARCH 2018 ORANGE COUNTY  

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