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Adrian Hernandez Executive Agent of the Month

PROFESSIONAL PROFILES Shane & Pearl Lekas First Team Estates

Jack Mangin Berkshire Hathaway HS

Kevin Rankin HomeSmart Evergreen Realty


MORE EDUCATED, MORE MOTIVATED, MORE CONFIDENT HOME BUYING. In an uncertain market with changing interest rates and home prices, it’s more important now than ever to work with a professional Mortgage Consultant to ensure your success in today’s housing market and in securing your Home Financing.

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Executive Agent of the Month

Adrian Hernandez Intero Real Estate Services

21 17 Professional Profiles

6 Shane & Pearl Lekas First Team Estates 4

10 Jack Mangin Berkshire Hathaway HS ExecutiveAgent Magazine

28 Kevin Rankin HomeSmart Evergreen Realty

November, 2017 - California Edition

Editorials 30




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

Keys to Effective Feedback -Tony Alessandra



A Team Is More Than A Group of People -Patricia Fripp

City of Hope........................................................35 Fairway Independent Mortgage...........................2 Finance of America Mortgage...........................15 iPhotography Studio...............................................23


Kinecta Federal Credit Union...............................36

Live In Truth -Mark Victor Hansen

PWAOR...................................................................14 SBAOR....................................................................33 The Termite Guy......................................................3 Ticor Title Company....................................................32



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

How to Stay Positive on a Rainy Day -Jim Rohn

© Copyright 2017 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Doing Better than Good! -Zig Ziglar

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Written by Haley Freeman

SHANE & PEARL LEKAS A Dynamic Real Estate Duo


rust. Innovation. Perseverance. These three words simply and clearly convey the qualities that distinguish RealtorsÂŽ Shane and Pearl Lekas from their competition. Both Orange County natives, these young professionals are equally passionate about living in this

extraordinary community and helping others find the perfect home within one of its unique enclaves. They bring a fresh energy to the practice of real estate, fusing their professional polish with innovative business methods to achieve unparalleled results for their clients.

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Shane and Pearl met through their mutual love of fitness, and shortly after Shane entered real estate, Pearl followed. They joined forces with Orange County’s number one real estate brand, First Team Real Estate and its luxury affiliate, Christies International Real Estate, with a vision of leveraging the company’s local focus and international reach to provide clients in South Orange County and beyond with the finest real estate representation in the marketplace.

One stated: “Shane and Pearl did an amazing job selling our townhouse. The initial open house was packed with over 100 people the first weekend and we received a dozen offers. We ended up selling 5 percent over the asking price. They set up a photo shoot that really looked great. They even hired a Vietnamese interpreter to handle all the questions about the townhouse and all the upgrades we did. We would highly recommend The Lekas Group based on their professionalism and knowledge of the market.”

United in their mission of ensuring their clients’ success through a consultative approach to real estate, Shane and Pearl each bring notable gifts to the partnership. “Pearl’s degree in psychology gives her the ability to see things from other people’s perspectives and move a transaction forward in a way that our clients and the parties on the other side feel good about,” Shane says. “She’s also great at marketing and has a vision for what will stand out and catch someone’s eye.”

Another said: “I am so impressed by how quickly Shane and Pearl managed to find me a great tenant at the highest possible rent! They make a spectacular team - the two are incredibly professional, trustworthy, and had my best interest at heart from beginning to end. Both are genuine, patient and respectful individuals. I worked closely with them, and during difficult situations, they exceeded all my expectations of working with real estate professionals. Shane and Pearl are problem solvers, fast thinkers and they strive to achieve the best results.”

“Shane is really good at negotiations,” Pearl states. “He makes sure both parties feel good about their decision. He’s very patient with people and gives his all no matter how long it takes for an individual to understand and feel comfortable with what is happening in a transaction.” The team’s creative use of technology is a hallmark of their practice. “We do a lot of communication and marketing through video to our clients and others,” Pearl says. “They get to see us and our faces, so it seems like we’re there with them. It conveys a warmer feeling than just words. We use this tool to present clients with updates and also to promote events such as open houses for our listings. Our goal is to be their number one resource in real estate and utilizing video adds much value to what we do.” Shane stresses that in the crowded real estate space where the competition is fierce, he and Pearl are full-time professionals who live and breathe real estate every day. “There isn’t a moment when we’re not focused on real estate. We’re always available to our clients and constantly looking for information and resources to benefit them. When we get a listing, we not only present the property to its best advantage and use technology to market globally, we proactively search for buyers.”

Shane and Pearl are hard workers, but they are also passionate wine lovers who enjoy visiting Central Coast vineyards and sharing their hobby with friends, family and clients. This dynamic duo further admits that they are comic book nerds. Shane’s alter ego? “Spiderman. I always connected with him because he was not the typical superhero. He beat the bad guys while cracking jokes, and with love for his community everyone knew him to be the friendly neighborhood Spiderman, I can relate to and also respect that.” “I love Iron Man,” Pearl laughs. “He’s funny, innovative and smart. But since there’s no Iron Woman, I guess I’d be Wonder Woman.” Shane & Pearl Lekas The Lekas Group First Team Estates / Christie’s International 4 Corporate Plaza Dr., Ste. 100 Newport Beach, CA 92660 Tel: 714-875-3149 Email: Web: CalBRE #01952485 / 01986123

They may be relatively young in years, but their local market knowledge, tireless work ethic and supreme professionalism consistently earn Shane and Pearl the trust of their clients and respect of their peers. They have received numerous glowing reviews from appreciative clients. ExecutiveAgent Magazine

Doing Better than Good!


eople frequently ask me, “How can I know when I am doing better than good?” I thought about that question and came up with 15 ways to measure yourself. Take a look and see what you think: 1. You are doing better than good when you clearly understand that failure is an event, not a person; that yesterday ended last night, and today is your brand new day. 2. You are doing better than good when you have made friends with your past, are focused on the present, and optimistic about your future. 3. You are doing better than good when you know that success (a win) doesn’t make you, and failure (a loss) doesn’t break you.

10. You are doing better than good when you are pleasant to the grouch, courteous to the rude, and generous to the needy. 11. You are doing better than good when you love the unlovable, give hope to the hopeless, friendship to the friendless, and encouragement to the discouraged. 12. You are doing better than good when you can look back in forgiveness, forward in hope, down in compassion, and up with gratitude. 13. You are doing better than good when you know that “he who would be the greatest among you must become the servant of all.”

4. You are doing better than good when you are filled with faith, hope and love; and live without anger, greed, guilt, envy or thoughts of revenge.

14. You are doing better than good when you recognize, confess, develop and use your God-given physical, mental and spiritual abilities to the glory of God and for the benefit of mankind.

5. You are doing better than good when you are mature enough to delay gratification and shift your focus from your rights to your responsibilities.

15. You are doing better than good when you stand in front of the Creator of the universe and He says to you, “Well done, thou good and faithful servant.”

6. You are doing better than good when you know that failure to stand for what is morally right is the prelude to being the victim of what is criminally wrong.

Think over each one of these 15 ideas and see how you can incorporate them into your life so that you truly are better than good!

7. You are doing better than good when you are secure in who you are, so you are at peace with God and in fellowship with man.

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.

8. You are doing better than good when you have made friends of your adversaries, and have gained the love and respect of those who know you best. 9. You are doing better than good when you understand that others can give you pleasure, but genuine happiness comes when you do things for others.


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Written By Zig Ziglar ExecutiveAgent Magazine





JACK MANGIN Written by Haley Freeman


ealtor® Jack Mangin represents his clients with a perfect blend of polished East Coast professionalism and personal West Coast warmth. Born in New York and raised in Connecticut,

Jack’s early influences include his hard-working parents and an aunt who is a successful Realtor®. “I love how fast New York City moves, and I feel like I still have that East Coast mindset in terms of thinking on my feet and being able to communicate with urgency. But since I’ve been in the South Bay, I can’t see myself living back East and being happy.” Jack visited Southern California in 2004 and immediately fell in love with the weather, the beaches and the carefree SoCal lifestyle. “I remember coming to Hermosa and going to a Taco Tuesday for the first time. I had no idea what that was,” he laughingly recalls. Only two weeks later, he returned and rented an apartment. He’s been a denizen of the West Coast ever since. Jack soon met his wife, Thalita, a Brazilian national with an embracing world view, and they have built a happy life together in the South Bay. Eventually, Jack also met Bruce Short, Owner/Broker at Berkshire Hathaway HomeServices California Properties, who became his mentor in real estate. “He is one of the most important figures in my career, and someone I respect. His track record in the industry speaks for itself. We clicked right away and we share a like-minded love for the personal aspect of the business. I appreciate having the strong backing of someone who will answer my calls and walk me through any situation. He doesn’t tell me what to do; he listens and gives me other perspectives to think about that help me grow as a professional.”

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COMMITTED TO EXCELLENCE Deeply committed to service excellence, Jack says, “My objective in every transaction is that whomever I represent be 100 percent satisfied with the service I provide. My metric for success is how many clients are happy with the job I have done. No transaction is seamless, but I strive to make it as easy as possible on my clients.” Jack nurtures the human element in every transaction by seeking face-to-face interaction which is rare these days. “I like to get a sense of who the other person is that I’m working with. It takes time and patience to understand exactly what a client wants while helping them to understand the real estate process.” He also goes the extra mile to cultivate solid connections with other Realtors®. “We’re all working toward the same objective, and our job as agents is to make it easier for both parties. When I write an offer, I try to get in front of the listing agent as many times as I can. It’s important that they understand that I am working with them not against them. If we both have willing parties, there’s nothing we can’t overcome with communication to achieve the common goal. Whether representing a buyer or seller, it is crucial to know the individual in each transaction”

stress-free experience. He without a doubt has my loyalty for all my future transactions. Solid A+!” A Seller said, “There was not a thing Jack would not do to move any issue out of the way, from visiting the seller of our new house at night after his workout just to close some loose ends, to helping me move furniture to donate after we moved in. During that time, he also found a buyer for our previous house before the property was even listed. We had two transactions in flight, and both closed. Amazing. Bottom line: If you want to buy or sell and be happy with the outcome of your transaction, get Jack” Jack holds himself to the highest standard of service excellence while providing his clients with an unparalleled real estate experience. “I love the industry that I am in and I am driven by the happiness and success of my clients.”

Jack’s results affirm the efficacy of his strategy. One buyer reported: “Jack is the best Realtor® I have ever worked with, period. He was always available to answer any question I had or to show a property on the drop of a dime. More than just being available, he has extensive knowledge of the market, and even further than that, he is very likable, which I think went a very long way when it came time to getting our offer accepted. He was able to turn me on to a very sought after off market property that I ended up purchasing. He turned something that I had serious anxiety about into a very pleasant and

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Jack Mangin Berkshire Hathaway HomeServices California Properties 225 Avenue I, Ste. 110 Redondo Beach, CA 90277 Tel: 310-866-8871 Email: Web: CalBRE # 01987418

Live In Truth


ometimes things just don’t work out the way we plan them.

If you’ve been lying to yourself, avoiding the truth of your life, it’s time to come clean.

Most people want more than they already have, and there’s nothing wrong with that. We all deserve to have the best in life. Just make sure that while you’re working toward your dreams, you don’t ignore the truth about where you are in your life right now.

You don’t have to get it perfect – you just have to get it going. Babies don’t walk the first time they try, but eventually they do.

The key to opening the door to your most-desired, future life is to acknowledge where you are presently – right at this very moment. Some of us don’t want to face the truth. We’re afraid of what might happen if we really know where we are personally, professionally, financially and spiritually. But, to move forward, toward the life we really want, we have to know where we stand. We have to take inventory of our lives. (See “This Week’s Action Step” below.) Some people are even more afraid of what others might think if they really knew the truth about us. But forget about them right now. The most important person to be truthful with is yourself, because, when it comes down to it, you are the most important person in your life. If you’re not honest with YOU, you won’t be able to be honest with anyone else.

In closing I’d like to offer an exercise to complete in the week ahead: • Get honest with yourself. • Forget about your goals for a minute, and concentrate on getting really honest with your present situation. • The truth about any situation is not what you want it to be. It isn’t what it should be. It isn’t what it would have been. The truth is what it is. No amount of sugar coating will make it anything different. Take inventory of your present truth in these categories: • • • • •

Your physical self Your spiritual self Your financial self Your professional self Your personal self

Ask yourself these three questions for each category: For example: Maybe your plan was to own your own home, be the president of your own company and have a million plus in the bank by the time you were 30 years old. You take a look around and realize that 30 has come and gone, you’re renting a house and are living paycheck to paycheck, working at a job you don’t enjoy. Sure, you want more. You wish your old plan had materialized. But it didn’t. You can’t keep looking back, wallowing in what could have been. What you can do is create a new plan, then take one goal at a time and make it happen.

1. How do I perceive this area of my life? 2. How would I describe this area of my life, if I were being completely honest, to myself? 3. Are numbers 1 and 2 identical? (If they are, you are being honest with yourself. If they aren’t, it’s time to begin making them the same.) Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. Copyright(c) 2003, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email;

Maybe your new first goal is to change jobs or start your own business. You have unique skills no one else has – use them to create a career you love. Then, after you take that first step, you can move forward to create your dream life, goal by goal.


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Written By Mark Victor Hansen ExecutiveAgent Magazine



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Cover Story

Adrian Hernandez Executive Agent of the Month

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Adrian Hernandez Building Something Extraordinary Written by Haley Freeman - Photography by Ian Wiant


drian Hernandez is a real estate entrepreneur who is building something extraordinary - not just for himself, but for his clients and colleagues, too.

Since beginning his real estate career at only 20 years old, this young, powerhouse professional has distinguished himself as a leader. During his first year in the business, he earned the title of Rookie of the Year, and just a few years later, he was named the number one agent at Intero Real Estate Services. In 2016, Adrian and his now wife, Kellyanne, opened their own Intero Real Estate office in South Orange County, Mission Viejo, fulfilling on Adrian’s early goal of moving the center of his real estate practice from the Inland Empire to coastal Orange County. He also manages a satellite office in San Diego.

Adrian’s success is no accident. He began with a vivid plan, and he has faithfully taken the steps necessary to make his vision a reality. But Adrian is quick to acknowledge that without the guidance and support of many mentors, he would not be where he is today. His first mentors were his parents, also industry professionals who showed him the possibilities offered by real estate. “I learned from my family that it doesn’t matter what your level of education is, where you’re from, or who you are, you can build the life you really want to live. Through real estate, you can leave a legacy and change your family tree. You just have to put in the work and have the passion.”

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When Adrian embarked on his own real estate career, he had the good fortune of working alongside Danny Morel, President and Founder of Intero Real Estate Services in Rancho Cucamonga. “Danny helped me build my business based upon a skillset, not just putting people in a car and showing them a home. I built a foundation of helping buyers and sellers more effectively and doing it with the right practices. We are teaching the same thing here in our office. We are a company that helps agents increase their skill, and therefore, their production, at the same time finding more money, time or whatever is the missing link in their business.” Adrian has continued to refine his expertise with the help of industry leaders like Gino Blefari, Mike Ferry, Joe DiRaffaele, Ty Leon-Guerrero and Alex Lehr, and today, he is paying it forward by providing a synergistic business environment where agents “collaborate in an upbeat, uplifting atmosphere. We help agents build businesses and then teach them to sell real estate. By building a business,

agents have something they can give to future generations or an asset they can sell. But it all begins with a foundation of skills they can continue to build upon. My passion for this approach stems from me having the opportunity to be helped by so many people.” In an office culture characterized by positivity and motivation, Adrian is an upbeat leader who attracts other highcaliber professionals. With a diverse mix of ages, cultures and industry experience, agents are all free to share their knowledge and contribute to one another’s success. “We’re all about helping our agents build a career that provides more money or more time. We have big producers who want to add leverage by building teams and databases, and new agents who want to grow a business the right way.” Adrian provides a comprehensive framework for personal and professional growth based upon his mantra: “Think big, and then think even bigger.”

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“I help agents make adjustments in their business by finding ways that make it more profitable while having more time. The agents are running the business, not the other way around. It seems to be a real problem in the industry. We help agents create schedules, write business plans and track their numbers. There are ways to build a business that are not only systematic, but also predictable and duplicatable.” Adrian leads by example and gets into the trenches with the 30 agents in his office. “I’m not just telling people what to do and then closing the office door,” he says. “I go out and do it with them. If they’re on the phone or door knocking, I am too. Leadership comes down to our ability to guide agents, not in a talk format, but in an action format. On the last Tuesday of every month, we have what we call Ultimate Prospecting Day. Last month we set 380 appointments because we were all synergized. I believe in

the saying, ‘If you want to go fast, go alone. If you want to go far, go together.’” At 23 years old, Adrian sold his first million-dollar home, and the following year, he was inducted into Intero’s elite luxury home sales division, Intero Prestigio International. His ability to earn the trust of luxury buyers and sellers despite his relatively young age stems from his supreme professionalism and innate facility for human connection. “I think that connecting with buyers and sellers is at the core of it, understanding what they’re going through. I want them to feel they are hiring a true professional; not just a Realtor®. Communication and education are huge. Nobody has ever asked me how old I was. I think my demeanor and body language convey that I am confident in the advice I’m giving, and in turn, clients are confident in me.”

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One seller reported: “From the start, Adrian displayed the expertise, knowledge and dedication that my very high standards require. I’m very process and structure driven at times with very, very high professional expectations. Adrian exceeded my expectations tenfold. He is extremely proactive and thinks 10 steps ahead consistently. I will only use Adrian Hernandez for any future real estate ventures. He’s earned that privilege!” Adrian is a producing manager who, together with his wife Kellyanne, operates the Luxe Real Estate Group team. Adrian and Kellyanne met through real estate and married in July, 2017. According to Adrian, he can think of no better business partner than his partner in life. “I would never be able to achieve what I am today if I did not have such a supporting and understanding wife,” Adrian says. “She’s been in the business with me from the beginning, when I had nothing. Support like that is priceless, and I would say to anyone on this journey in real estate to choose a partner who will support you, someone with whom you can share what you’re doing so that you can do it together.”

As an entrepreneur, real estate investor, industry thought leader and purveyor of the American Dream, Adrian is continuing to build something extraordinary for himself and others. He has by no means reached the pinnacle of his success, and he looks enthusiastically toward his future goals of earning his broker’s license and achieving his first million-dollar year. But cultivating the success of others is always at the forefront, as Adrian believes that by putting others first, his own success will follow. “Who we are is a place of change, breakthrough and growth,” Adrian explains. “We want to help people take inspired action. We are a life and business development company that focuses on helping people live abundant lives. When you collaborate with other people, you can achieve virtually anything.”

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ADRIAN HERNANDEZ Intero Real Estate Services - 26440 La Alameda, #250 Mission Viejo, CA 92691 - Tel: 949-877-2174 - Email: Web: - Instagram: AdrianHernandez.1 - CalBRE # 01913597 ExecutiveAgent Magazine

How to Stay Positive on a Rainy Day


t the foundation of carrying your own weather is the ability to pause between stimulus and response. We are never without choice. That doesn’t mean things don’t happen outside of our control, or that our choices can’t be severely limited. As immortalized in the words of Viktor Frankl, Holocaust survivor and author of Man’s Search for Meaning, “Everything can be taken from a man but one thing: the last of the human freedoms—to choose one’s attitude in any given set of circumstances, to choose one’s own way.” A colleague once shared the story of a memorable professor he’d had as an undergrad. Every day, this short and somewhat rotund man would walk across the college campus, coffee in hand, seemingly incapable of being in anything but a good mood. He would greet students warmly, often stopping to talk with them about their day and was one of the most popular professors on campus. One morning a spring thunderstorm broke over the school and, having misplaced his umbrella, the professor still took his usual walk to class. When he arrived, he remained as cheerful as ever as the students peeled off their various layers of wet gear, somewhat annoyed at the unexpected downpour. One student, noticing the professor’s everpleasant disposition but soaked shirt, remarked, “Hey Chuck, aren’t you at all bothered by the rain?” Chuck smiled in response.


“Sure, but I benefit from my lack of height—it takes longer for the rain to reach me.” Not a single person on the campus had any control over the weather. Most reacted to the unwelcomed moisture by allowing their moods or the external nature of the storm negatively affect them. They complained about the sudden drop in temperature or that they got a bit wet. They allowed the darkening clouds to dictate their mood, longing for the sun to make an appearance and lift their spirits. It’s easy to feel like a victim with such thoughts, surrendering to the belief that we’re helplessly subject to the external world. And when others are the source of our dismay and helplessness, it’s easy to cast blame, level accusations and adopt a victim mindset and language. The professor made a different choice. Rather than react to the weather outside, he carried his own. He looked inward instead of outward. This happy teacher decided how he was going to think and feel based on what he valued, regardless of whatever storm happened to break. This choice is a defining characteristic between those who choose to carry their own weather and those who don’t— reacting to the external world as a victim or staying true to what you ultimately value. In the case of our short-statured professor, he valued the opportunity to come to class

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and do what he loved, to create a positive environment where his students could learn, and to plant educational seeds that might bear fruit for years to come. What was a little rain compared to that? The esteemed Bishop Fulton J. Sheen, well known for his early radio and TV work, expressed it this way: “Each of us makes his own weather—determines the color of the skies in the emotional universe which he inhabits.” At the foundation of carrying your own weather is the ability to pause between stimulus and response. The earliest humans learned “fight or flight” as a way of reacting to potentially life-threatening situations. Fast-forward to the modern world. For most of us, the challenge of daily survival is no longer the standard. Our stresses now come in different, less life-threatening forms. Yet, external stimuli naturally cause us to react quickly, and sometimes inappropriately.

Carrying one’s weather can express itself in many ways: from the simple choice to keep a pleasant or professional disposition, to not allowing the events around us to spin the needle of our moral compass. But at the heart of it is always a choice, and that power can never be surrendered unless we allow 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@

Thankfully, we have more than just the reactive part of our brain to work with. As human beings, we share the unique trait of self-awareness—the ability to see and evaluate our own thoughts. It gives us the capability to pause, step back and see ourselves along with the paradigms we adopt and use. In effect, it gives us the freedom to choose our response proactively.

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A Team Is More Than A Group Of People


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hen John Amatt led the 1982 Canadian team on a successful Mount Everest Expedition, only three people reached the summit. Many climbers who were part of the team, whose lifetime ambition was to stand on top of Everest, made the conscious choice to stay in the base camp. Why? Because they knew the effort was likely to fail if everyone tried to make it. They chose to forego their individual dreams in favor of helping the team succeed.. This wasn’t John Amatt’s first time to plan an Everest expedition. Ten years earlier, with one of his friends from Norway, he had gathered a team of world- class climbers from many different countries, for the challenge. But at the last minute, he backed out. Officially, it was to get married. “But that was just an excuse,” he said later. “I knew that, despite having the best climbers in the world, this expedition would not succeed. Everyone wanted to reach the top for their own glory or that of their country. No one seemed willing to make decisions for the good of the team.” His fears proved founded. Not only did the team not cooperate to make it to the top, at one point these sophisticated expert climbers even indulged in a rock-throwing fight. A “team” is not just people who work at the same time in the same place. A real team is a group of very different individuals who share a commitment to working together to achieve common goals. Most likely they are not all equal in experience, talent or education, but they are equal in one

vitally important way, their commitment to the good of the organization. Any group of people -- your family, your workplace or your community -- gets the best results by working as a team. I believe that all of us want to be part of something bigger than we are. Team relationships fulfill that basic need. They are an immensely powerful force, yet they always need to be nurtured. Be sure to show each team member exactly how far reaching his or her contribution can be. The team, each member, and the larger organization will enjoy greater enthusiasm and ultimately greater success. What makes a team? Individuals who are not equal in talent, experience or education, but equal in commitment. It is not realistic to think we can live or work with others without some conflict, but by communicating about the differences, focusing on the common goals and not throwing verbal rocks, we will make great strides. Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. Copyright© 2006, Patricia Fripp. For information about Patricia’s Keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email

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In Good Hands Written by Haley Freeman - Jessica Cascio Photographer


ealtor® Kevin Rankin bought his first home when he was only 20 years old. He didn’t do it in the traditional way. Instead, he found a property with an

Kevin continued to invest in real estate. His next property was a major project, requiring demolition, design and rebuild. He again masterminded some creative financing, sought out the right professionals, and learned the nuances of project management, permitting and costing. He also developed trusted relationships with industry tradesmen that would carry him through many future projects. As an owner/ builder, Kevin marketed and sold his properties himself, developing good working relationships with escrow and lending professionals, as well. After 30 years as a successful real estate investor, Kevin decided to put his experience to work as a licensed Realtor®. His breadth of hands-on knowledge about markets and strategies for buying, improving and selling real estate profitably is invaluable to the clients he represents. He chose to build his business with California-based agency HomeSmart Evergreen Realty, another strategic career move based upon the company’s reputation for local expertise and superlative service. An outgoing, approachable person, most of Kevin’s clients come from his sphere of influence and talking with visitors at open houses. He uses grassroots methods to connect with people and provide them with useful information, rather than assaulting them with a high-pressure sales pitch.

assumable FHA loan in a local newspaper. He negotiated a deal with the seller in which he put $10,000 down, and the seller agreed to carry a second mortgage. That transaction opened up a new world of opportunity for Kevin. While he maintained his career in the tech industry,

Recently, a couple visiting an open house communicated that they were still paying mortgage insurance on their current home loan. Kevin did his research, called his lender, and learned that the couple had a healthy 20 percent equity in their home and could drop their PMI. He followed up to let them know, and now they are clients. “I’m not going for the hard sell,” Kevin says. “I enjoy connecting with people and having their best interests at heart. I’m always willing to do research. I want to be wellinformed so my clients are well-informed. I really want to help people by giving them more knowledge about the process.”

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Kevin also puts his tech background to good use in real estate. “I’m a big systems guy and a bit of a tech geek. I provide my clients with a link to the free HomeSpotter app, which I think is better than a lot of what’s out there. I like being able to give them something of value right up front.” Kevin continues to draw upon the unique tools he acquired as an independent investor to aid his clients in their real estate objectives, whether he is helping them assess the feasibility of improving a fixer-upper, referring contractors or guiding them through the ins and outs of dealing with municipal and county regulations.

ty,” he says. “When I see a moving truck, I stop to find out what’s going on. I’m out guerrilla marketing every day.” Buyers and sellers in Orange County are in good hands when they choose Kevin as their Realtor®. He is tenacious, knowledgeable and hard-working, and they can always count on him to have their best interests at heart. “I treat people like family, and I will find a way to help them, whatever it takes.”

This is what a recent buyer said about the value Kevin brought to his transaction: “Kevin helped me with my firsttime buyer’s experience, and needless to say, it was great! Kevin even went beyond his normal duties as a Realtor® to find me a contractor to turn my house into a home. After the contractor finished his work, Kevin kept in touch with me after a month of closing to see how everything was, and even came to help me put my furniture together. I’d definitely recommend him to anyone looking to buy their own place in South Orange County.” Kevin is also gifted at locating off-market buying opportunities. “I’m always on the lookout for available properExecutiveAgent Magazine

Kevin Rankin HomeSmart Evergreen Realty 27802 Vista Del Lago, Ste. E2 Mission Viejo, CA 92692 Tel: 949-554-3010 Email: Web: CalBRE # 02014257

Keys to Effective Feedback


ffective communication between two people is not easy. You really have to practice to make it work. Through the effective use of feedback skills, you can create a good communications climate. The following general guidelines will help you use your feedback skills more effectively. • Give And Get Definitions. The interpretation of words or phrases may vary from person to person, group to group, region to region, or society to society. When people believe or assume that words are used for one and only one meaning, they create situations in which they think they understand others but really do not. The words you use in everyday conversations almost inevitably have multiple meanings. In fact, the 500 most commonly used words in our language have more than 14,000 dictionary definitions. For instance, according to Webster, a person is considered ‘fast’ when she can run rather quickly. However, when one is tied down and cannot move at all, she is also considered ‘fast.’ ‘Fast’ also relates to periods of not eating, a ship’s mooring line, a race track in good running condition, and a person who hangs around with the ‘wrong’ crowd of people. In addition, photographic film is ‘fast’ when it is sensitive to light. On the other hand, bacteria are ‘fast’ when they are insensitive to antiseptics. The abundance of meanings of even “simple” words makes it hazardous to assume to understand the intent of a message without verifying and clarifying that message. • Don’t Assume. Do not assume anything in communications. If you do, you stand a good chance of being incorrect. Don’t assume that you and the other person are talking about the same thing. Don’t assume that the words and phrases you are both using are automatically being understood. The classic phrase of people who make assumptions is: “I know exactly what you mean.” People who usually use that statement without ever using feedback techniques to determine exactly what the other person means are leaping into a communication quagmire. Use more feedback and fewer assumptions, and you’ll be happier and more accurate in your interpersonal communications. 30

• Ask Questions. A good rule of thumb is: “When in doubt, check it out.” One of the best ways to check it out is through the effective use of questioning skills. Clarifying questions, expansion questions, direction questions, fact-finding questions, feeling-finding questions, and open questions can be used freely during conversation to test for feedback. • Speak the Same Language. Abstain from using words that can easily be misinterpreted or mistranslated, especially technical terms and company jargon. These terms, which are so familiar to you, may be totally foreign to the people with whom you talk. Simplify your language and your technical terms so that everyone can understand you, even when you think the other person knows what the terms mean. • Stay Tuned In. Constantly be on the lookout for and recognize those nonverbal signals that indicate that your line of approach is causing the other person to become uncomfortable and lose interest. When this happens, change your approach and your message accordingly. Observe the other person. Be sensitive to the feelings they are experiencing during your interaction; above all else, respond to those feelings appropriately. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.” Copyright© 2004, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email;

ExecutiveAgent Magazine

Written By Dr. Tony Alessandra

ExecutiveAgent Magazine


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