NOVEMBER 2016 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

WINNIE LEUNG & MARK FROMM Executive Agents of the Month

INSIDE FEATURES: Edward Arce Berkshire Hathaway HS Sheralyn McVeigh McVeigh Properties Joshua Meador

Title365 Lakshmi Reddy Hanu Reddy Realty Sonia Segura Rancon Real Estate

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

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Sophie Abboud

Alan Cipolletti

Jill Coss

NMLS-342621

NMLS-653005

(949) 584-5363

(949) 394-1757

NMLS-286726

Senior Mortgage Advisor

Carrie Diaz

Senior Mortgage Advisor

Doug Davis

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-355018

NMLS-249349

(949) 500-6927

(562) 673-0376

Rodney Felipe

Therese Franklin

NMLS-487714

NMLS-1151840

Senior Mortgage Advisor

(714) 227-5032

Senior Mortgage Advisor

(949) 394-4624

Senior Mortgage Advisor

(949) 791-7901

Robert Fair

Senior Mortgage Advisor NMLS-816387

(714) 566-5400

Brandon Garcia

Senior Mortgage Advisor NMLS-950014

(949) 375-5566

Barry David Krevoy

Mark Martinez

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-923896

NMLS-302745

NMLS-653022

(949) 735-4009

(714) 863-8470

(714) 412-8608

Jeff Shortley

James Theel

Jim Thiel

NMLS-1441083

NMLS-891331

NMLS-907893

Senior Mortgage Advisor

Senior Mortgage Advisor

(949) 291-9273

Senior Mortgage Advisor

(949) 294-8177

Lynn Nelson

Senior Mortgage Advisor

(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2015 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

Executive Agents of the Month

Winnie Leung & Mark Fromm Winmark Premier Real Estate

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Professional Profiles

6 Edward Acre

Sheralyn McVeigh

Berkshire Hathaway HS

McVeigh Properties

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4

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14

16

Joshua Meador

Lakshmi Reddy

Sonia Segura

Title365

Hanu Reddy Realty

Rancon Real Estate

ExecutiveAgent Magazine

November, 2016 - N. Orange County

Editorials 30

Be Patient With Yourself And With Your Borrowers!

-Linda Brakeall

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The Mental Game Of Sales Success -Tamara Dorris

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

ADVERTISERS’ INDEX Finance of America Mortgage...........................2 Guaranteed Rate...................................................9 i Photography Studio.............................................25

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Remember Me? -T Scott Gross

Kinecta Federal Credit Union...............................13 PWAOR...................................................................38 The Termite Guy......................................................3 Ticor Title Company...................................................40

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Title365....................................................................12

Success Showdowns -Chris Widener

Wells Fargo Home Loans.............................................39

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar

Value Of Silence -Dirk Zeller

© Copyright 2016 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.

Little Things -Zig Ziglar

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E XECUTIVE AGENT

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Edward Arce

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dward Arce, broker/associate at Berkshire Hathaway Home Services in Laguna Niguel, is moving real estate forward. He brings a life-

time of industry experience to bear on the real estate transactions he represents in South Orange County and beyond with his innovative approach to business.

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Moving Real Estate Forward Written by Haley Freeman

Edward began his career as a business banker at Wells Fargo and grew professionally amid the ever-changing climate of the banking industry of the ‘90s. His journey led him to mortgage lending and then to the world of real estate.

After obtaining his broker’s license, he opened a fullservice real estate company of his own, assisting clients with both home financing and sales. After the seismic shift in the housing market occurred, he focused his attention exclusively on real estate sales and put his understanding of the banking world to good use helping distressed homeowners through the short sale process.

Today, Edward is a listing agent and Leading Edge Society member at Berkshire Hathaway, where he is leveraging the brand’s leading edge technology and a global reputation for service excellence to continually move real estate forward.

“Berkshire Hathaway is a name that stands strong and steadfast. Recognizing the current economic climate, today’s home buyers and sellers are looking for direction that promises integrity, trust and competence. Real estate is evolving in so many ways. Technology has changed the way people buy and sell real estate. We are seeing a vast number of today’s buyers coming from Asia and Europe, and with today’s cutting edge technology, we can capture them.”

Always on the lookout for innovative ways to bring value to his clients, Edward recently discovered a market niche called quick delivery. “It’s a market that is unknown to a lot of people. It’s when a builder has finished or almost finished construction that is not sold. Sometimes a buyer has backed out or fallen out of escrow. Now it’s costing the builder money to hold. Normally, builders don’t negotiate.

But if you have the right relationship, some are willing to make concessions for a buyer who will purchase right away.”

He has begun a new team devoted exclusively to quick delivery transactions: www.GetaHomeGetaRebate.com.

“I just helped a buyer purchase a new home with a base price of over $1 million. I was able to negotiate the price down to $880,000. That price included a number of upgrades; flooring, lighting, upgraded appliances, and even the front yard landscaping! The buyer couldn’t believe it could be done, but it was.”

Edward is working daily to move real estate forward by acquiring fresh knowledge and new technologies that will give his clients an edge in the marketplace. He is committed to giving his clients something more than just business as usual; he is delivering the highest level of outstanding, personal service to each buyer and seller he represents.

One of Edward’s specialties is the efficient sale of expired and withdrawn listings. “Rather than just dropping the price, my team and I approach each home to see what it has to offer, enhancing and highlighting its appeal, capturing it with professional images, diverse market exposure and aggressive pricing to get our sellers the maximum for their homes. Sometimes it is as simple as reorganizing the interior; other times it needs something more elaborate.

No two homes are alike.”

Edward’s winning strategy also includes bringing in professional photographers and writers to create polished marketing materials. “Photography is my hobby, but I’m not a professional home photographer. I bring in someone who knows how to show the home in its best light.”

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Edward Arce Berkshire Hathaway HS 29982 Ivy Glenn Dr., Suite 100 Laguna Niguel, CA 92677 Tel: 949.436.4345 Email: Edward@edwardarce.com Web: www.edwardarce.com CalBRE # 1236585

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LITTLE THINGS

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gentleman I know quite well had an interesting experience recently. His wife was recuperating at home from surgery and maintaining a light schedule. She could move about but getting up and down and bending were particularly painful. A couple of days after she came home from the hospital he was up early in the morning and went downstairs for a cup of coffee. His favorite cup was in the dishwasher and as he retrieved it he noticed that the dishwasher was full of clean dishes. Remembering that his wife was recuperating, he unloaded the dishwasher which only took about five minutes.

After finishing his coffee he went back to the bedroom to get ready for work and left before his wife went to the kitchen. That evening when he returned home she gave him a big hug and thanked him profusely for what he had done. She said, “Honey, I cried when I realized I would not have to bend over all of those times and lift those dishes out.” He had made a simple gesture, but it spoke volumes to his wife. It indicated that he genuinely cared for her, her comfort and well-being. It was not monumental but isn’t it true that the “little things” make the big difference in life?

Think about it. If your watch is slow by just four minutes, that’s not much - unless you’ve been warned that if you’re even one minute late ever again you will be fired. Then four minutes make a big difference.

The message is simple but clear: Be sensitive to the needs of others and remember the “little things” in life because they make big differences. Take that approach to life 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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ExecutiveAgent Magazine

"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

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MAGAZINE

Written by Haley Freeman

JOSHUA MEADOR

F

ew people would call their title representative hoping to get his voice mail. But clients actually call Joshua “Josh” Meador just on the chance that he may not pick up, so they can begin their morning by hearing the entertaining voice message that he recreates

every day. Josh conveys the “charisma and enthusiasm of a thousand school kids,” and that’s just one of the things that sets this conscientious, high-energy professional apart from his competition.

ExecutiveAgent Magazine

LIKE A ROCK STAR Josh is known throughout the industry as a purveyor of creative solutions, a guy you can rely upon to respond and follow through when you need help. He has earned the nickname “The Wolf,” an homage to the character in the movie Pulp Fiction. Josh explains, “Whenever they were in a crazy predicament, they would send in The Wolf, and he would get them out of the mess effectively. I’m here to do the same thing for my clients.”

Josh entered the industry at only 20 years old, and he worked his way up from document puller to sales rep. He joined Newport Beach-based Title365 three years ago, and he describes the company as one whose culture is both progressive and positive. “We are the most technologically advanced company in the title industry, and we have developed and implemented technology to streamline the process and experience for Realtors® and homebuyers.”

As the industry’s only “farming and analytics professor,” Josh leverages technology to not only provide cutting edge title services, but to help his real estate partners grow their businesses. Whether an agent needs listings, or an agent has too much inventory and needs buyers, I have ways to help with both.”

Constant communication is essential to optimizing the efficiency of any transaction. Josh is vigilant about returning phone calls, and the Title365 system provides real-time status updates to everyone connected with a transaction, offering peace of mind and allowing agents and teams to efficiently manage large pipelines.

potential in business growth with each year of working with him. He has stayed ahead of the curve in what is going on in the market, and is always eager to strategize and share cutting-edge ideas on how to take my business to the next level, which has helped me grow my own business. His enthusiasm for his job and life are contagious, and I feel lucky to be in business with him on a regular basis. Not only has he become my most trusted vendor, but a dear friend.”

Nicole Cinquini at Teles Properties sums up: “In arguably one of the most competitive and tough to crack real estate niches, Josh Meador had mastered the art of differentiating himself from his peers with style, class and, most importantly, tremendous value. After meeting Josh at an open house, I was immediately impressed by his enthusiasm and passion. His persistence following our initial meeting won the appointment, and the rest is history.

With Josh, you not only get a great title team and platform to work with, you also get an arsenal of tools that help you master your marketplace and earn more business. A self-proclaimed data geek, his analytics prowess has made our marketing more timely, more effective, and ultimately more profitable, particularly in our geographic farm. Josh is a partner in the truest sense of the word and, no matter what the challenge, he comes to the table with innovative, out-of-the-box solutions to make his clients shine. His willingness to innovate for us, brainstorm beside us and get into the trenches with us makes Josh a partner we are proud to have as part of our team.”

In his early years, Josh had aspirations of being a rock star. Doing the work he loves is a way to express his creativity, and he says that being an account executive is a little like being a public figure, since he has an audience and gets to spend his days making people happy. And like a rock star, Josh has many raving fans who sing his praises.

Gia Busch at Teles Properties said: “Josh Meador consistently provides exceptional service to our team. His energy and enthusiasm bring light to any transaction and his outside-of-the-box marketing approach delivers 10++ value each and every time. I am grateful to have Josh in our corner as our title rep and friend.”

According to Kate Targanski at Keller Williams: “Josh Meador has changed the game for Realtor®/vendor relationships by going above and beyond in the realm of customer service and personality. Always asking how he can help, Josh has been the biggest contributing factor in my growing business, and has helped me reach a new

ExecutiveAgent Magazine

Joshua Meador Title365 5000 Birch St., Suite 300 Newport Beach, CA 92660 Tel: 714-293-0798 Email: Joshua.Meador@title365.com Web: www.title365.com

Title365 Platform:

The Future Of Title Insurance.

EVERY TOOL, PURPOSEFUL. EVERY DETAIL, INTUITIVE.

Available 24/7, opening orders, obtaining documents, searching and reviewing nationwide recorded property information, including loan property history and receiving real-time order status reports has never been easier.

An unparalleled level of dependable online convenience, outstanding functionality and easyto-use communication and social media options are backed by Title365’s solid security and customer-centric service.

HOMEOWNERS Consumers want instant access to their real estate transaction and title insurance and escrow services are an integral part of the process. Title365 delivers dependable access to information in real-time. Follow the progress of your order or access order documents indefinitely. Title365’s innovative tools heighten your productivity even after a transaction closes. Is it tax time and you’re looking for your closing statement? No worries, it’s one of the many conveniences Title365 has online.

PROFESSIONALS Professionals have everything needed to be prepared during a transaction. Order services instantly on behalf of your clients and research properties to quickly provide insight based on customer demands. You’re also able to stay connected with all parties and use exclusive social marketing tools to publicize your professional background and achievements to prospects and customers alike.

JOSHUA MEADOR

PERSONALIZED TITLE365 DASHBOARD. The Dashboard contains Title365’s innovative Activity Stream where professionals can open an order instantly, conduct a property search and calculate title and escrow fees. All users can access their Dashboards to view their orders and viewed properties, see profile updates of users they are connected to, view and respond to messages, and access industry news.

THE ORDERTRAC™ EXPERIENCE. Get quick access via a personal snapshot to orders and up-to-the-second title and escrow status where participants can comment and communicate. Seamlessly follow and access orders with the ability to share and print.

POWERFUL PROPERTY RESEARCH. The property research tool secures highly accurate and thorough nationwide publicly recorded property and ownership records and document images. It’s the simplest to use in the industry.

STREAMLINED ORDER PROCESS. Having a complete picture of what’s happening makes for more dynamic, interactive communication and ultimately results in speedy closure to an order. Title365 prides itself on faster response times that equate to a more satisfactory experience online. Service order numbers are green-lighted from the second you click your mouse.

ORDER DOCUMENTS ONLINE. Title365 lets you enter information directly into the system. You’re empowered to quickly secure available documents as they are completed. Save time. Be more Earth-friendly.

Reduce costs. Eliminate errors that could result from manual processing.

PROFILES AND SOCIAL MEDIA CONNECTIONS. Professionals can seamlessly engage customers and cement relationships that drive loyalty at every phase of the real estate transaction and beyond closing thanks to Title365’s breakthrough efficiency and social platform tools. Designed to help connect professionals and consumers, pros can touch contacts in fresh ways while keeping data, pertinent documents and communication technologically aligned across both client and business contact groups.

COMMUNICATION MASTERED. If you’re like us, waiting for a return phone call or having to contact all involved parties when you are ready to roll can throw a wrench in your efficiency. Enjoy getting on-the-fly order status that makes order delays a thing of the past.

Account Executive Joshua.Meador@Title365.com 5000 Birch Street, Ste.300 Newport Beach, CA 92660 877.365.9365 714.293.0798

Office Mobile © 2016 Title365 Company 081116

rsonal. e p ng tti e Now we’re g

A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

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Lakshmi Reddy Written by Haley Freeman

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akshmi Reddy brings the vibrancy of a new generation to boutique, family agency, Hanu Reddy Realty. For more than 30 years in Irvine, the name Hanu Reddy has been synonymous with integrity, transparency and competency.

“To me, what is exceptional about Hanu Reddy Realty is our integrity,” Lakshmi says. “We pride ourselves on

our experience and competence, and our longevity in the marketplace brings us tremendous credibility.”

Lakshmi has come a long way from her childhood when she helped her dad and uncle with labeling and passing out the Danish butter cookies that were their signature client gift during the holidays. Today, she is a powerhouse professional in her own right, putting her business administration degree from U.C. Berkeley’s prestigious HAAS School of Business to good use by enhancing the services that Hanu Reddy provides to its clients and associates.

With an array of talents at her command, Lakshmi is passionate about bringing new information and technologies to the company that create results for clients and streamline work processes for agents. “We invest heavily in social media, and I manage a lot of our marketing. I love helping the company with advertising, especially on the web. It takes skill to use the internet effectively and get a larger exposure. For instance, boosting a posting on Facebook may get it in front of more of your target demographic than blanketing on Google. It starts with understanding the platforms and then leveraging them to market your product. I think about who is the buyer for the product, and then figure out how to find where they are and how to target them. That’s how we approach marketing. Our agents are so dedicated to looking for the right buyer, and it makes a huge difference.”

Lakshmi is an experienced Realtor® who works in tandem with her father, Steve, her uncle, Hanu, and her aunt, Ranji. They are especially wellknown in the neighborhoods of Turtle Ridge and Northwood in Irvine where they have a strong presence. Together, this multigenerational team ensures that clients get the best of everything: experience, knowledge, communication and technology. “It’s interesting to see the different dynamics as we work with people. We’re really effective and can tailor our service to best suit the needs of each client.”

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Hanu Reddy Realty also maintains a large property management portfolio that Lakshmi helps to oversee.

This is a service Hanu Reddy has offered for many years in consideration to investor clients. “We treat our tenants with the same respect we would any of our clients,” Lakshmi says. “As a result, many want us to represent them as buyers when they are ready to purchase homes.”

Hanu Reddy’s motto is “Local Excellence, Global Presence,” and the company also maintains offices in India. Lakshmi is part of a diverse community of agents who effectively serve people of varying ethnicities and languages who are buying and selling homes in Orange County. “I’m proud of our diversity. It’s the real beauty of our office and reflects the area we live in.”

A lifetime resident of Irvine who is a product of the local school system, Lakshmi is deeply connected to her home community. She was a Girl Scout who earned the organization’s highest distinction, the Gold Award, when she was in high school. “It was one of the most formative experiences I had as a leader. When I came back from Berkeley, a friend and I started a troop for girls at the OC Rescue Mission. The Mission helps people who are homeless to return to society with jobs and housing.

Children come there from different backgrounds, and it’s so rewarding to help them go to camp and have other opportunities they wouldn’t ordinarily have. We petition for grants and raise money to sponsor them. Our troop has grown to 27 girls from kindergarten to middle school, and now we need more leaders. I love empowering these girls.

It is such a privilege to be a part of their lives.”

Lakshmi conveys the qualities of integrity, transparency and competency that she has been taught since childhood, and she feels blessed to work with her family helping other families achieve their real estate goals. “Client satisfaction is the most important thing to me. I want them to feel they are being heard and their needs are being met.

With the vast experience I have and the resources we have as a company, I think we can help almost anybody who is looking to rent, sell or buy. I love helping people with real estate. It’s part of the fabric of who I am.”

While Lakshmi wears many hats in her professional world, she looks for time to enjoy her other interests. “I’m an active part of the Orange County Cal Alumni Club and on the board. I’m also a huge football fan, and I love to root for my Cal Bears. The Chicago Bears are my NFL team. If I didn’t have to work on Sundays, I’d just want to watch football all day. I also love art, and I like to practice yoga and meditation to help me decompress.”

Lakshmi Reddy Hanu Reddy Realty 16251 Laguna Canyon Rd., Ste. 100 Irvine, CA 92618 Tel: 949-836-8755 Email: Lakshmi@hanureddyrealty.com Web: www.HanuReddy.com CalBRE # 01738513

Continuing a Tradition of Real Estate Excellence ExecutiveAgent Magazine

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Sonia Segura

ew real estate professionals are as well-rounded or as comprehensively educated as RealtorÂŽ Sonia Segura. But it is her upbeat spirit and passion for her work that draws people to her, and it is her

ability to see the potential in homes and then match them with the right people that makes her representation something truly extraordinary!

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CELEBRATING HOME OWNERSHIP Written by Haley Freeman

Sonia is a lifelong industry professional whose experience includes escrow, title, mortgage, and real estate sales experience. She began working as a receptionist for an escrow company right after high school, and with her sparkling personality and steadfast character, earned her way up through the ranks to the position of escrow officer.

After learning the inner workings of the industry, Sonia focused her talents on real estate sales. She began on the inside, working as a transaction coordinator at Rancon Real Estate, and then advanced to full-time sales. She remains with Rancon Real Estate as one of the top agents. She is an award recipient and has been recognized as a Gold Club member.

After 15 years of helping people buy and sell homes in the Inland Empire and throughout Southern California, Sonia has developed a well-earned network of repeat and referral clients that comprise the bulk of her business today. “I believe in treating people the way I would want to be treated. If I’m with a sales person, I don’t like to be pushed or forced into buying something that I don’t really want. I think that sales people should always listen to what the client wants and needs first. That’s what I’m about. I listen vigilantly to what people are looking for, and then do my best to use my experience and knowledge to find it for them.”

Clients describe Sonia with words like “honest, reliable, attentive, resourceful and always very positive” and “dedicated, patient and a genuinely caring individual.”

Another had this to say: “After dealing with another agent I had used before for over a year to sell my property with no success, I hired Sonia and, within days, she sold my property! She was on top of it and quickly informed me of any potential issues. I feel she put her all into making sure my property sold as quickly as possible after so much time was spent with no success with my previous agent. Had I known this, I would had hired her in the first place. Now I know who I will rely on for any future real estate needs.”

to provide her clients with reliable service. “A lot of our agents have been with our company for many years, and our policy is to always put our clients first. I love working for a company with integrity. This is one of the reasons why I’m still here.”

Her respectful relationships with her peers are also pivotal to her ability to negotiate favorable terms for her clients. “You never know who has the listing the client loves and wants to make an offer on. Maintaining a good rapport is so helpful in getting an offer accepted for a client. Respect for others is fundamental. We’re all in this business together, and we have to work as a team if we want to do what’s best for clients on both sides of a transaction. It’s important to be able to listen and see things from the other side.”

Sonia was born in L.A. County and spent part of her childhood in Mexico. She returned to the Los Angeles area and went to Artesia High School and Cerritos College. Later, she settled in Murrieta, where she raised her two sons. Now she is a beautiful grandmother of six who treasures her time with her little ones. She loves all that Temecula wine country has to offer, and her hobby of salsa dancing is the perfect outlet for her vivacious personality.

Sonia continues to be energized by the experience of helping someone find their dream home. “I’m always excited to meet someone new or to reconnect and spend time with someone I’ve worked with before. Buying a home is one of the greatest experiences in life. Every home is unique, and every family is unique. I love putting the right homes and families together and then celebrating their accomplishment with them!”

Sonia leverages Rancon Real Estate’s reputation for professionalism and stability in the Temecula community ExecutiveAgent Magazine

Sonia Segura Rancon Real Estate 44025 Margarita Rd., Suite 100 Temecula, CA 92592 Tel: 951-265-9213 Email: SoniaRSegura@gmail.com Web: www.SoniaSegura.com CalBRE # 01254325

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: 949.366.3349

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Cover Story

WINNIE LEUNG & MARK FROMM Executive Agents of the Month

ExecutiveAgent Magazine

WINNIE LEUNG

MARK FROMM

Written by Haley Freeman - Photography by Ian Wiant

W

hat are your values, and how do these shape your personal and professional decisions? What kind of company would you like to work for?

What kind of community would you like to live in? These are all questions that Winnie Leung and Mark Fromm considered when they opened the doors of boutique agency Winmark Premier Real Estate in 2013.

Both are accomplished professionals inside and outside of the real estate industry. Winnie earned her MBA from USC’s prestigious Marshall School of Business and spent the early part of her career working in investment and finance. She eventually discovered that she was not cut out to sit behind a desk in a Santa Monica

high rise. This personable and enthusiastic professional wanted to be outdoors and among people. As Winnie and Mark were getting married and moving to Orange County, Winnie made the decision to put her MBA to work in a full-time real estate career.

Mark is an Orange County native who began his career as a linguist in the U.S. Army. He went on to earn his bachelor’s degree in economics from Cal Poly, Pomona and then spent a number of years working in the corporate and finance world, where he put his business acumen and attention to detail to good use in roles including internal auditor, business analyst and business systems analyst.

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When Winnie and Mark purchased their Orange County home from Thomas Michael, owner of Blue Pacific Property, Winnie accepted an offer to go to work for the firm, and Mark soon followed in an operations role, handling back office procedures and transaction coordination.

Thomas was an exceptional mentor who helped to prepare these two professionals to become phenomenal at their craft and worthy purveyors of their own real estate brand.

model and culture designed to help everyone achieve their goals. They serve with Winmark PRIDE: Professionalism; Respect; Integrity; Diligence; and Expertise. “In order to provide the best tools and service to consumers, we have to provide that first to our associates,” Winnie explains.

“If our associates are not happy, they cannot make our clients happy. It’s a simple concept. We didn’t invent it; we’re just borrowing it.”

Today, Winmark is a name synonymous with consummate professionalism and scrupulous customer care.

Living up to their motto, “Building Communities One Client at a Time,” Winnie and Mark see their role as something bigger than closing one-off transactions. They are community builders, connecting with individuals, families, investors and business owners to create neighborhoods where people want to live and everyone prospers.

“We take as many of the non-essential things as possible off our associates’ plates so that all they have to do is go out and meet and serve clients,” Mark continues.

“We have developed a 36-week training program that not only teaches the mechanics of real estate, but also a larger mindset. This isn’t a job; it’s a business. We want people who are happy and enthused to be here. This is not a typical broker/sales relationship; this is a partnership. It is gratifying for us to provide guidance and coaching to our associates. When they succeed, we succeed.”

Motivated by a win-win approach to life and business, Winnie and Mark have created a well-articulated business

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The Winmark Ways “Building Communities One Client at a Time” Winnie and Mark perfectly complement one another.

They hold each another in the highest regard, and they believe in treating others with integrity and respect. But they also bring their unique individual skills to the partnership, qualities that enhance the real estate experience for both their clients and colleagues. Mark describes himself as the “operator” who is systems and processes-oriented, and Winnie as the “artist” who is great at connecting with people. “She is so service-oriented and takes excellent care of our clients. She develops a rapport with people, and she is detailed and methodical in a way that allows her to always find them the right home. She never tries to ‘sell’ anyone a property. Her practice is to put the client’s interests first in every situation.”

“Mark is my anchor in life and in business,” Winnie says. “He is always there in the background taking care of all of the things I don’t have time to do. He never complains, and he always gets things done. And I haven’t met

a more upstanding guy. There are always tough calls to make in business when it comes to doing the right thing, but he is the best sounding board. He always knows the answer in a second.”

Good people are drawn to the integrity of Winmark and its leadership, and together Winnie and Mark are raising the standard of excellence in the industry. “We are really focused on bringing in people of character,” Mark says.

“We can teach everything else.”

“Mark is great at allowing people to be themselves,” Winnie adds. “And we don’t all have to be perfect. We put that same theory into coaching all of our agents. We recognize that one system does not apply to all. We help them to discover what they’re good at and what they’re passionate about, and then to find the right partners for sustained growth.”

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The Winmark standard of excellence is also seen in the company’s outstanding marketing materials and wellformulated pricing strategies. The same expert services and attention are given to every client, no matter a home’s price. Further, Winnie and Mark are continually expanding their knowledge and partnering with niche professionals who can help them to serve the needs of unique clients.

“Our primary focus is residential sales,” Mark explains, “but we also work with a lot of investor clients. Every now and then someone will need a new office or warehouse.

We’re not afraid to seek out prominent people and partner with them in order to learn from them. As time has gone on, we have developed the skills to provide service in just about any situation.”

Winmark also embraces diversity of cultures and language. Winnie is a fluent speaker of Cantonese, and Mark’s linguistic specialty in the military was German.

They are both well-traveled, and their familiarity with various cultural customs and international business practices put clients from around the globe at ease.

Part of the “Winmark Ideal” is to give back to the community. Every year, the team selects a worthy charity they believe is a good steward of its resources and call for donations. “We try to do it in a season other than Christmastime,” Winnie says. “At our grand opening, we called for donations for the Organization for Autism Research. Then for our first year in business, we sponsored the St. Baldrick’s Foundation for children with cancer. It doesn’t take any additional time or resources for us to call for donations to benefit organizations that need our help.”

Winnie and Mark take seriously their commitment to building communities throughout Southern California.

“We’re not sales people,” Winnie says. “We are helping people take on one of their greatest life changes, one that impacts the whole family and the many choices they will make about schools, work or where to find a doctor. We want to provide the best possible service and be responsible to our clients and our agents. That’s the company we are trying to create.”

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Winnie Leung & Mark Fromm Winmark Premier Real Estate 17901 Von Karman Ave., Suite 600, Irvine, CA 92614 - Tel: (949) 238-8068 Email: Mark.Fromm@winmarkpremier.com - Winnie.Leung@winmarkpremier.com Web: www.WinmarkPremier.com - CalBRE # 01949309/01220216/01875341

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The Mental Game Of Sales Success

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ur industry is replete with plenty of lead-generation and marketing systems, websites for agents and toll-free hotlines that promise to bring prospects knocking down your door. But is it possible that there’s another factor—one that we only give periodic lip service to— that might be the real missing key to top producing success?

Napoleon Hill made his mark in the early 1900’s with his landmark book, Think and Grow Rich.

In fact, it’s no surprise that many, if not most, of America’s noted self-development gurus admit that Hill’s book opened doors (& minds) and served as the catalyst for massive and on-going success. Interestingly, numerous real estate coaches and top brokers will note the same claim to fame. What was it about Hill’s book that hit home for so many? He acknowledged the power of the mind: we get what we think about.

Not to insinuate that Hill’s ideas suggested we think nice thoughts and then sit around on our laurels waiting for prospects to drop from the sky. Indeed, action is the impetus of measurable results, but before anything— comes the power of thought.

When Hill wrote his book, some of his ideas seemed a little bit beyond the ozone layer. However, something gave rise to his credibility. Since steel magnet Andrew Carnegie commissioned Hill to set about the 20-year task of interviewing the richest men in America—men who had last names like Firestone, Woolworth and Wrigley, not to mention Thomas Edison himself—credibility was difficult to challenge.

Fast forward 100 years or so and let’s consider how we can use that ageless wisdom and technique to sell houses, find prospects and close transactions. While Hill’s verbiage included less explanation than what today’s quantum physics can define a bit better, the fact is that we get what we focus on. If you focus on a deal falling through, catching a cold or getting a flat tire, please don’t be surprised when the dreaded event occurs. In fact, with enough consistency, you can almost bank on it.

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The trick is to use this technique to create a healthy business. To constantly keep your mind as focused as possible on the results you do want as opposed to worrying about those you do not want. Unfortunately, we live in a time when negative focus is the order of the day.

Just think about it. People are always talking about how the market is bad and things could get worse; that kind of focus is creating more of the same even if we don’t mean for it to transpire. Look in the MLS and see if any houses sold last week, see if any listings were taken. Chances are, someone sold something and that’s because some—not most, but some—salespeople are aware that success in sales starts with the mental aspect. Even top producers who have never read about or understood the power of their thoughts are using those positive thoughts to create more sales.

Why not take a chance and try embracing the practice of positive thought and expectation? See the preferred end-result in everything you do, every action you plan on taking. Then take that action, keeping your mind constantly and powerfully focused on the excellent outcome you want to occur. Watchdog worrisome, negative thoughts and fears and replace them with determined, desired results. It might be worth the effort…what do you think?

Tamara Dorris was the marketing communications manager with the California Association of Realtors, a feature writer for its magazine, as well as numerous other published articles—including a few real estate books. She is an adjunct professor of real estate in Sacramento, has written five additional non-fiction books while holding a master’s degree in writing, and has been a guest on numerous television and radio shows all around the world and a local keynote speaker for numerous events and functions. © 2007, Tamara Dorris. All rights reserved. For information contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

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Written By Tamara Dorris ExecutiveAgent Magazine

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EA

VALUE OF SILENCE

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he difference between great and good is very little. It’s the last inch, or two, that separates great from good. It could be the smallest detail that gets overlooked by most people, but to the person who wants to achieve greatness, it is never overlooked.

In selling, it’s the little nuances of what we say and how we say it. It’s the properly selected words we use to convince the client to move forward. Too often, we wing it without spending the time to properly craft the questions. When the questions are delivered well, they will elicit the response we desire. In selling, we need to be a wordsmith. Just as a master silversmith works with silver to craft an elegant tea service, we must work with our words to craft a compelling reason to do business with us. A master silversmith spends time refining the silver over fire. The heat of the fire removes the impurities from the silver. The mold is then built for the silver to be poured into. Once cooled, the silver piece is polished to brilliance.

Your words must go through the same steps to achieve perfection. As a good salesperson, you must think, write,

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and rewrite your words; especially the key words contained in your prospecting scripts, listing presentation, and objection handling scripts. You then need to mold these words into a comprehensive and cohesive presentation.

The presentation needs to address the benefits of doing business with you, versus anyone else. It must focus on the client and clearly answer the question: Why should I hire you? Just as the silversmith will fail if the mold is inferior, so will the salesperson. Check your mold.

Next, you must polish the presentation. You need to spend hours perfecting the delivery. The silversmith polishes the silver until it shines with brilliance. He will spend hours upon hours making it perfect. Then, when it is perfect, he stamps his logo, or signature, on the piece.

When was the last time you practiced your scripts? When was the last time you taped your listing presentation? You stamp your signature on every presentation. How good is your signature?

One of the key areas between good and great in the presentation is the silence. It’s the silence after a direct question. Too many sales people fear the dead space in a

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conversation and think they have to fill it up. That need to fill the void will keep you from greatness in sales. The void of silence causes our client or prospect to think. At this moment the sale is made.

Arthur Rubenstein, the world famous pianist, was once asked, “How do you handle the notes on the page as well as you do?” He responded, “I handle the notes no better than many others, but the pauses…ah! That is where the art resides.” Your sale process needs to be like a great piece of music. It causes a reaction and emotion from your client or prospect. The real artistry is in the pauses. It’s in the void of quiet after the question. Don’t run through the pauses with another question or statement. Let the power of the pause take over. Rubenstein would let the note resonate throughout the hall. Let your question resonate in the conference room, living room…wherever you are making your presentation.

If you step into the pause you invalidate, or soften, the last question. You are at the moment of truth. You will find out valuable information about your client or prospect at that moment. The power of silence is deafening. Make

sure to use it to your advantage. Becoming a great salesperson requires watching the little things. Spend time daily breaking down the words and your delivery. Invest your time into practice. Perfect your craft of sales. Lastly, work to create and leave the pause in the presentation.

There is immense power in the pause.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.

RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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I

t’s been frantic lately, hasn’t it? Lots of re-fi’s, and activity; not quite enough people on staff. People are tired, stressed and snappish.

The first rule of sales and marketing is they have to like you: Like being with you, like talking to you and come away from every encounter with you feeling better about themselves. Do your customers, clients, & borrowers feel good after they’ve worked with you or do you infect them with that disease called: There-aren’t-enough-hours-in-theday-leave-me-alone-or-else!

I wish I had a magic wand that would give you more hours in the day, relieve your stress, and get all of the work done for you. I don’t. I can tell you what I’ve learned over the past 17 years of being in sales, management, and functioning as a human being: If you don’t take care of yourself, no one else will.

Whenever there are too many demands on your time, your mind and your body that is exactly when you have to lighten up! Have to. Not an option. HAVE TO. I recommend a 4 step approach.

First, get some exercise. Marathon training is not required but you’ll find that even a ten minute walk at lunch will have an amazing effect on your mind, body and attitude.

If you can’t get outside, go up and down a few flights of stairs. Get that blood moving! If you’ve been sitting all

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day, the blood has settled in your nether regions and there is none left in your brain! Not good. Stir it up!

Part 2. Get organized. Keep a small notebook with you at all times and WRITE DOWN all those things that have to be done. Yes, everything. Personal, professional and anything else! (Even a reminder to pick up suit at the dry-cleaner!) And draw a line through them as they are finished. You’ll have a concrete record of what you’ve done and nothing will fall through the cracks.

Part 3. Get up 10 minutes earlier so that you have time to ease into your day. An extra cup of coffee and a visit with a book, a newspaper or that special someone makes the whole day easier.

Part 4. Be patient with others and yourself! Remember: Everyone is doing the best he/she can with what is available to work with right now. Don’t take it personally! And hang in there!

Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at http:// www.lindabrakeall.com - Ph: 800-662-7249.

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Be Patient With Yourself and With Your Borrowers!

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Sheralyn McVeigh

F

or Sheralyn McVeigh, broker/owner of McVeigh Properties in Huntington Beach, real estate is more than just business; it’s personal. That’s because

it’s her name on the sign, and that name represents two generations of service and trust.

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Sheralyn was first inspired to a career in real estate by her mother-in-law, Eileen McVeigh. “She was one of the leading Realtors® in Orange and Riverside counties in the ‘70s and ‘80s. I initially became a contract loan processor for a big company and got a feel for real estate. Working behind the scenes was a great way to get started. I kind of felt like I was learning the hard part first by reviewing escrow and title reports and appraisals line by line. That detailed knowledge helps me to be an efficient and informed agent in my practice today.”

It wasn’t long before Sheralyn found that she wasn’t cut out for a career spent behind a desk. Her vivacious energy and affinity for people prompted her to get out and shadow Eileen as she sold multi-million-dollar homes in Orange County. When Eileen opened McVeigh properties, Sheralyn went to work with her and soon obtained her own broker’s license. “I like to say I learned from one of the best,” she says. “Eileen was extremely successful, and when she decided to retire, she asked me to take over.

It’s absolutely what I wanted to do.”

Under Sheralyn’s leadership, boutique McVeigh Properties continues to thrive. “Service is not determined by brand,” Sheralyn says. “It’s about how hard your individual agent will work for you – what they do for you when you hire them. I have the same connections all the big names have. What it comes down to is following through with the promises I make to my clients.”

From the very first meeting, Sheralyn and her team strive to give their clients peace of mind. With deliberately constructed marketing plans, outstanding communication and a personal connection that continues long after the purchase or sale of a home, every transaction is an experience that exceeds the bounds of a mere business relationship.

“I work with the same clients over and over again as their circumstances in life change. Some are clients that Eileen helped to buy and sell homes in previous years, and in some cases I am now helping their kids. It’s so nice to feel you’re making a difference for someone’s family.”

Sheralyn has earned the trust of first responders in the Huntington Beach and Los Angeles communities, and she has assembled a team of reliable specialists who support her in meeting the unique needs of these individuals and their families. “I have great lending support, and that

support extends to the title and escrow teams who are all so great about taking care of my clients. It’s important to pick the right people who are committed to the same values and standards of service.”

Her in-house team is selected with the same careful attention. “I’m a go-getter. I always say, ‘go hard or go home,’ and I hand pick the agents who work with me.

I’m looking for serious agents who want to work hard, and I’m here to help and be a mentor. I really want the person next to me to succeed. I also have a transaction coordinator who is absolutely amazing. I don’t know how business would be where it is without her. And I have assistants who help with marketing and other administrative work. My team is here to make sure our clients are getting the best customer service possible. Our policy is to not let more than 15 minutes go by before a client gets a call back.”

Sheralyn and her husband, Rob, head a blended family of four children. Their three oldest children are grown, and now with a 9-year-old-daughter, Sheralyn says they are “doing it all again. We invest a lot of time with our daughter’s school and activities. My husband is also a softball coach, so we’re very involved with the community. It’s great being connected with people and knowing what’s happening in their lives so that when they need help with real estate, you have a real sense of how best to serve them.”

The integrity and hard work the McVeigh family has put forth over two generations is paying off not just for them, but for the many families who have trusted them with their most precious investment. Sheralyn is still inspired every day by the new possibilities that await her.

“I absolutely love selling real estate,” she says. “I continue to learn with every transaction I do, and I meet each day with new excitement.”

Sheralyn McVeigh McVeigh Properties 18682 Beach Blvd., #165 Huntington Beach, CA 92648 Tel: 714-746-7088 Email: Sheralyn@mcveighproperties.com Web: www.McVeighProperties.com CalBRE # 01765691

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Remember Me? I

f there is a single way to cement a relationship with a customer, it must surely be the promise that they will be remembered. There is nothing, not quality, not price, not convenience that will draw a customer like the promise of being remembered. I like to eat at the Cowboy Steakhouse in Kerrville, Texas. It’s my favorite place on the planet. Is the food good? Of course! And the service is always first-rate. Is it the best restaurant anywhere, even the best in Kerrville? Who knows! All I can tell you is that I like it. And if you show up knocking on my door and want to take me to dinner, you can bet I’ll ask for the Cowboy Steakhouse.

“Yes, ma’am, although the T. is silent,” I grinned at the thought that someone would remember me from four years earlier.

Why? Probably for the silliest of reasons - they remember me. I may not be famous in your town (heck, I’m not famous in my own). But I am famous at the Cowboy Steakhouse (everybody is!) and that’s where I like to eat. I can count on a hug from Lorrie, and I know that Nancy will remember that I want the chicken and I don’t want foil on the baker, and that a gallon of water will just get me started.

I don’t expect special treatment. In fact, it’s a little embarrassing to be given red carpet treatment for what seems to be no reason at all. Hey, I was paid to speak to Thrifty.

I already got mine and here they were treating me like visiting royalty. I’ve washed more cars than I’ve rented!

But the real treat was not in the jazzy car, it was in being remembered.

We flew into Cincinnati to visit my grandmother and called the folks at Thrifty for a car. We hadn’t planned on stopping, we were just ahead of schedule and flying east of our intended route to avoid bad weather. So we had no reservations. No problem. The folks at Thrifty came through.

What made the transaction special was Cathy. Several years ago I spoke to the Thrifty annual convention and they bought a bunch of the original Positively Outrageous Service books. I signed the books, had a great time speaking to the crowd and, like too many engagements, went about my merry way.

If you want to make a customer feel special, remember them.

Cathy was walking by the counter just as the customer service representative asked my name.

“Scott Gross,” I replied.

“I loved your book!”

“Thanks! That always makes me feel special. Being remembered is the best compliment of all.

When we said our good-byes and stepped out to find the economy car that we had rented, there waited a jazzy, berrycolored convertible, no extra charge.

People like to do business with people who remember them and attempt to respect their special needs and tastes.

If remembering is the best thing you can do, forgetting must be the worst.

T. Scott Gross is a speaker, consultant, videographer and lifelong restaurateur. Best known as the author of the bestselling business book, “Positively Outrageous Service”, his latest book is “Leading Your Positively Outrageous Service TEAM.” Copyright© 1999, T. Scott Gross. All right reserved. For additional information, please contact The Frog Pond Group at 800-704-FROG (3764) or email: susie@frogpondgroup.com; http://www.frogpondgroup. com.

Cathy stopped, smiled and said, “Would that be T. Scott Gross?”

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Written By T. Scott Gross ExecutiveAgent Magazine

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EA

Success Showdowns

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confess, I love westerns. There is nothing like those “Showdown” scenes where the film is shot from down low and you see those boots moving slowly, step by step until they come to a stop just 100 feet from the other guy. Tumble weed blows by. The wind stirs the dust. The camera moves up and you see fingers twitching, getting ready to draw. You know that it is only a few moments until the good guy lets the bad guy have it and he’ll be on his way to saving the day and setting the town free again.

All that stands in his way is this one obstacle. But that obstacle must be put away.

What would you do in that situation? Would you save the day and proceed to victory, or would you run and hide? Running and hiding is tempting when you see the guy all dressed in black, symbolizing your impending doom!

Isn’t that what happens regularly though? Our journey to success always has these “Showdowns” that we have to go through if we are going to get there. There are always going to be “bad guys” we have to get through.

Let’s take a look at a few: Fear. Fear is the pre-imminent “bad guy.” He keeps millions of people from success. Here is a secret: There are times when I am stretching myself to achieve all that I can, when I am taking huge risks, that I wake up in the middle of the night and I am so scared I can’t sleep! Fear will tell you anything to keep you from even trying! But do you know what takes care of fear? Persistence. You see, everybody has fear. The most successful people I know have fear. But they work through it rather than give up! To be successful you have to have and win that showdown with fear.

“Am I dreaming too big?” “Did I take a dumb risk?”

“Should I quit and go back to something safe?” Rest assured, it will come. But this is when your vision must be strong and you must keep going. Stick with the dream.

Don’t give up! Overcome your doubt and the doubts of others! To be successful you must have that showdown with doubt and win!

Yes, there will be many showdowns. The above are but a few, though they are the major ones. Maybe you are experiencing them even now. Your time has come. The old western music is playing. Your foe dressed in black grins that devilish grin. He thinks you can’t do it. But have your showdown. Win. Then ride off into the sunset! .

It’s time to draw pardner! Take aim and win your showdowns.

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© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Crowd mentality. I have become increasingly aware of this in recent years. The crowd is loud. They are tenacious in letting you know that they expect you to do things their way or something is just not right. You know, it is the relative who calls you a dreamer. It is the naysayers. They want you to do what is normal. Well friend, nobody ever got successful doing what the crowd does. The crowd is average, that’s why they’re the crowd! To be successful you have to have that showdown with the calling of the crowd. Hear their voices screaming, “Don’t do that. Be like us,” and win the showdown.

Doubt. Success usually takes a while. It rarely comes overnight. And after some time, you will begin to doubt.

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Written By Chris Widener ExecutiveAgent Magazine

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