OCTOBER 2017 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

ENEX & SANDY

PADILLA Executive Agents of the Month

PROFESSIONAL PROFILES Alex Calderon M. Kay DeRight

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www.loandepot.com/branches/rancho-cucamonga-ca

we’ve moved!

RANCHO CUCAMONGA BRANCH

OUR NEW ADDRESS: 3281 E. GUASTI ROAD, STE 550 ONTARIO, CA 91761 DIRECT OFFICE: 909-912-7810

$100B FUNDED SINCE 2010

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- Seller concessions allowed up to 6%

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VA RENOVATION MORTGAGE - Standard VA guidelines apply - Owner occupied, primary residence only - Seller concessions allowed up to 4%

SAME GREAT SERVICE. SAME GREAT PEOPLE! Richard Hedrick NMLS# 1059650 Branch Manager

(909) 912-7835 office (714) 400-2753 cell 3281 E. Guasti Road, Ste 550 Ontario, CA 91761 rhedrick@loandepot.com www.loandepot.com/branches/rancho-cucamonga-ca

Contact us today to discover how you can advance towards your dream home!

CA LIC #4131040

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

Golden Path Team Century 21 King

21 17 Professional Profiles

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Alex Calderon

M. Kay DeRight

loanDepotÂŽ

HomeSmart, Evergreen Realty ExecutiveAgent Magazine

October, 2017 - Inland Empire

Editorials 32

Having Faith And Trust Will Lead To Success -Mark Victor Hansen

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Believe In What You Sell Or You Won’t Sell It -Pam Lontos

E XECUTIVE AGENT

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

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Creating A Niche -Nancy Michaels

iPhotography Studio...............................................23 Kinecta Federal Credit Union...............................36 loanDepot®..............................................................2

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PWAOR...................................................................34

Becoming a Peak Performer -Peggy Morrow

SBAOR...................................................................27 The Termite Guy......................................................3

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How Patience Makes You Rich -Jim Rohn

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

Checklist Your Business -Walter Sanford

© 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.

Talking to Yourself -Zig Ziglar

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Written by Haley Freeman

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Alex Calderon

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lex Calderon, Loan Consultant at loanDepot says, “I ike working with people and seeing the results of helping them achieve their goals.”

“I’m passionate about my work because I enjoy helping people build bridges and move up in life.”

opportunity. Just 20 days after obtaining his license, Alex closed his first transaction. At only 21 years old, he achieved what few have done and built a prosperous career for himself in real estate.

But after two years in the business, Alex noticed a disparity. “I realized the loan officers we were giving our business to just weren’t moving fast enough,” he recalls. “It triggered something in me, and I suggested that we add another gear to our business.

We were missing an opportunity to serve our clients better.”

Alex sought out the best mortgage training he could find and met with investors. The more he learned about lending, the more he liked it. His efficiency, integrity and practice of delivering on his promises quickly earned him the trust of his clients, and Alex’s business continued to thrive.

After high school, Alex was juggling two jobs and college classes, when a career in real estate caught his interest. He approached a friend who was a seasoned real estate broker and asked him for an

When business slowed during the recession years, Alex seized his opportunity to return to college and complete his education. Then, life presented him with a grand adventure, and he made his way to the oil fields of North Dakota, where he worked as a safety advisor for a petroleum company. “I got to help train and teach employees on safety issues, and I experienced a good amount of success there and learned a lot. It was also an opportunity for inner growth, since I didn’t have my family and friends around, and I spent a lot of time with nature. It detoxed and cleansed me in so many ways.”

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Building the Bridge to a Sustainable Future In time, Alex returned home to California and reconnected with his family. It was inevitable that he would also return to the industry he loves, and today he brings with him a fresh perspective and new skills he acquired during his journey. “Over the years, I’ve learned the importance of being a good listener,” Alex says. “Also, asking the right questions and then analyzing what I’m told so I can provide options.

I’ve also learned how important it is to be part of the solution in any situation, and not part of the problem.

Utilizing critical thinking is essential to the loan process and helping people tap into possibilities they may not have considered before.”

This positive, solutions-driven approach to mortgage lending makes Alex a perfect fit at loanDepot, a company reputed for its progressive loan products and forward-thinking culture. “There are so many things I’m excited about,” he says. “Our state-of-theart technology makes us so efficient, and the loan process much easier for the client. This is also a company that operates on core values that focus on the fundamentals. It’s important to me to work with a company that is humble, but aggressive enough to be a leader in the industry. We have great training, strong compliance, and I am working with people with integrity.”

Alex quickly establishes rapport with people, and his relaxed presence puts them at ease. He is patient when guiding first-time buyers through their financing options, and an expert at meeting the expectations of more experienced clients. As a former Realtor®, Alex understands the needs of his real estate partners and is proactive about communicating and moving transactions to a seamless conclusion.

When he’s not at work, Alex loves to recharge by getting away to the mountains with his Lab-mix rescue, Ginger, at his side. “That’s my happy place.

Nature is a great reminder that we really don’t need things to be happy; happiness comes from within.

I try to pay attention to my psychological diet and the things I’m thinking about to stay focused on the positive. Being outdoors helps me balance that part of my life and generate a different type of thinking.”

Alex finds ongoing satisfaction in his work of helping people build the bridge to a sustainable financial future through home ownership. “Helping others is so rewarding,” he says. “Owning a home can make a real difference in someone’s life, and I love being a part of their success.”

Alex Calderon loanDepot® 3281 E. Guasti Rd. Ste. 550 Ontario, CA 91761 Tel: 951-316-3369 Email: acalderon@loandepot.com Web: www.loandepot.com NMLS ID 1602392

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.

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Believe In What You Sell Or You Won’t Sell It

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recently went into a store that sells expensive ergonomic furniture. I asked the price of a particular lounge chair. “About a thousand,” said the salesperson. “About a thousand?”, I questioned. “Around that.” I was browsing some other choices when she went over to help someone who had just come in.

He was looking at ergonomic pillows. I heard her telling him all about these $50 pillows: how the shape was good for your neck, what the interior material was composed of, about the hypoallergenic covering. She was selling this pillow as though it were a ...well, as though it were a thousand dollar chair.

If you don’t believe in what you sell, you won’t sell it.

Or at least, you won’t sell it frequently as you should. How can you possibly become comfortable selling a home for $750,000, when you think anything beyond the minimum essentials is extravagant? If you think what you’re selling isn’t worth it, that’s what will show when you try to get someone else to buy it.

There is a way to overcome this. Start looking at things from the customer’s perspective. There are plenty of people who will buy a home that costs $750,000. As a matter of fact, there are people who will pay more than they have to just for the prestige value or because of an emotional need to own a certain house. People buy things for many other reasons than price. You don’t necessarily have to figure out every customer’s motivation. Just understand that location, design, status, and comfort are all reasons people will spend more money on a home.

Look at your inventory and mentally note or write down all the reasons someone would want to own each property at the price it is marked. When a customer asks about a particular house, find out if any of these reasons are important to them. Then sell by focusing on that reason.

A $1,000 chair may have seemed a luxury to my salesperson. But to someone in pain from a bad back, it would be well worth it. Seeing it in that perspective, the salesperson would have felt comfortable selling that chair at that price.

Every house on the market is there because there are people who will buy it. If there is not a niche who need a certain house at a certain price, it is taken off the market.

This goes for extravagantly priced luxury homes as well as cut rate “fixer uppers.” Don’t second guess your customers.

Sell according to their wants and needs, not yours.

Pam Lontos, CSP, MA, is one of the country’s top sales trainers and motivators. Copyright© 1999, Pam Lontos.

All rights reserved. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, please contact The Frog Pond Group at 800-704-FROG (3764) or email Susie@frogpondgroup.com.

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CHECKLIST YOUR BUSINESS

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hen I first got in the business, I found myself with a manilla folder and hundreds of bits of pieces of paper stuck any which way with no regard to purpose, chronology or importance. Then the day came when I received the phone call from a grumpy seller. I frustrated the seller because of my lack of ability to answer his questions and thus was born my need to become systemized under a checklist format.

Let me tell you about the excitement of having a checklist mentality: 1. You don’t have to store the information in your brain.

Once you make an addition to a checklist, the step has been remembered forever!

2. Every time you go to a seminar and receive a brand new idea, don’t you find it frustrating in its implementation?

Well, add it to your checklist. The idea almost certainly fits under some category and in that category it’s going to get done! Just go back to your office manual (a binder of checklists!) of the main business systems that you do, and enter it under the appropriate checklist number. Now, your brain doesn’t have to remember it, and it automatically gets handled as long as you have the discipline to complete your checklist. The last item on most of my checklists says I can’t take the file off my desk until I finish the checklist!

3. Remember the times you shook your head and wondered where all the money went. Well, let me tell you, it went to overhead. It went to all those necessary (spur of the moment) emotional expenses that you just had to write a check so you could save, increase or improve your business. Over the years I have found that most of those checks written were unnecessary and a checklist is a perfect form for going back to and cutting. You will see your totals drop out of your Schedule C. Yes, that’s right. When I tell you that you need to bring your overhead to less than 25% of your gross, where do you go back and cut, that’s right, you cut line by line out of your checklists. Go back and ask yourself the question, what could have been eliminated that nobody would have missed. It’s a refreshing experience.

4. Another reason for checklists is simply it provides foundation and basis for delegation. As you may know, all the mega agents that I’ve ever counseled, trained and coached have had to do the actual business systems themselves then generate checklists, and then were able to finally delegate the task to a less expensive widget maker who followed the pro’s step.

5. It may even provide the basis for your next career like mine. (Speaking and training) 6. How about selling your business someday - won’t it be worth more if you have directions on how to run it?

So there you have it, lots of reasons to checklist your business. It not only will increase your speed and efficiency, but most important, one of the greatest aspects of customer service is consistency. Remember, do the best the same way all the time and soon you’ll never have to prospect for new clients again because they’ll be self-generating. Just spend the time to write down all the things you do the next time you commence a new business system. Preparing a lifestyle, making the presentation, marketing the listing, closing the transaction, lead generation, follow-up, even opening the office can all be checklisted tomorrow. I have over seventy checklists that I used in my top performing real estate business that I now use to coach top performing agents all over North America.

This checklist is the first step for growing, maintaining and developing raving clients and increasing that elusive net! I hope you put them all to good use.

Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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E XECUTIVE AGENT

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M. Kay DeRight Treating You Like Family Written by Haley Freeman

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Kay DeRight and her husband moved west from Springfield, Illinois to Southern California in 1986. She spent her early career in the field of human resources and labor relations, both in the private and public sector, where her genuine warmth and quiet authority made her an effective advocate. After two years living in the UK with her husband and two young children, she returned to the United States uncertain about her professional future. “I had always been interested in real estate,” she says, “and I thought it would be fun. With my

background in labor negotiations, I also thought it would be a profession where I could make use of my experience as a negotiator.”

Her theory proved true. Kay’s natural gift for connecting with diverse people and her sharply honed ability to help others reach consensus prompted her real estate success and gave her the momentum to continue through the challenging years of the recession.

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Shortly into her real estate journey, Kay joined HomeSmart, Evergreen Realty, and although she is often recruited by other companies, she says, “Why would I leave when working for HomeSmart Evergreen is as good as it gets? We have excellent training, our admin is wonderful and agents are fully supported to give customers what they need. Everyone helps one another, and if your workload gets heavy and you need another agent to jump in and hold an open house for you, they do it.”

Kay’s people-focused approach to real estate, her integrity and her vigilant attention to her client’s needs and goals have helped her build a practice built almost entirely of repeat and referral clients. “I try to set up every transaction so it is a win-win on both sides. Agents and lenders can make or break the deal. Working with honest, ethical agents and lenders on the other side of the transaction makes all the difference when working to successfully close a transaction. I’m transparent with all parties and don’t play games. My end goal is always to make the transaction as smooth as possible. I’m not about being the top producer. I just want people to remember me as being fair and honest, so they won’t hesitate to refer someone they know.”

Kay’s passion for working with people is also reflected in her commitment to community service. She is a longtime member and past education chair of the Assistance League of Irvine. With both of her daughters now grown and thriving on their independent paths, Kay has more time to give to this dynamic organization that fills many needs in the community, from supporting education, to providing emergency assistance to victims of domestic violence, to providing vision care and new glasses to children in need in the Irvine Unified School District.

The first question Kay asks herself when she engages with a new client is this: “What if this were my family?”

For her, it is more than just closing a transaction and earning a commission, it’s about taking care of her clients!

“I treat everyone the way I’d want my own family to be treated. Right now, I’m working with three clients who were referred to me by their parents, whom I helped to buy or sell homes previously. I love my job, and it’s so gratifying to be a part of someone’s life for generations.”

Kay is the recipient of numerous heartfelt notes of thanks from her clients who promise to do just that. A first-time buyer wrote: “You really made buying my first home as simple and painless as possible. You were always available, and if not, returned calls immediately. I felt like I was very well-informed about every step in the homebuying process. I will definitely refer you to my friends and family when a home purchase or sale comes up.”

A seller in Irvine shared: “The negotiation process was relatively painless, and I was satisfied with the final price and conditions. Kay kept me well informed and was able to accurately anticipate the buyer’s wishes. She was very timely, thorough and accurate regarding execution of documents. Her strategy was executed like clockwork and resulted in the highest price that the market would bear.

She is ethical, honest, and wears her integrity openly. It is with great confidence that I highly recommend her to anyone wishing to buy or sell their home.”

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M. Kay DeRight HomeSmart, Evergreen Realty 9901 Irvine Center Drive Irvine, CA 92618 Tel: 949-929-3848 Email: kay@ksellshomes.com Web: www.kayderight.com CalBRE # 01354750

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How Patience Makes You Rich

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patient man is always richer than an impatient one, even if the patient man has less money.What do I mean by that statement? Well, riches and wealth can take other forms besides dollars and cents. In what sense is the patient man richer? The answer is actually very simple. A patient man is always richer than the impatient one because the patient man can always afford to wait. The patient man is never desperate. The patient man has time to spare, while the man in a hurry is always on the verge of bankruptcy as far as time is concerned.

In any situation you can think of, impatience is a source of weakness and fear, while patience represents substance and strength.

And here’s another reason why patience gives the person who has it an incalculable advantage over those who don’t have it: It gives him deeper insight into himself and others, which is a mark of philosophical refinement. If you can only see the short term, if you think only in terms of the here and now, then you are stuck in one place. You can’t judge distances. You live in a world that’s flat and twodimensional. In other words, the impatient person lacks all sense of perspective.

Perspective lets you measure your current plans against things that have already occurred and against your desires and aspirations for the future. Then and now, here and there, near and far, need and know, watch and wait—these are the dual optics that allow the patient man to see in stereo. The nearsighted person sees only the present; the fantasizer sees only an imaginary future and, more likely than not, trips over his mistakes trying to get there.

Patience enables you to see the big picture. It helps you to make the most of today while building a better tomorrow. For that reason, it’s one of the most valuable equities of all, one that you should make every effort to acquire. The payoff will be worth it.

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

If you can only see the short term, if you think only in terms of the here and now, then you are stuck in one place.

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Written By Jim Rohn 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.

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

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Cover Story

ENEX & SANDY

PADILLA Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

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igh school sweethearts Enex and Sandy Padilla met as young teens and have been together every day since. For the last 17 years, they have collaborated as a dynamic real estate couple, guiding clients through the successful purchase and sale of homes throughout the Inland Empire.

Enex and Sandy joined Century 21 King in 2015, with

a goal of bringing their successful real estate practice to the next level as leaders of the Golden Path Team, with its daily mission of exceeding client expectations.

They have stayed on their path of providing excellent services with honesty and integrity, and today, they and their team of six like-minded professionals are fulfilling their goal of creating lifelong clients and friends.

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“We’re very passionate about what we do, and we like overcoming limitations to see where our strengths are,” Sandy says. “When we came to Century 21, we found a completely different environment, where we have been challenged to achieve in a proactive way. We could see opportunities for our business to grow, and the more we grow, the more families we can help to sell or buy real estate.”

Enex and Sandy enthusiastically rose to these new challenges, taking full advantage of the legendary Century 21 brand and its global reputation for real estate excellence to increase both their production and the quality of their service. Enex has been a real estate broker since 2013, and both he and Sandy founded Golden Path Realty Corp. With past experience in mortgage and escrow, and as savvy investors, their business coach, Dave Halpern, says Enex and Sandy are on their way to becoming the next successful “power couple” in real estate. “Seeking coaching and guidance makes us stronger and keeps us going,” Sandy continues. “Being pushed is very helpful in making changes you need to grow, and the accountability is huge for us.”

By cultivating their own strengths, Enex and Sandy have valuable tools and information to impart to their team.

They host weekly team meetings designed to develop team members and, ultimately, drive better client service. “We benefit our clients most by knowing our team is fully prepared to answer any question and take on every challenge as real estate professionals,” Enex says. “When we meet on Mondays, we go through what has happened over the past week, and what we feel we need to work on. If we’ve made a mistake, we share it, so we can learn from our mistakes as a team and make sure it doesn’t happen again.”

Sandy adds, “By working through a problem as a team, we can always brainstorm and find a positive solution. Things don’t look so bad when you approach them that way. We want our team to be the best they can be. Our name is out there also, and the way they do business reflects on us. We want to be known for our honesty and integrity.” The record shows that Enex, Sandy and the Golden Path Team are known for honesty and integrity, as well as their constant communication and abiding attention to detail. Clients are generous with their praise and eager to refer their friends and family. Here are the observations of only a few:

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The Golden Path to Home Ownership “I have purchased two properties with Sandy and Enex.

They are always very positive, and work very fast with whatever task you give them (searching for homes; submitting offers; paperwork). Will definitely continue to purchase homes through Enex and Sandy Padilla.”

“If I was able to give 10 stars, I would. Sandy and Enex helped me and my husband with our first house.

They were the best. I would recommend them both to any family or friend. Very knowledgeable, answered all our questions and made us feel very comfortable.”

“I have known Sandy and Enex for about 15 years.

They helped my parents, as well as family members find homes. They also helped me purchase my first home.

Sandy and Enex are very knowledgeable in their business and help as much as they can. They answer every phone call or text, or get back to you as soon as they get a chance. They are very professional and have great customer service. I really recommend Sandy and Enex to be your agent. Thank you for your professionalism.”

Enex and Sandy also have high praise for one another and the value each brings to the team. Sandy says, “His knowledge and ability in finding investment opportunities are huge, and his marketing ideas are unique. He knows what he’s doing, is committed and thinks out of the box. He’s also very focused and straightforward, and doesn’t sugarcoat things. He’s a great father and husband, and the best partner.

We are a team, and together we have no barriers.”

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Enex shares, “She is good at everything she puts her mind to. Sandy is a very strong, intelligent woman, who has excellent communication skills, is organized and fully dedicated to everything that’s going on with all transactions. We divide up the tasks so we each work to our strengths. On a personal level ,Sandy is a very lovable, an attentive wife, and an unbelievably caring mother.”

One of keys to success for this husband/wife business partnership is having the same vision and goals.

“We believe in God and His greatness,” Sandy explains.

“We’re a very positive and spiritual couple, and we also believe in the law of attraction -- that what you think, visualize and believe comes to you. Our Gratitude keeps us positive at all times.”

With faith and family as their focus, Enex and Sandy are delighted to have two of their three sons working on the Golden Path Team. Their youngest is still in high school and a star quarterback, and they hope he will someday join the family business. “We have three great boys, and they

are each talented in their own way. We’d love to have all three with us at some point to complete our real estate family,” Sandy says.

Relationships are central to Enex and Sandy’s real estate practice, whether they are spending time with family, contributing to their church, taking care of clients or cultivating strong bonds with other professionals. “I enjoy networking and meeting other agents,” Enex says. “I like to meet them before or after we do business together. If we know the listing agent, and they know us, they’re more likely to accept our offer based on our work ethics and commitment.”

With honesty and integrity, precision and efficiency, Enex, Sandy and the Golden Path Team are guiding clients on a golden path to home ownership. As caring experts, they smooth the way for buyers and sellers to enjoy a seamless real estate experience. Their simple Top 10 list of things to do when buying or selling a home?

“1. Call us. We’ll handle the other nine.”

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Enex & Sandy Padilla Golden Path Team Broker Associate - Century 21 King, 8338 Day Creek Blvd., #101 Rancho Cucamonga, CA 91739 Tel: 909-279-8195 - Email: enex.goldenpath@att.net Web: www.enexpadilla.c21.com - CalBRE # 01316600 / 01311161 ExecutiveAgent Magazine

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Becoming a Peak Performer

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hat makes someone a peak performer? You know, the kind of person who is outstanding in his job? According to researchers, outstanding individuals share certain attitudes and skills which contribute to their beyond-the-ordinary performances.

Many of these can be learned. And often we are the only ones holding ourselves back. Check yourself to see how you rate on some of these ideas of how to become a peak performer.

Affirm yourself. If you don’t believe in yourself, no one else will either. Peak performers focus on strengths and recognize their limitations for what they are, simple limitations, not personal failings. They realize that no one is perfect and so they concentrate on making their strengths as strong as possible to overcome any weaknesses they have.

Take one risk every day. In order to become a peak performer, you must be able to take risks. Daily risk-taking is a confidence-boosting exercise and a requirement for those who won’t let unrealistic fears stand in the way of their goals. Everyone feels some fear – but the peak performers overcome these fears that are unrealistic by tapping the reserve of inner strength built on taking risks regularly.

Successful risk takers build the inner strength it takes to combat unrealistic fears: fear of rejection, fear of failure or fear of the unknown. You must begin by purposely taking one risk each day. It doesn’t have to be big—it could just be driving a different way to work, or cold calling several prospects. Pick a challenge about which you feel fearful and do it anyway.

They manage their “down times” more effectively than average performers by continuing to focus on what is good about themselves, rather than what is bad, peak performers motivate themselves to approach work and life’s challenges with confidence.

Seek results, not perfection. Peak performers understand that perfectionists seem to have only two standards of performance, letter perfect or forget it.

Since everything cannot be done perfectly, perfectionists jeopardize their performance by simply not attempting any task they can’t or don’t know how to do well. Strive, not for perfection, but for excellence in everything you do.

Using reassurance and compassion, they tell themselves, “One setback does not make me a failure as a person. I can learn from this experience and succeed again”. They pick themselves up and continue to try again and again.

Learn to embrace mistakes as signals that you’re moving forward; avoiding becoming frozen in the cement of perfectionism. Remember the words of Marla Collins, “If you can’t make a mistake, you can’t make it!”

So you didn’t get that listing. Analyze what went wrong and try for another one.

Peggy Morrow, CSP, is a professional speaker and training consultant. Audiences love to laugh and learn as she keeps them involved, energized and enthused.

Copyright© 1999, Peggy Morrow. All rights reserved.

Peggy is a contributing author in the just released new book, Celebrate Customer Service-Insider Secrets.

For information about Peggy’s Keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG or email susie@frogpondgroup.com.

Imagine it to make it happen. Superior achievers have developed the ability to translate their goals from words into pictures. They keep this picture constantly in front of themselves to serve as a motivator.

A swimmer, preparing for an important race visualizes herself using just the perfect stroke to win the race.

Peak performers do this in their work environment, mentally picturing themselves doing all the tasks in their job at an outstanding level.

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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

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Creating A Niche

28

ExecutiveAgent Magazine

EA

Written By Nancy Michaels

S

tarbucks did it. So did Sam’s Club. For that matter, McDonald’s did, too. They carved themselves a successful business niche.

When Starbucks came on the scene, it raised coffee from a mere beverage to a culture in its own right. Warehouse clubs like Sam’s made shopping in bulk fashionable, and we all know that before McDonald’s, fast food was downright slow.

In today’s’ competitive business climate, you’ve got to separate yourself from the pack -- you’ve got to create a niche. By offering something no one else has and by targeting your business to a few select markets, you protect yourself not just from the competition, but from the twists, turns, and plunges of the economy.

Before Starbucks, coffee came in two ways: regular or decaf. Now you have your choice of latte, cappuccino, espresso... The people who have grown to depend on specialty coffee roasters for their freshly brewed cup of Columbian premium would no longer dream of plunking 75 cents into a vending machine for a watery cup of joe.

The lesson here is to create a product or service that so completely fills a need, that your customers will have a hard time imagining life before you came on the scene.

Finding your own niche is often a matter of putting a new spin on what you already do. Ask yourself, how can I differentiate my business from others? How can I create the perception that my market simply cannot live without me and what I have to offer?

1. Decide who you want your customers to be. Be specific, listing their names and companies.

2. Decide on your focus. If you have trouble, then examine the needs of your customers.

3. Match what you’re selling to what the customer wants to buy. List your potential clients’ interest, concerns, ambitions, and goals.

4. Make sure your niche is special, unlike anything else out there.

5. Make sure your niche is viable. Is there a market?

Is it a strong one?

6. Test your product or service with real people.

7. Market your business like crazy.

8. Commit yourself to your business.

9. Do it all over again when your niche has grown old. Look at where your market has been and where it’s going. And be prepared to respond to change. The secret to successful niche marketing is the ability to grow and evolve with the times.

You don’t have to be a Starbucks, McDonald’s or Sam’s to be a successful niche marketer, but you can follow their lead for doing business. Find an unmet need, or create one, then position your company to fill it. Do that, and you will have found your niche.

Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright© 2005, Nancy Michaels.

All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susiefrogpond.com; http:// www.frogpond.com.

In her book, “Nichecraft,” Lynda Falkenstein lays out the following steps for creating a niche:

ExecutiveAgent Magazine

29

EA

Talking to Yourself

O

ne of the most moving experiences of my life took place on Sept. 13, 1997, when I was autographing books. . .One lady who asked for an autograph had such a compelling expression on her face that I knew I had to listen carefully to what she had to say. She shared with me that when she got the self-talk card that was included in one of my audiotape programs, she couldn’t even read the first list of qualities that she was supposed to claim.

Throughout her life she had been so beaten down by her family and husband that it was impossible for her to believe that she had the character and success qualities that I identified. It took two or three weeks of listening to the tapes to build herself up to the point where she could look herself in the eye and claim that she was an honest, intelligent, goal-setting person. . . .She continued to claim additional qualities until she could go through the entire list of 60-plus positive qualities. As a result, her demeanor and attitude changed dramatically. She started standing up straight, smiling, and even laughing.

Then something truly fascinating happened. Her husband watched her new attitude emerge. . .and decided

30

maybe claiming the qualities could do the same for him.

He started claiming the qualities and he, too, started to change. “He especially changed in the way he treated me,” the woman told me. “Today we’re getting along better than ever and are happier than we’ve ever been.”

The first part of her story was interrupted by tears. She was very emotional. In the last part of her story, as she talked about the changes in her husband and their relationship, she smiled.

The most important opinion you have is the opinion you have of yourself, and the most important conversations you will ever have are the conversations you have with yourself. . .The reality is that you cannot consistently, consciously claim all the qualities on the self-talk card without changing.

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.

ExecutiveAgent Magazine

EA

Written By Zig Ziglar ExecutiveAgent Magazine

31

EA

Having Faith And Trust Will Lead To Success

I

am a big believer in goal setting. I know for sure that when you set a goal, and believe in your heart of hearts that it’s going to come true. This Universal law has been proven to me over and over again throughout the years – basically it is “ask and you shall receive.” The thing you desire the most will eventually come to fruition.

But it’s the “eventually” part that can be frustrating.

What do you do when you have been wanting the same thing for so long – maybe waiting for years – and you still don’t get it? Just hang in there, knowing that what you want is already yours.

When you know what you want and have done everything you can, the only thing you can do is have faith and trust that Infinite Intelligence is working to make your dreams a reality. Sometimes it takes a while. We have to know our dreams were ours the minute we decided we wanted them. They are manifesting themselves. We just need to be patient.

Is being patient an easy task? Not always. Sometimes it can even be depressing waiting for what we want to show up in physical form. But we have to realize if we weren’t supposed to have what we dream about then we would never have had the dream. We just need to believe in our dreams and ourselves and allow the Universe to work in its own divine time.

You need dedication combined with perspiration moving toward a destination to get your ideal realization.

In closing this week, I’d like to offer an exercise to complete in the week ahead:

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So, how do you keep the faith when it doesn’t seem like anything is happening? Stay focused. Stay focused. Stay focused. Keep your mind focused on your goal. Don’t allow present circumstances to fool you into thinking that this is your future circumstance. You know your future.

You know what you’ll be doing. It’s manifesting itself right now. You just have to meet it and be ready when it arrives.

One way to do this is by “acting as if”. Act as if you are already living in your dream home. (After all, you will be). Act as if the promotion or new job you desire is already yours. (In reality, it is.)

When you wake up in the morning I want you to close your eyes and see yourself living your dream. If a new job is what you really want, see yourself arriving at that new job, smiling and ready to go to work. If a new home is your dream, watch yourself as you walk outside to retrieve the morning paper. Turn around and look at your dream house. It’s there. It’s yours. You dreamed about it.

Now it’s a reality.

Do this 10 minutes every day, first thing in the morning and last thing at night. “Act as if” until you’re living your dream.

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 susie@frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine

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Written By Mark Victor Hansen

ExecutiveAgent Magazine

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