Grattan and Sarah
DONAHOE Executive Agents of the Month
PROFESSIONAL PROFILES Kevin Rankin HomeSmart Evergreen Realty
Andrew Shin Legacy Realty Partners
Dale Walker loanDepotÂ®
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NOTE: Residency restrictions may apply to loan programs. By refinancing the existing loan, the total finance charges may be higher over the life of the loan. Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (06262017 9949)
Executive Agents of the Month
Grattan & Sarah Donahoe ERA Donahoe Realty
22 17 Professional Profiles
28 Kevin Rankin HomeSmart Evergreen Realty
10 Andrew Shin Legacy Realty Partners ExecutiveAgent Magazine
Dale Walker loanDepotÂŽ
November, 2017 - Inland Empire
Keys to Effective Feedback -Tony Alessandra
A Team Is More Than A Group of People -Patricia Fripp
E XECUTIVE AGENT
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net
ADVERTISERS’ INDEX Arthritis Foundation...............................................32 City of Hope..........................................................34 iPhotography Studio...............................................23 Kinecta Federal Credit Union...............................36
Live In Truth -Mark Victor Hansen
PWAOR...................................................................14 SBAOR...................................................................33 The Termite Guy......................................................3
How to Stay Positive on a Rainy Day -Jim Rohn
Doing Better than Good! -Zig Ziglar
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, Patti Brotherton, Tamara Dorris, T Scott Gross, Rich Levin, Chris Widener, Dirk Zeller, Zig Ziglar © 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. ExecutiveAgent Magazine
E XECUTIVE AGENT
Written by Haley Freeman
ale Walker, Loan Consultant at loanDepot in Temecula, helps people see their mortgage differently. “Even before I got into lending, I had a tendency to look at my own mortgage as a financial instrument, to compare options and long-
term costs versus short-term payment savings. I bring that same type of thinking and analysis to helping my clients.” By educating his clients to think about their mortgage differently, Dale is helping them to succeed as homeowners and build sustainable wealth. “Most people think of a mortgage primarily as a payment. But when they do, they are thinking about it the same way a renter thinks about rent. A homeowner needs to think about their mortgage as a part of their overall financial plan. It affects cash flow, ability to save, debt load and net worth. So, it has to be looked at as more than a monthly payment.” Dale empowers clients to take ownership of the home buying process and their mortgage. “I teach people about the key things they should understand about their home purchase, so they have control in decision making. I guide them through their financing options and trade-offs that come with each one. I don’t want them to just go along with decisions that I or someone else is recommending simply because they don’t know any better. I want them to understand the process and the options and be confident in the decisions they’re making” As a passionate client advocate, Dale digs deep into each borrower’s circumstances and designs the best loan options to fit their needs. “In today’s underwriting environment, putting a loan application together is as much a craft as it is following a checklist of requirements,” he says. “It’s important to know how to present a borrower’s situation to an underwriter in a clear and compelling way. I take a consultative approach with clients right from the beginning, because the more I understand about a person and their goals, the better I am able to build an application that withstands the scrutiny of underwriting.”
Helping People See Mortgages Differently This standard of care continues long after the transaction has closed. Dale reaches out to his clients during the first year to make sure everything is on track. He also provides an annual mortgage review. “I want to see how their mortgage is performing and ensure it’s meeting their expectations. I have found that by taking this kind of advisory approach both during and after the loan process, it develops relationship and trust.”
loanDepot is widely known as an industry pacesetter, and Dale joined the company because he felt a kinship with its culture, the vision of its leadership and its commitment to serve clients and Realtor® partners well. “loanDepot understands the importance of the relationship between the Loan Consultant, client, and Realtor® partner. They’ve done a great job of making sure these relationships stay at the forefront of our business practice, while providing an exceptional lending experience with a broad range of product offerings, cutting edge technology and efficient systems. This company is not satisfied to do what everyone else is doing - its goal is to be an industry leader in every way.”
have programs that are designed for higher purchase prices in areas with lower loan limits that allow minimal down payment and don’t require mortgage insurance. Our renovation loans can help someone purchase a property and finance repairs and upgrades on the home to make it just the way they want it. We also have a VA renovation program, which is a huge benefit to a very deserving segment of the market. A disabled veteran can purchase and renovate a home to fit their needs without creating financial hardship.” Married to his wife Sheila for 26 years and the father of two teenage boys, Dale is a person of deep commitment who finds great satisfaction in contributing to the prosperity of his clients, colleagues and community. “People’s lives are significantly impacted by what we do in this industry, and acting in someone’s best interest means looking out for them now and in the long term. I want to be seen as a trusted person on the client’s financial team. My first priority is to give whoever I’m dealing with the highest level of service and the best possible advice.” Dale Walker loanDepot® 41607 Margarita Rd., Suite 101 Temecula, CA 92591 Tel: 951-375-4808 Email: DalWalker@loandepot.com Web: https://www.loandepot.com/dalwalker NMLS ID 241463
Dale’s expertise combined with loanDepot’s array of lending products make home ownership and its financial benefits available to many who thought it might be out of their reach. “We have some unique down payment assistance products that can help a lower-income borrower purchase a home. We
Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.
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. ziglar.com.
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.
Written By Zig Ziglar ExecutiveAgent Magazine
E XECUTIVE AGENT
Written by Haley Freeman
fter graduating from Troy High School in Fullerton, Andrew Shin served in the United States Army, where he trained as a 91 Bravo Medic. After his military service, he returned home and began college with a goal of going on to medical school. But during his journey, another path opened up for him. “I had a lot of friends in mortgage and real estate,” Andrew says, “and they encouraged me to start doing something on the side.” While earning his bachelor’s degree from California State University, Fullerton, Andrew began training as a real estate appraiser. His mentor, Ruth Li, provided him with a
well-rounded industry education. “I have to give a lot of praise to my mentor. She’s not just an appraiser, but also a real estate broker and investor. She was an engineer before she became an appraiser, and she was very methodical in her work. She basically taught me everything I know about appraisals and sales. I was always impressed by how professional she was and how she kept herself knowledgeable about the market. As people get settled in the industry, they get comfortable. I learned from her how important it is to always keep learning. I can never say I know enough. I’m always taking more classes and learning as much as possible. She instilled that in me.”
As Andrew perfected his skills as an appraiser, he observed that many Realtors® were not providing the level of service their clients deserved. “In my interactions, I found that many agents did not seem to have the best interests of their clients at heart. The client was just another number, and it was more about quantity than quality.” Andrew saw an opportunity to serve a need, and he joined Legacy Realty Partners in Brea. Broker/owner Danny Gomes is a fellow veteran who has established a real estate practice based on eight core values Andrew shares: Integrity; Service; Character; Professionalism; Culture; Respect; Teamwork; and Trust. As part of Danny’s team, Andrew is now helping clients buy and sell property, while also maintaining his status as a licensed appraiser. Andrew’s appraisal expertise gives him an understanding of markets throughout Southern California that few Realtors® possess. His ability to evaluate the pros and cons of a property translate into added value for his real estate clients, as he can give sellers realistic advice about how to price a home for sale and buyers an edge when making a purchase offer. One client reported: “My wife and I just bought our first home, all thanks to Andrew Shin! We met Andrew at an open house, and from the very beginning he was honest and straightforward with us. Andrew never presented a house to us that did not meet our needs and/or was out of our price range. He was also available to answer any questions that popped up, even if it was after hours. We are truly appreciative that he drove out to personally show us each house. His experience as an appraiser definitely helped us make our final decision. In addition to
helping us select a home, Andrew also helped us secure financing. He worked closely with our lender to make sure that nothing slipped through the cracks, and in the end was able to help us save a ton of money on closing costs. Furthermore Andrew even assisted us with some of the upgrades we did on the home after closing. Overall Andrew went above and beyond to make the home buying experience as simple as possible. I can honestly say that my wife and I would not be homeowners if not for Andrew. I would highly recommend him to anyone who is looking to purchase a home.” Andrew’s high standard of service is driven by his passion for helping others. He is both relatable and reliable, and he backs up these points of character with hard work and comprehensive real estate knowledge. “A big part of the American Dream is owning a home and raising a family. If I can help someone check off one of those boxes, I feel I’m doing a great service.” Andrew Shin Legacy Realty Partners 135 S. State College Blvd., Suite 675 Brea, CA 92821 Tel: 714-624-3565 Email: Andrew@LegacyRealEstateCA.com Web: www.remaxlegacyca.com CalBRE # 01986267
A Passion to Serve ExecutiveAgent Magazine
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. markvictorhansen.com. 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 firstname.lastname@example.org; http://www.frogpond.com.
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.
Written By Mark Victor Hansen ExecutiveAgent Magazine
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Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.
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Grattan and Sarah
DONAHOE Executive Agents of the Month
Written by Haley Freeman - Ian Wiant Photographer
usband and wife duo Grattan and Sarah Donahoe are united in their calling of transforming lives through the power of real estate.
In 2007, Grattan opened an independent real estate brokerage, and the Donahoe name soon became synonymous with service, excellence and integrity. In 2014, the Donahoes captured the notice of ERA Real Estate and were invited to become the exclusive representatives of the esteemed ERA brand in the Temecula Valley. ERA Real Estate has been recognized as the World’s Most
Ethical Company for six consecutive years, and Grattan and Sarah are ideal brand ambassadors. While Grattan was raised in Southern California and Sarah hails from Minnesota, they share the good fortune of growing up in households headed by entrepreneurial parents, where they learned the value of perseverance and hard work. “I grew up in the real estate business,” Grattan says, “and I started working as a broker’s assistant out of high school. By the time I was 20, I got my real estate license, and I’ve been doing what I love ever since.”
The Donahoe Realty Group Sarah had a childhood fascination with real estate, filling three-ring binders with pictures of model homes. “I remember arguing with my parents about the design of the roofline and the garage size of our next home,” she laughingly recalls. “I was blessed to be raised in a good family with two parents who were strong leaders in business. I majored in English and became a teacher. But after our daughter was born, she was the impetus for me to reevaluate and blend my love of educating and empowering others with my passion for real estate.” With a mutual commitment to faith-based values and a shared enthusiasm for legacy building through real estate, Grattan and Sarah have created a business culture rooted in collaboration. Sarah explains, “For us, that means working side-by-side with other experts and crowdsourcing our knowledge to provide better solutions than any individual agent could achieve on their own. The wisdom of many professionals is more fluid and flexible. You can’t achieve your best in a vacuum or from a unilateral empire. We thrive on sharing knowledge with our neighbors, and everyone wins.”
Grattan adds, “We also have collaboration among ERA companies throughout the world. We can ask for assistance with marketing or an issue we are facing and get 20 responses with resources and solutions. We try to collaborate with other brokers in our community, too. There is no isolation within our walls. We believe we rise and fall as a group.” Grattan and Sarah are high-producing agents who remain engaged with the real-world challenges that go with closing real estate transactions and running a business. They walk their talk and lead their 50-plus team members in two office locations with a spirit of compassion and a game plan for success. Grattan’s depth of real estate experience and industry leadership inspires agents to follow his example. “He is one of the longest-standing members of the Southwest Riverside County Association of Realtors® (SRCAR) Professional Ethics Board,” Sarah says. “After growing up in the industry, his knowledge is unparalleled. That plus his grasp of technology is a powerful combination. He really goes to bat for agents and is all about empowering and protecting not just our team, but agents from other brokerages.”
Grattan & Sarah Donahoe Building a Legacy Sarah brings her gift for teaching to developing wellrounded professionals. “An emotional attachment to their agents’ success is sometimes lacking in a brokerage,” Grattan says. “Sarah’s commitment to developing agents is genuine, and she truly celebrates their victories. She brings that intangible element to our entire company that motivates people to succeed.”
Selective about hiring, Grattan and Sarah attract productive agents with high integrity and a common belief in the company’s core values. Sarah continues, “We really hire based on our core values and an agent’s individual skills. All our agents are exceptionally talented and leaders in their industry niche. We want a collaborative environment of great people, and we’re fiercely protective of that.”
“We are different in that we work with every agent to build something they can retire on,” Sarah adds. “A lot of Realtors® are just agents forever, and they don’t have a succession plan. We try to help all our agents to be the owner of their own business and create something that can be duplicated, sold or taken over. We want everyone to have a legacy. All agents engage in structured business planning with quarterly reviews. Everyone gets individual coaching sessions and accountability. A big part of my job is coaching and checking in. Sometimes when you’re a leader, you see more in a person than they do in themselves. You have to be nice, but also firm to help pull that out of them. We won’t let anyone’s wings be clipped, we believe in everyone’s infinite potential.”
Legacy building extends beyond the Donahoe’s internal culture to their clients and community. For seven years, Grattan has lifted people up as an endorsed local provider in real estate for Dave Ramsey’s financial education programming. Together, he and Sarah teach the Financial Peace University, a nine-week course designed to help families create a budget, achieve home ownership and enjoy the peace that comes with overall financial health. Grattan explains, “We believe in the power of real estate to change someone’s family tree. But a home is not only an investment or a tool for creating financial security. It is also a place we go to celebrate and mourn, a structure and shelter where we go to deal with the highs and lows of life.”
Grattan and Sarah incorporate this philosophy in their real estate practice, helping clients to look at their real estate investments in the long term. “We don’t encourage clients to spend the maximum on a house just because the lender approved them for that amount. We try to sell them more what is in their current means and set them up for a happier and more secure future,” Grattan notes. Sarah adds, “We see ourselves in a lifetime partnership, using real estate for our clients’ long-term financial success. We think strategically and want to protect their interests. It’s our job as a fiduciary, and we believe it’s where we’ve been placed by God. We have a duty to act as the best servants in leadership that we can. It’s our legacy.”
animal welfare enthusiasts, they support Animal Friends of the Valley and ASPCA, and Grattan is a musician who plays and sings at church. Their secret to managing such a rich and busy life along with parenthood? “We believe in work/life harmony,” says Sarah. “If you try for balance, you’ll go crazy!” By collaborating to bring financial peace to their clients and colleagues through real estate, Grattan and Sarah are leaving a lasting imprint on the world. “Real estate is the greatest purchase most families will make, and it can change lives,” Sarah says. “This is a calling for us, a vocation. We believe happy families make happier communities. This is the legacy we want to leave behind.”
Blessed with their own prosperity, Grattan and Sarah support many charitable initiatives. In addition to helping raise funds for ERA’s national charity, the Muscular Dystrophy Association (MDA) Summer Camp, they look for opportunities to share their passions and talents. As ExecutiveAgent Magazine
Grattan & Sarah Donahoe ERA Donahoe Realty 41955 Fourth Street, Suite 102, Temecula, CA 92590 Tel: 951.294.1258 - 310.428.2998 Email: email@example.com Web: www.era.com/ERA-Donahoe-Realty-468c CalBRE # 01816722 / 01702424
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
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@ FrogPond.com http://FrogPond.com.
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.
A Team Is More Than A Group Of People
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 susie@FrogPond.com http://FrogPond.com.
E XECUTIVE AGENT Kevin Rankin TM
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.”
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: firstname.lastname@example.org Web: www.homesmart.com 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 email@example.com; http://www.frogpond.com.
Written By Dr. Tony Alessandra
Jolly for a Reason Become a Champion of Yes Join the Arthritis Foundation’s Jingle Bell Run! On December 3rd, 2017, you and your real estate team can become a Champion of Yes when you join the Arthritis Foundation’s annual Jingle Bell Run at Laguna Niguel Regional Park. Hundreds of your neighbors from Orange County and the Inland Empire will unite in this fun, holiday-themed 5K run with a goal of raising $150,000 to help cure America’s number one cause of disability. This is a chance to wear wacky costumes, capture fun photos and create memories with your friends, family and coworkers, all while generating goodwill in your community. Participants, sponsors and volunteers are welcome right up to the day of the event. This year, the Arthritis Foundation of Orange County & Inland Empire is honoring these local champions who are raising awareness and funds to conquer arthritis: • Corporate Honoree, Robert A. Freeman, Esq., is the President and CEO of OC Kick-boxing and Mixed Martial Arts (OCKMMA) in Irvine. Dedicated to empowering people through the timeless practice of martial arts, Robert and his fight team are “On the Mat Together” with the Arthritis Foundation. • Adult Honoree, Chikayo Rattee was diagnosed with rheumatoid arthritis in 2008. The indomitable Chikayo has turned her pain and adversity into strength, working at Mission Heritage Medical Group and spending time with her grandson. • Youth Honoree, Amelia Sheldon, was diagnosed with polyarticular juvenile rheumatoid arthritis in 2011. Amelia triumphs over her pain daily and works selflessly to help other children with JRA and other childhood diseases feel better about their circumstances. The Arthritis Foundation is the Champion of Yes, helping to conquer everyday battles with life-changing information and resources, access to optimal care, advancements in science and community connections.
Register today for the Jingle Bell Run and learn more about the event by visiting www.JBR.org/OCIE or contacting Candice Henry at 949-585-0201.
At the South Bay Association of REALTORS® we are committed to supporting and helping you grow a successful real estate business.
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Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE
WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt
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Weâ€™ve got feet all over the streets of OC. Hello neighbor! Tired of the big banks? Experience the difference of having a trusted credit union in your lending corner. Partner with us and see how your business will benefit. Pair your clients with one of our experienced team members. Erik Jenner, NMLS# 38025 Manager Mortgage Loan Sales direct: 949.253.5337 | cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner Andy DeLuca
Mary Van Dorn
NMLS# 440903 Sr. Mortgage Loan Consultant tel: 310.297.4528 | cell: 949.291.7189 Andrew.DeLuca@kinecta.org www.kinecta.org/adeluca
NMLS# 644587 Sr. Mortgage Loan Consultant tel: 949.726.2394 | cell: 949.413.8669 Debra.Grant@kinecta.org www.kinecta.org/dgrant
NMLS# 1034211 Sr. Mortgage Loan Consultant cell: 949.275.8838 Mary.VanDorn@kinecta.org www.kinecta.org/mvandorn
NMLS# 491690 Sr. Mortgage Loan Consultant cell: 949.306.1304 Corey.Schumacher@kinecta.org www.kinecta.org/cschumacher
NMLS# 194556 Sr. Mortgage Loan Consultant tel: 310.643.1353 | cell: 949.293.7359 George.Deekrich@kinecta.org www.kinecta.org/gdeekrich
NMLS# 346847 Sr. Mortgage Loan Consultant cell: 714.679.3710 Chae.Kim@kinecta.org www.kinecta.org/ckim
NMLS# 762891 Sr. Mortgage Loan Consultant tel: 949.253.5350 | cell: 714.333.5932 Tracy.Williams@kinecta.org www.kinecta.org/twilliams
NMLS# 287457 Sr. Mortgage Loan Consultant tel: 424.634.0384 | cell: 714.476.4373 Eldin.Serrano@kinecta.org www.kinecta.org/eserrano
Visit www.kinecta.org/home-loans for info.
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