OCTOBER 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

INSIDE FEATURES: The Palanca Group Keller Williams Realty Dawn Tobin imortgage

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The #2 MORTGAGE LENDER IN AMERICA.1 Mortgage Executive Magazine, 2015

Branch office locations from coast to coast to serve you.

One of the broadest product lines of any direct lender.

1,700+ Loan Consultants and 5,200+ support staff enterprise wide.2

One of the fastest-growing, most stable and well-respected lenders.

To learn more about us, please visit www.imortgage.com or call 909.912.7835.

Check out our branches in Rancho Cucamonga and Temecula Today!

RICHARD HEDRICK Branch Manager

Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

1) Mortgage Executive Magazine 2015, loanDepot.com, LLC dba imortgage NMLS ID 174457. 2) Enterprise wide and includes loanDepot.com, imortgage, Mortgage Master, Inc. and LDWholesale. imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

Corporate NMLS ID 174457. All rights reserved. 06082016 6393

Executive Agent of the Month

21 17 Rodrigo Franco RE/MAX TIME

Professional Profiles

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The Palanca Group

Dawn Tobin

Keller Williams Realty

imortgage ExecutiveAgent Magazine

October, 2016 - Inland Empire

Editorials 10

Customer Impact: The Winner’s Edge -Bill Brooks

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How To Go From Making A Living To Designing A Life -Mark Hunter

E XECUTIVE AGENT

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MAGAZINE

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 City of Hope..........................................................26

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imortgage..................................................................2

Get While The Gettin’ Is Good -Rich Levin

i Photography Studio.............................................23 New American Funding........................................36 PWAOR...................................................................34

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SBAOR...................................................................27

The Best Gift To Give Yourself And Others...

-Jim Rohn

The Termite Guy......................................................3

There Are No Guarantees -Chris Widener

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe, Julie Brown

Take Action Or Accept The Results -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.

Recognizing Potential -Zig Ziglar

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E XECUTIVE AGENT

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Written by Haley Freeman

Dawn Tobin

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fter more than 20 years in the real estate and mortgage lending industries, Dawn Tobin knows the importance of delivering what she promises. In a business dominated by disclosures and deadlines, rate changes and market volatility, many unanticipated vari-

ables can cause a seemingly simple transaction to take a sudden wrong turn. Dawn’s experience and commitment to seeing things through grant her the power to overcome obstacles and meet the expectations of both clients and colleagues.

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We have a loan for every home... simple as that.® Dawn began her career working in real estate, and after the 1990s market crash, she decided that helping people obtain home financing was her true passion. “I really like to problem solve,” she says, “and when people come to me because they want to get a house, I love figuring out a way to make that happen. During the process, I pretty much learn everything there is to know about a client. I know if they have a DUI, if they’re ordered to pay child support, or if they had a business that failed. A high level of trust has to be there in order for me to help someone.

I feel like I’m an easy person to talk to, and I love the human side of this business.”

Along the way, Dawn has worked with companies both large and small, granting her a comprehensive perspective on the best business practices in the industry.

She recently joined her exceptional skills and experience together with the team at imortgage, a company that is both sturdy and innovative, providing clients with reliable lending products and efficient service. “Our company is very team-oriented, and I know many of the managers here from when we previously worked at Countrywide. I feel like there is a lot of solid backing in this company and a real understanding of the mortgage industry, while still being progressive. It makes a real difference for me in terms of my ability to deliver on what I promise.”

Dawn has a long working relationship with residential builder Legacy Homes. “When they heard I was considering a move to imortgage, they said they would love to work with me there. We have a reputation for being professional and making loans happen as seamlessly as possible. And we’re really on top of the available products out there. When something doesn’t quite fit on the imortgage side, we can take it to our LoanDepot side and find the right program for the circumstances. Working with other professionals who have been in the industry for a while also makes a difference. I have access to decision makers who are willing to look at a file carefully and find ways to make a loan work.”

Generations of people came to him, and he always had their confidence. He taught me to always be honest with people and do what you say you’re going to do for them.

I want to give my client the best experience possible.”

Dawn spent many years of her career as an in-house lender for a real estate company. She cultivated trust with her real estate partners by always showing up as a professional, with the poise to handle difficult situations and the perseverance to see matters through. “I don’t just take no for an answer, and I make sure the facts are straight. This is the most important thing in people’s lives, and it affects their entire household. I’m dedicated to the clients and business partners I take on, and I’m committed to helping them get their home and close their escrow on time.”

In her free time, Dawn loves to unwind by working in her garden. She also enjoys tropical vacations to exotic destinations like Hawaii, Venezuela and the Bahamas.

She says that Aruba is one of her favorite places for the beauty of both its scenery and its people.

Here in beautiful Southern California, Dawn is enthusiastic about helping people to achieve a greater future.

She inspires confidence and trust by communicating authentically and doing whatever it takes to get the job done. She says, “You always have to deliver on your promises.”

An upbeat, energetic person who loves people, Dawn continues her stepfather’s legacy of providing the people in her care with honest, thoughtful service. “He was a veterinarian, a small country doctor from Texas.

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Dawn Tobin imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Tel: (626) 242-5318 Email: Dawn.Tobin@imortgage.com Web: www.imortgage.com/dawn.tobin NMLS ID 253487

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2016.

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Recognizing Potential

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Written By Zig Ziglar

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New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils from the cup. Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to sell and it’s fairly priced.” Then he caught the next train.

potential of others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we can help them discover it for themselves.

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

At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a businessman.”

A wise man said, “A lot of people have gone further than they thought they could because someone else thought they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them, but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human being. Just as the first step to success is knowing your own potential, the second step is knowing the

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Customer Impact: The Winner’s Edge

By Bill Brooks

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any years ago, a racehorse named Achmed became one of the first horses in history to win more than $1 million in a single season. During that same season, there was another horse that came in second in almost every race that Achmed won.

Interestingly, Achmed won 15 times as much money as the horse that consistently came in second. Later, the champion was sold for ten times more money than the second runner. A big difference, huh?

Does that mean that Achmed was 15 times faster than his nearest competitor? That question intrigued a sportswriter, so he made a study of the times logged by the two horses.

Achmed’s finishing times averaged only 3 percent faster than the slower horse.

Simply stated, the champion that year had a winner’s edge of only 3 percent over his nearest competitor, but it was enough to bring his owner 15 times more prize money and give him ten times as much value!

When it comes to making a sale, there are only winners and losers - no one comes in second. You either make the sale or you don’t, and the winner gets 100 percent of the money.

For most salespeople, income is directly proportional to the number of sales made. Although you may be able to change jobs often enough to remain ahead of a draw, or you may jump from one salaried selling job to another and keep some income coming in, sooner or later, it will catch up with you. If you don’t close sales, you won’t make a living as a salesperson.

Don’t Just Show Up For The Game; Play To Win Life is clearly not about “just making a living” - that’s the loser’s mentality. Losers feel privileged merely to be in a

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big game, but winners always play to win it.

As a college football coach for 14 years, I learned that you can almost always predict the outcome of a championship game by listening to what the coaches and players of the two teams say before the starting whistle sounds.

It’s now ancient history, but the 1986 Super Bowl offers a great example of how it works. The Chicago Bears won it decisively.

Make no mistake about it: the New England Patriots brought a great team to the championship game that year.

They had many talented players and excellent coaching, and they had overcome great adversity and defeated some strong teams on their road to the biggest game of the year in the National Football League.

But the difference in the two teams showed clearly throughout the tail end of the season. The Patriots seemed surprised that they had made the playoffs, shocked that they’d won their conference championship, and amazed that they’d earned a right to play in the Super Bowl.

“We’re just glad to be here and have an opportunity to play in this game,” several of their players told the press in the week before the big game.

However, the Bears had decided before the season started that it was to be their year to win it all. They were convinced they could win every game they played that year, and they did win all but one. “No team in football can beat us!” boasted their cocky quarterback Jim McMahon before the big game.

Then he and the Bears confidently went onto the field and backed up their claim with a dazzling performance.

When it was all over, they were clearly the champs.

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Customer Impact: How To Get More Of It

years training salespeople for some of the world’s leading organizations.

I suspect that you want to become a winner at the selling game. The truth is, you probably are already a winner.

Losers seldom read articles like this, but winners read anything and everything that can help them keep their winner’s edge honed to razor sharpness.

It’s clear that the ability to gain and hold the attention of enough of the right people is what gives the top 5 percent of salespeople their winning edge.

If you have a champion’s heart, your next question is likely to be, “How can I get more customer impact?”

In a way, that’s what sales is all about. Every sales idea is designed to do one thing: to enable you to connect with and influence enough of the right people to do the right things to get what they want out of life. Let’s take a brief look now at how to boost your customer impact.

I’ve been around selling all my life. My father sold for 43 years, and I’ve been selling all my adult life. Even when I was coaching, most of what I was doing was selling.

What’s more, I’ve had some excellent teachers and mentors in the selling profession. More recently, I’ve spent many

During all that time, I’ve noticed that the salespeople who have high customer impact reflect three basic qualities: 1. Strong personal attributes and attitudes 2. Specialized knowledge and skills 3. A propensity for doing the right things at the right times What we are talking about are people with positive attitudes, in real situations, dealing with real motivational forces, and taking real-world, tangible actions to produce desired results.

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright©2003, Bill Brooks. All right reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; http://www.frogpond.com.

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E XECUTIVE AGENT

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Written by Haley Freeman

The PALANCA Group

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att and Joyce Palanca know that real estate clients are most satisfied when the details of a transaction are expertly attended, communication is transparent and the terms are fair. The best result happens when everybody wins. The Palanca Group’s

reputation for professionalism and integrity is the foundation for their lasting relationships with both clients and colleagues, who trust them to conduct business with everyone’s best interests in mind.

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Making Real Estate A Win-Win Matt and Joyce are Orange County natives who met while earning their degrees at Chapman University. Matt went on to join his family’s entertainment company, where he took on various roles while earning his way up to executive management. Meanwhile, Joyce enjoyed a successful career as a pricing analyst in the aerospace industry before she took time off to make raising their three children her top priority. They eventually decided to purchase and flip investment properties, and they found that they worked so well together and so loved the challenges of buying and selling homes, that a joint career in real estate was their next logical move.

The Palanca Group is powered by Keller Williams Realty, where Matt and Joyce quickly distinguished themselves as top-producing Realtors®. Married for 25 years, they bring their mutual respect and complementary skills to every transaction, ensuring that clients receive conscientious and comprehensive service.

Joyce’s caring nature, meticulous attention to detail and the experience she garnered working in the REO department of a large mortgage company are just a few of her contributions to the team’s success. “Joyce is our buyer’s agent, and her gift is listening very well to help clients find exactly what they want,” Matt says. “She helps 100 percent of her clients find the right home, but one of the things that makes her so successful is her ability to get such a high percentage of her offers accepted. She packages them really well. I do the listings, and together we offer Nordstrom-style service.”

“Matt is great at sales,” Joyce adds. “He’s a huge communicator, and he’s a confident problem solver who can figure out how to move any type of obstacle out of the way to make sure a transaction completes. Matt is really good at getting the highest price for a home in the shortest amount of time for a seller. His listings never sit around for long. He’s funny as well, and while this is a serious business, he can make a stressful situation less of a worry for our clients.”

Due to Matt’s familiarity with construction, he has the expertise to evaluate the necessity and cost of home repairs. “A lot of agents don’t understand how to make a request for repairs, and they don’t know how much things will cost. Our ability to address these issues is one of the reasons our deals don’t blow up when something needs to be fixed.” Matt is also skilled at guiding clients through complex land and development transactions.

The Palancas are supported in providing world-class service by a group of carefully selected individuals who share their conviction for professional excellence. These include a dedicated assistant and transaction coordinator, as well as a whole team of title, escrow, interior design and lending partners who are leaders in their fields.

Clients express their appreciation for The Palanca Group’s service with their referrals and with reviews like this one: “We purchased our first home with The Palanca Group, by far and away the best home buying experience.

The Palanca Group was knowledgeable of the market, helped us locate and finance our home. They negotiated incredible terms with the previous owners and made sure our best interests were always priority number one. After our home purchase was finalized, they paid us a visit at Christmas time just to check in on us and make sure we were well. Not only are they amazingly experienced Realtors® – honest and helpful – they’re friends. Two years has gone by since our purchase, and we still communicate with Joyce and Matt for home renovations and check-ins. Wonderful experience, great team and thankful for the help they gave and give us.”

Matt and Joyce are also committed to giving back to their community. Joyce is a longtime member and leader of the Orange/Villa Park National Charity League and the North Orange County Delta Gamma Foundation, and she currently serves on the board of Released Time Christian Education. Matt regularly volunteers at the Fred Jordan Mission in downtown L.A., and he loves sharing his passion for surfing by teaching kids the sport.

By living and working with integrity and accountability, Matt and Joyce continue to create win-win scenarios for buyers and sellers. No matter if a property is worth thousands or millions, they take pride in providing everyone with the same quality service. Matt sums up, “We know we’ve done our job when everybody wins.”

The Palanca Group Keller Williams Realty 17822 E. 17th Street, Ste. 101 Tustin, CA 92886-3500 Tel: 714-612-7453 714-366-7661 Email: homes@thepalancagroup.com Web: www.palancagroup.com CalBRE 01317936

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Take Action Or Accept The Results...

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n all areas of life, taking action is the key to success.

Most people who fail to achieve what they want, fail for lack of action. The ability to take action is the skill that ultimately separates the winners from the losers in the game of life. There are a number of truths that I have come across in my business and while coaching clients.

These truths should be reviewed and lived by to produce the abundance in life that you desire.

Truth #1: It’s more essential to success to be consistent than to be precise.

The power of consistency is one of the most significant forces in the world. It far outstrips the power of exactness.

If you are consistently doing enough things right, you will reap a huge reward. If you are waiting until you have it down to perfection, you are not going to take any action.

In sales, more than any other profession, consistency of your actions pays big dividends, while infrequent action, even when right, pays very little. The daily consistency of prospecting and lead follow-up is the gateway to sales success and high profitability. Again, it’s more essential to success to be consistent than to be precise.

Truth #2: A step toward your goal is a step in the right direction . . . even if it is a misstep.

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Too often, we fail to act due to fear of failure. We can become paralyzed by the need to be right or correct in all our actions. My late friend, Jim Rohn, says that to achieve your goal you need “measurable progress in reasonable time.” That doesn’t mean all the progress we make will be going in the right direction every time.

Earl Nightingale said, “Success is the progressive realization of a worthy goal or ideal.” To achieve a worthy goal, we have to progress toward it through the trials. We must proceed with consistent action. It also says there are times when we will be heading in the wrong direction and have to adjust our course of action.

In the end, success is a poor teacher. The real teacher in life is adversity and short-term failure. You will always learn more from your defeats than your victories. In sales, you will learn more from the sale lost than the sale made.

Most salespeople think that when they make the sale, they did everything right. What happens if that assumption is not true? What if you did just enough right to beat out the other guy, but he wasn’t any good? What will happen when the competition gets tougher or the marketplace gets tougher? Will you have the skills you need to dominate then?

Too often, we fail to face reality. This comes back to us

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in unfulfilled potential. Unfulfilled potential eventually manifests itself as regret. We have to be fixated on taking steps to obtain our goals daily . . . even if they are the wrong steps. It’s better to make a decision and find out it was wrong than avoiding making a decision at all. At least you know what you should not do next time.

Truth #3: Even when you choose not to decide, you have still made a choice.

Far too many of us just hope things will get better.

We hope to become healthier or thinner, or we hope we will earn more. We have wishes and dreams but no commitment or definitiveness to change what we are doing to ensure the desired result. We fail to take action on what we know we need to do now.

Many of us can vacillate over a decision for days, weeks, months, or even years. We must realize that by not making a decision, we have essentially made a choice. We end up making decisions by default because we did not decide and act. The decision was made for us.

As salespeople, by not preparing for a changing marketplace or changing economy, our choice is solidified.

We have chosen, by default, to not do as well or earn as much when the marketplace change occurs. Would it be

reasonable to assume that our marketplace will always remain the same or improve? Would we be protecting our families and assets if we assume that we don’t need to improve our skills and abilities in sales? Our decision to not act in truth means we still have made a choice.

Take ten minutes to evaluate these truths. Are you embracing these truths in how you run your business and life? Are there changes that need to be made? When do you need to make the changes? Here’s a hint…NOW! Don’t get paralyzed by inactivity or perfection. Turn action into your asset. That’s what true Champions do!

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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EXECUTIVEAGENT MAGAZINE

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Executive Agent of the Month

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Written by Haley Freeman - Ian Wiant Photographer

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hen someone makes a difficult task look simple, you know they have mastered it. “Making Real Estate Simple” is the motto Rodrigo Franco and his team at RE/MAX TIME in Rancho Cucamonga strive to put in action every day. They make real estate simple for their clients by being the experts, with the knowledge to handle real estate matters competently and the professionalism to do it gracefully.

Rodrigo’s career began when he was still a teenager, assisting his mother in the real estate office where she worked. “The MLS was DOS-based then, and they would bring me in because I was the only one who knew how to navigate the internet,” he remembers. Rodrigo entered the mortgage industry shortly after high school. He went on to manage an office of 23 agents through the market downturn while overseeing a sizable REO account. In 2012, Rodrigo

was recruited by RE/MAX, where he has assembled the outstanding team he leads today.

Aided by two buyer specialists, a transaction coordinator and a production assistant, Rodrigo is equipped to help more people than he could alone while maintaining phenomenal service levels. He maintains his large core of referral clients and takes on new ones, as well, by delegating tasks and reserving his time for personal client service. “There’s no secret sauce. It comes more to just understanding clients’ needs and catering to them. I always start with a consultation so I can learn what is important to them.

Then I match them with a lender who fits their criteria and possibly one of my buyers’ agents who fits their personality.

My TC and assistant quarterback paperwork, inspections and appraisals, so I am free to negotiate contracts and work directly with clients.”

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A leader who is both inspiring and relatable, Rodrigo strives to provide opportunities for his team members to reach their greatest potential in life and in real estate. He recognizes the value of each person’s contribution, and leads by example by investing in his own professional development. “I believe that managing people is not something where you are the leader and everyone else is below you. Managing is about developing and growing others. I do my best to take care of them and make sure they are able to grow their businesses, as well. Coaching has been one of the key factors in the biggest and best changes I have made in life in the last few years. I’ve learned to step away and watch myself from a different perspective in both my business and personal life. I try to do my part in the world by giving back from what I know so others can be successful, too.”

Currently, Rodrigo is working on obtaining his broker’s license. His vision for the future includes expanding his team with quality leaders who also wish to develop buyer specialists to work with them. “I’m not looking at numbers, but at bringing people together who share a vision of making real estate simple for their clients.”

As part of his commitment to keeping real estate simple, Rodrigo works hard to give his clients a good overview of the process, but only so they know what to expect during the 60-to-90 days until their transaction closes. “Once they understand, I say, ‘Let me take that back from you.

Let me worry about the legalities and timelines. The more informed you are the better, but your focus should be on liking or not liking a property. It’s my job to worry about the details.’”

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Reaching Your Goals Born in Central America, Rodrigo has real compassion for individuals who struggle with English as a second language and the complex legal processes of a real estate transaction. He is a champion of those who may be vulnerable to unscrupulous professionals intent on misleading them or simply giving them bad service. “I wasn’t fluent with English until my freshman year of high school. When my mom bought her first home in Long Beach, she had a bad experience and was put into a high interest loan. I wish I knew then what I know now. I have clients from all walks of life and ethnicities, but my Hispanic clients are my largest database. I see how many are out there blindly relying on others for resources and are steered in the wrong direction with properties. We were that client at one time.

I make it a point to get my clients educated so nobody go-

ing forward can take advantage of them. It’s the biggest motivator for me. I make sure no one is left behind when working with me.”

Rodrigo continues to draw inspiration from his grandparents, who accomplished extraordinary things despite their modest circumstances in life. “My grandfather ran a little farm, and my grandmother ran a store from the house where she baked goods and sold them. They are both illiterate, but they ran businesses. They could do math and manage employees, and they always worked hard. They are simple, humble people. I always took that upon me, that they did it with all the challenges they had. I have so much more, why can’t I do better and more?”

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At 35 years old, Rodrigo is in just the right place in life to help people across generations, as well as across cultures. He has the drive to exceed expectations, the experience to solve problems and the wisdom to develop others around him. “I feel like I can connect with people who are both younger and older than me and build trust. I’m blessed to be doing business with families across three generations, and I have a strong referral network throughout L.A., Riverside and San Bernardino counties.”

Rodrigo is the father of four in a blended family. About his wife, Cindy, he says, “She is my best friend, partner and motivator. Day in and day out, she is a big part of what helps me stay focused. In my time off, I’m devoted to my kids and teaching them everything I know and raising them the right way. I can only wish what I teach them helps them be successful and live a good life. We are big fans of action sports, and our garage is full of anything

that ends in the word ‘board.’ We skateboard, wakeboard, snowboard – we love to be out in the ocean, mountains and desert. It means everything to look behind or beside me and see my kids right there with me.”

Because he brings that same zest to real estate, Rodrigo never feels like he is working. “It’s not a job to me. I love what I do. I have fun with my clients, and I feel like my purpose is protecting them and helping them find the right home. I’m a real person, and I truly care about the service I provide.”

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Rodrigo Franco RE/MAX TIME 10535 E. Foothill Blvd., #100 Rancho Cucamonga, CA 91730 Tel: 909.559.4356 closing24seven@gmail.com www.rodfranco.com CalBRE # 01917532 ExecutiveAgent Magazine

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Get While The C

oast to Coast the Market is Heating Up. Jan is in Los Angeles. Donna is in Long Island.

Both are selling million and multi-million dollar homes. Kelli is in Florida. Kyle is in Illinois. Both are selling one hundred thousand dollar homes. From coast to coast, border to border Real Estate markets are already busy. All signs indicate that people are realizing that home prices are down, interest rates are down and what is called the house affordability index is the lowest it has been in a century.

WIIFM… so, What’s in It for Me? If you don’t own a home and you are able to buy, that is, if you have a secure job, a modest amount of cash, and decent credit then you can borrow more money and buy more home than people have been able to buy for over a hundred years. It’s crazy but it’s true. You will have a huge tax deduction each year. When you own a home no one raises your rent or limits the use of the space in which you reside. There is more in it for you but this is enough for now.

If you are selling, with the activity in the market this spring, this will inevitably be another time when Buyers are competing for the best homes for sale. Much like what happened during the tax credit flurry. There will be a bump in prices. Follow your REALTORS® advice about the ways to make your house look its best. If it doesn’t sell quickly, adjust the price every three or four weeks and don’t be too concerned over taking a slightly disappointing price if you able to get a great price on the home you are buying.

And if you are an Agent, get on the phone and call all of those people who said they were waiting for the market to get active. It’s active. Follow up on all the leads that come your way. Hold Open Houses, and talk to the Guests who attend. The market is full of people eager to finally make the move they have been thinking about.

Pent-up Demand is Unleashed.

Real Estate Buyers and Sellers will only wait so long.

Families grow. People get new jobs or lose them. Life changes happen. There are a myriad of reasons that people move. When those reasons arise people will wait for a while, even a year or two, then it’s time to get going.

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When the reason people delay is widespread, like concerns over the economy, then lots of people delay and at some point they are willing to take the risk. At that point, many people enter the market at once. We are experiencing one of those times.

Politically, if you like our president then you may believe he has figured out how to make things better. If you don’t like our president, then you may be optimistic that his replacement will make things better. Either way, lots of people for lots of reasons are choosing to buy that home or make that move that they have been delaying.

So, What’s To Do? Trust the smartest most successful people you can find. Billionaire Warren Buffet’s secretary of 37 years, Debbie Bosanek, asked him if he thought it was a good time to buy. She said, “He told me that it will be the best opportunity in my lifetime.”

Nearly all of the economists, successful investors and financial advisors, even the ones that, just last year, were saying it was not yet the time to buy a home are saying that now is an opportunity that is extraordinary. There is widespread, nearly universal belief that we have hit the bottom of the market.

So, what’s to do next? Contact a Real Estate Agent you trust and discuss what you might like to do. And as Larry the Cable Guy says, “Git ‘er done.”

Rich Levin is a Master Real Estate Coach and Productivity Expert. You can order Rich’s complete 2012 Planning Workbook at the number or e-mail below. You can experience Rich Levin live, every weekday on his 1st Fifteen Daily webinars. Register at www.FreeCoachingWebinars. com. For speaking engagements or coaching information you can contact him at Rich@RichLevin.com. ©2012, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com; http://www.

FrogPond.com.

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Gettin’ Is Good

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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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

11/25/13 6:02 PM

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There Are No Guarantees just read the following story in the Washington Post about four members of last year’s Forbes 400 list: “Four of last year’s billionaires were wiped out entirely - Swiss shareholder activist Martin Ebner, German media tycoon Leo Kirch, Brazilian television mogul Roberto Marinho and Turkish banker Mehmet Karamehmet.”

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are merely means to an end, not the ends themselves.

The true riches of life are people, friends, family, character, faith and the like. Make sure you give these things the proper place they deserve. For example, do not give up your family to get wealth, because one day your wealth may be gone, and when you return to your family, it may be too.

Amazing. One year you have over one billion dollars and the next year - poof! – it is gone. WOW!

Share. When you achieve success, share with others.

I mean, if it is going to go away, you may as well distribute a little to others before it goes! When you get, give. When you have, distribute. Who knows, if you ever lose it all, one of those friends you gave to may be the one to help you back on your way.

So what does that mean? Well, for one it means that your one million could go too. Or your $100,000, or your $50,000.

“That sounds kind of hopeless Chris.”

Not at all. I am not suggesting that we should in any way give up the pursuit of success. I just think we need to understand that there are no guarantees in this life and we should hold all things loosely. The harder you hold on to things, the harder it is for you when you see them go. Wealth and achievement are fine and should be pursued, but they are not the most important things in life, and they can go as quickly as they came. As the old saying goes, “Easy come, easy go.” So what should be our perspective?

I think there are a few things we should keep in mind as we pursue success while understanding that there are no guarantees.

Give it all you have! Above all, give your life everything you have. Go for broke! Try it all, and reach for your dreams. Get to the end of your life knowing you did not hold back.

When you get it, hold it loosely. The tighter you hold on to something the more it is blown out of perspective and the more dangerously close to an unhealthy idol it becomes in your life. And the harder it is when it goes. We should enjoy the things we have, whether it is fortune or achievement, but they should not be our whole life.

Some of you may say, “Chris you are not being a positive thinker.” I sure am! But I am also being realistic.

Think of those four billionaires. Had you met them two years ago and walked through their swank offices and mansions you would have thought they were the greatest possibility thinkers on the planet! Maybe they were. But what are they now? BROKE. There are no guarantees in this life. We should live each day as though it may be the last. Enjoy it to the fullest and plan for what we will do if we are given a tomorrow. If good things come we should enjoy them. If bad days come, we should enjoy them too. It is all part of life and its processes.

Go for all you can but do not sacrifice the good things to get it - and when you do get it, hold it loosely because there are no guarantees in this life.

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

Keep the best things in life as central. Money is not the best thing in life. Neither is achievement. Those things

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Written By Chris Widener

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EA

How to Go From Making a Living to Designing a Life

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ontrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are. The only thing that really matters to be successful in selling is your ability to shut-up and listen.

On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation.

To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some infor-

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mation. Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want. On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements.

When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them.

Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds.

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Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute).

Even though you may not use all 40, you’ll definitely be more prepared. In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking short questions, you’ll ensure that the customer is doing most of the talking. You’ll learn valuable information that will help you better understand the customer’s needs.

that no matter what the customer’s response is, some good follow-up questions will naturally arise.

By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell!

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http://www.

TheSalesHunter.com . Copyright© 2007, Mark Hunter.

All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPOnd.com; http://www.FrogPond.com

If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer backup systems, you might ask, “Can you explain to me what happens when data is lost?” This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is

Written By Mark Hunter

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EA

The Best Gift to Give Yourself and Others.....

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’m often asked the question, “How can I best help my children, spouse, family member, staff member, friend etc. improve/change?” In fact that might be the most frequently asked question I receive, “How can I help change someone else?”

My answer often comes as a surprise and here it is. The key to helping others is to help yourself first. In other words, the best contribution I can make to someone else is my own personal development. If I become 10 times wiser, 10 times stronger, think of what that will do for my adventure as a father... as a grandfather... as a business colleague.

The best gift I can give to you, really, is my ongoing

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personal development. Getting better, getting stronger, becoming wiser. I think parents should pick this valuable philosophy up. If the parents are okay, the kids have an excellent chance of being okay. Work on your personal development as parents; that’s the best gift you can give to your children.

If you have ever ridden in an airplane, then you might have noticed the oxygen compartment located above every seat. There are explicit instructions that say “In case of an emergency, first secure your own oxygen mask and then if you have children with you then secure their masks.” Take care of yourself first... then assist your children. If we use that same philosophy throughout our whole parental life, it would be so valuable.

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Written By Jim Rohn

If I learn to create happiness for myself, my children now have an excellent chance to be happy. If I create a unique lifestyle for myself and my spouse, that will be a great example to serve my children. Self-development enables you to serve, to be more valuable to those around you; for your child... your business... your colleague... your community... your church.

That’s why I teach development skills. If you keep refining all the parts of your character, yourself, your health, etc. so that you become an attractive person to the marketplace - you’ll attract opportunity. Opportunity will then begin to seek you out. Your reputation will begin to precede you and people will want to do business with you. All of that possibility is created by working on

the philosophy that success is something you attract by continually working on your own personal development.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com

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