September 2014 S. SAN DIEGO

EXECUTIVEAGENT MAGAZINE

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MelissA Goldstein Tucci Executive Agent of the Month

Inside Features: Herman Harring imortgage

Kurt & Scott Kendall Century 21 Award

Joe Mendoza Equity California Real Estate

Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect time to target imortgage. ● imortgage and its partner, loanDepot, have combined to become one of the top five* private mortgage lenders in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

Watch your career take flight with us. Call today!

(619) 928-0127 Michael Stowers, Branch Manager Direct Mobile

(619) 928-0127 (619) 520-9138

NMLS ID 60866 michael.stowers@imortgage.com imortgage 7777 Alvarado Road, Suite 701, La Mesa, CA 91941. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 08012014. * Source: Mortgage Executive Magazine 2014.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

September, 2014

S. San Diego

Editorials

Cover Story

The Power of Words

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

28 - Mark Hansen:

ADVERTISERS’ INDEX

32 - Oscar Gonzales:

Beyond Diversity Training

14 - Gene Griessman: Creating A Positive Attitude To Achieve Positive Results

City of Hope..................................35 Evergreen Realty HomeSmart..........6

24 - Jim Rohn:

The Two Choices We Face

Greenpath Funding.........................11 imortgage....................................2

08 - Chris Widener:

i Photography Studio...............23 & 36

The Challenge To Lead

Kinecta Federal Credit Union............30 PWAOR..........................................10 The Termite Guy................................7

17 Melissa Goldstein Tucci Executive Agent of the Month

04 Herman Harring

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Steven McReynolds

12 Kurt & Scott Kendall

26 Joe Mendoza

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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.

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E XECUTIVE AGENT MAGAZINE

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Written by Shannon Hartsoe

loan officers had created unsustainable conditions for buyers and sellers. Herman Harring refused to be one of those lenders.

“Some of the loan products that were being packaged and some of the practices of the loan officers who were getting into the business to make a quick buck, that was simply unpalatable to me,” he says.

“I was one of those who was able to keep my head and do what was right for my clients no matter what. I want to be able to sleep at night.”

So when asked what makes him unique in the industry, Herman, with characteristic humility, says, “Nothing.”

“I don’t think I do anything different than any of the agents who are in the industry today.

Those who were in it for a profit are gone – and that’s a good thing.”

But those who know him say that’s not exactly the case.

A

t the height of the California real estate bubble, building a successful lending career was practically effortless. Lax lending guidelines and overzealous

“Herman really does take his clients’ best interests to heart,” says Adrianna Gonzalez, his assistant of three years. “He goes to bat for his clients every single time and because he’s dependable, reliable and he really does care, his business is growing. His referrals are based on his integrity.”

Herman Harring ExecutiveAgent Magazine

We have a loan for every home... simple as that.® Doing what comes naturally For nearly 30 years now, Herman has been perfecting his craft. But it all goes back to lessons he learned when he was just a child. His father, a successful Realtor® in the San Diego area, instilled in his son a passion for doing things right – for putting knowledge before gimmicks and his clients before dollars.

It was his dad who talked him out of a paper route when he was only 8, encouraging young Herman to think bigger.

The two pored over options in a small business magazine, finally settling on air fresheners. “I started door to door and gave up,” Herman recalls, laughing. “But one day after school there was a huge shipment of air fresheners on my door step and my dad wanted them gone. So my sister and I went out and started selling and we got it done! That was my first real taste of sales – and my first lesson. Sales isn’t necessarily difficult, but it does take tenacity.”

Herman earned his real estate license when he was only 18, but didn’t put it to good use until after a stint in the Coast Guard and as one of the top producing managers of a local AAMCO transmission shop.

His father, with more business than he could handle, persuaded Herman to come to work for him. Innovative and amiable, the elder Harring was among the first real estate agents to help his clients secure funding for their homes.

“We were doing a lot of VA loans, and some sellers at the time didn’t really want to work with VA buyers,” recalls Herman. “But by selling the home and securing financing we were able to offer a better deal.”

Several years later, he made the switch to lending and has been there ever since.

and the work will keep on coming. It’s an honor to help get people into a home, whether you’re selling real estate or helping with financing.”

Herman is known for taking the time to listen and for keeping his clients informed every step of the way.

“He delivers good news fast and bad news faster,” says Adrianna. “By keeping everybody in the loop 100 percent of the time, he makes sure that no one is caught off guard by potential pitfalls in a loan and he works quickly to get those resolved so the transaction can move forward.”

He’s even been known to fix loans that other lenders have dropped, making him something of a favorite with local real estate agents.

Since his son Caleb obtained his NMLS license recently, could there be a third Harring entering the real estate field?

Herman says he hopes so.

“I’ve been very blessed by the success I’ve enjoyed in this industry,” he says. “And I know that if Caleb decides on making this a career, he’ll find it just as rewarding as I have. At the end of the day, there is no better feeling than helping others buy a home.”

Herman Harring imortgage 7777 Alvarado Rd., Ste. 701 La Mesa, CA 91942 Tel: Office: 619-928-0170 Mobile: 619-977-9681 Email: Herman.Harring@imortgage.com NMLS ID 264035

“People like to say, ‘train, train, train,’ which is great for some agents, but for me it came down to remembering that I’m serving people,” he says. “I’ve found that by simply doing my job and taking care of them, my phone will ring

ExecutiveAgent Magazine

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2014.

For your lending needs, please contact: Elijah Aldinger 714-914-3661 NMLS # 244976 Elijah.Aldinger@AcademyMortgage.com

call us at 949-753-7888

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The Challenge To Lead

T

he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life.

Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true.

Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown.

As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their possibilities.

Be assured that there will be a leader of every group.

There will be those who influence others, even if you don’t.

There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time. This is the compelling motive for you to rise up and lead the way for others.

8

Our families depend on it.

Our community groups depend on it.

Our nations depend on it.

People will follow you for two reasons: They follow you because of your character, for who you are. They also follow you for your skills, for what you can do. Make it your every effort to impart skillful and honorable leadership for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit.

Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when?

Today, more than ever, you are needed. Your strong character is needed. Your finely honed skills are needed. I know you will rise to the challenge.

Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind.

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© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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Written By Chris Widener

ExecutiveAgent Magazine

9

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E XECUTIVE AGENT MAGAZINE

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Kurt & Scott Kendall Old School and Tradition

By Shannon Hartsoe

I

t’s hard to argue with success. So when potential clients see the roster of successful transactions coordinated

by Kurt and Scott Kendall of Century 21 Award in La Mesa, more often than not their only question is “how do I get these guys on my team?”

The father and son team boast some of the most impressive numbers in the Fletcher Hills/San Diego County market, including more than 33 years of combined experience, consistently ranking in the top 1 percent nationally for home sales, more than $350 million in sold residential property, plus experience in closing hundreds of escrows and negotiating successful deals.

“We are unique as Realtors® because we actually show up both in person and on a professional level,” says Kurt, who started selling real estate in 1986. “So many agents don’t attend inspections and final walk-throughs, but we are very hands-on, never losing sight of our clients’ goals and needs.”

For the Kendalls, real estate is a generational career.

Kurt’s mother sold real estate starting in the 1970s, and invited him to join her business. He had already gained sales experience in his first jobs, selling Cutco knives, photographs and insurance.

His mother’s invitation was too good to pass up “I was enticed by a career with an unlimited income ceiling and the thought of being my own boss,” Kurt says, adding that the family to date has sold more than 1,000 homes since the ’70s. That also appealed to Scott, who grew up in the family real estate business and could also see the benefits of being his own boss. Along with a lifelong connection to real estate, Scott also brings solid business skills to the team -- including a degree in business management with an emphasis on marketing. Kurt also has a college degree, as does his wife, Chris, who is Scott’s mother and works as the team’s assistant.

For the Kendalls, being a part of the family isn’t just for those who share their last name. They think of clients as family, too. “We treat our customers as family, putting their needs first,” says Scott, who joined his father in 2011.

“It sounds cliche, but it is what separates us from the pack.”

Keys to Success The Kendall team consistently sells around 20-30 homes a year. Clients get the upper hand when they work with Kurt and Scott, thanks to the years of experience and straightforward, transparent way they do business.

“We anticipate and solve many problems before they arise,” says Kurt, who also has a broker’s license. “Having been in the business for over 30 years, we have a handle on how transactions work and how they should proceed. We are a family business with an excellent record of success and an outstanding reputation within our field. We have developed an extensive referral system of trade people to solve issues that arise from inspections and reports.”

Being a part of Century 21 Award is another plus for clients. Scott notes that the company spends millions on advertising both for the brand and on individual properties, and for clients this gives their properties greater exposure than what smaller companies may offer. “We have sold mobile homes and million-dollar-plus estates,” Kurt says.

“We can do the old school’ personal touch and also the techie style to be paperless and electronically mobile.” The latter is a skill Scott brings to the team, providing clients with tech-savvy marketing tools including social media.

Having grown up around real estate, Scott has seen firsthand the good and how to avoid the bad of the business. If he’s learned one thing, it’s that not all Realtors® are the same -- so clients should choose carefully.

“They’re not even close to being the same,” Scott says.

“The most surprising thing about real estate is that each transaction is different. The mix of personalities that are buying and selling a property, on top of the variations in the property itself, makes for a unique negotiation every time.”

To ensure customer satisfaction, the Kendall team offers a Premium Service Guarantee, which says if any of its clients are unhappy with any aspect of their relationship with them, then they will instantly free the client from the listing or buyer’s agreement.

“Our goal is to help at least 25 families a year in the buying or selling of their largest investment, and to make the process as pleasant and seamless as possible,” Kurt says. “We maintain our success by keeping in touch with our clients and being available when they have questions and concerns.”

Kurt & Scott Kendall Century 21 Award 5640 Baltimore Drive La Mesa, CA 91942 Tel: 619-971-0400 Email: Kurt@kendallhometeam.com Web: www.KendallHomeTeam.com CalBRE # 00887557 - 01907237

ExecutiveAgent Magazine

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S

ome years ago I wrote this Lincoln soliloquy for the training film “Lincoln On Communication” and subsequently incorporated it into my one-man play “The Wit and Wisdom of Abraham Lincoln.” It is included in Chapter 19 of Licoln speaks to leaders.

“Words have been used to encourage and praise me.

Words have been used to mock, attack, and wound me. But I have never lost faith in their power or their durability.

Words can reveal thoughts, conceal pain, paint dreams, correct errors, and pass along dearly bought lessons to the latest generation.

Words can transport knowledge from the past, interpret the present, and speak to the future. Words can erect walls between people, or build bridges.

Words can inflame passions or cool them, stir up the worst or find the best, pull down or build up, tarnish or cleanse, wound or heal.

The ability to use words can endear you to your fellows, win them to your side, and help you to rise to heights you may now only dream of. That happened to my father’s son.

Pursuing the mastery of words is worth the time, the money, and all the energy you can muster. What you invest will be repaid with interest compounded.

Build up your knowledge so that your words will be true.

Nurture your spirit so that your words will be true, kind, and wise.

The world may little note nor long remember what you say here. And yet it may. For words, once released, take on a life of their own, and find lodging in places and hearts you may never know. And after many days, those words may return to haunt you, or to bless you.

Think carefully before you let them go.

Gene Griessman, Ph.D. is a professional speaker and Lincoln portrayer. He is author of The Words Lincoln Lived By and co-author of Lincoln Speaks To Leaders: 20 Powerful Lessons From America’s 16th President, with Pat Williams and Peggy Matthews Rose. © 2009, Gene Griessman, Ph.D. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

The Power Of Words 14

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Written By Gene Griessman

ExecutiveAgent Magazine

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EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

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Nominate a fellow REALTOR速 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

MelissA Goldstein Tucci Executive Agent of the Month

ExecutiveAgent Magazine

MelissA Goldstein Tucci Written by Shannon Hartsoe - Ian Wiant Photographer

M

ore than 16 years ago, Melissa Goldstein Tucci turned her back on an unsatisfying career in advertising to focus on doing what she loves

best – helping others make their dreams come true. With a degree in marketing and journalism, it’s not that she wasn’t successful in that world, she was. But the more she saw of it, the more she realized that she wanted greater control over her own business and greater opportunities for professional growth.

“I’ve always enjoyed sales,” says Melissa. “But the opportunities in advertising only go so high.

I wanted a career where the rewards were unlimited.” She found it in real estate and connected immediately with her client base.

Her first sale resulted in five additional transactions and she hasn’t slowed down since. Today, Melissa is an award-winning Realtor® and broker with CENTURY 21 All Service in San Diego and is dedicated to exceeding her clients’ expectations with a consultative, professional and focused technique.

“This isn’t just a career for me,” she says. “I genuinely enjoy what I do and it’s a way of life.

My clients see and appreciate the difference and that in turn creates a lifelong relationship.”

Melissa has worked diligently to establish a creative yet systematic approach to real estate that has earned her the respect of her clients and colleagues alike. She launched her career as a topproducing agent for several smaller companies before choosing to partner with CENTURY 21, a relationship she says has benefits not only for her business but for her clients as well.

“The CENTURY 21 name is well-known and exceptionally solid,” she states. “People immediately know that it stands for excellence and I never have to worry about selling my company – I can put more energy into helping my clients rather than convincing people that they’re in good hands. Between my strong work ethic and the CENTURY 21 backing, I offer my clients the best.”

ExecutiveAgent Magazine

Her expertise in establishing communication, determining objectives and creating a marketing plan custom-tailored to each individual property, has helped establish her as a

superstar of sorts in the San Diego market. And just when it seems she couldn’t get any better, Melissa sets a new personal best.

ExecutiveAgent Magazine

A Champion Among Agents She consistently earns awards for production and for customer service, including San Diego Magazine’s 5-star Customer Satisfaction for five years running; CENTURY 21’s Grand Centurion (for agents in the top 1 percent of all agents nationwide) and CENTURY 21 Honor Society.

She is ranked No. 1 in CENTURY 21’s western region, No. 4 nationally and No. 5 globally. She has an A+ rating from the Better Business Bureau and was recently named the official Realtor® of the San Diego Padres.

No Room For Second Place From the start of her real estate career, Melissa knew that hard work was only part of the equation. The other part would be finding a niche that would establish her as a go-to agent for area buyers and sellers. Technology is that niche. “I am very tech-savvy,” she acknowledges. “And I offer my clients other services that some Realtors® do not.”

Those services include an extensive database response system, social media marketing and a customized website

for each listing. These websites, in addition to providing detailed information about the home, also list community and neighborhood information such as nearby schools, restaurants and recreational opportunities. Additionally, she works closely with a professional stager so that every property receives the star treatment. Melissa is frequently called upon to share her professional advice as a member of San Diego’s expert real estate panel on the San Diego television show “The American Dream,” and a frequent guest on the Craig Sewing show on 1170 AMs Real Estate Radio Network.

Melissa also believes that professionalism is a high calling and sometimes lacking in her industry. “People are shocked when they call and they get a response right back,” she says. “But for me, it’s just the way I do business. I hold myself to a higher standard and do everything I can to have a complete understanding of my clients’ needs and goals. Good listening and communication are key, but it’s also about being responsive, even if it’s midnight.”

ExecutiveAgent Magazine

Official Realtor® of the San Diego Padres That responsiveness and attention to detail have earned her nearly 150 five-star ratings on Zillow, including this one: “Melissa always puts the needs of her clients first,” says Alan Ray, a former client. “She is extremely responsive, available at all hours of the day/days of the week, and has a thorough knowledge of the market. She also has a deep understanding of the processes we needed to go through during both our home buying and selling experiences.”

And in an age where jeans and flip-flops are often deemed appropriate office attire, Melissa says professional dress helps establish the tone for her professional service.

Every day she wears a suit to the office.

A True Community Champion It’s hard to believe that Melissa could possibly have time for anything but her thriving real estate career – but she does. Melissa, herself a dedicated wife and mother of three, makes it a priority to help enrich the community for children and for those less fortunate. She is an active member

of the PTA, a supporter of Rady Children’s Hospital, the YMCA, the American Cancer Society and charities that promote breast cancer awareness and cancer research.

She’s also got big plans for her office. “I’m always looking to grow my team,” she says. But her professional standards are very high, so you can expect that any additional members to her team will have successfully satisfied stringent prerequisets. “My entire team takes the same great care with my clients that I do. This is a competitive industry, I always want to maintain the level of service my clients have come to expect.”

“There’s no greater excitement than witnessing a clients’ excitement when a transaction successfully closes,” she says. “Those are the moments that make all the hard work worthwhile.”

ExecutiveAgent Magazine

Melissa Goldstein Tucci CENTURY 21 All Service 1820 Monroe Avenue San Diego, CA 92116 Tel: 619-787-6852 Sold@melissatucci.com www.MelissaTucci.com CalBRE # 01380034

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The Two Choices We Face

E

ach of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less.

To try less and discipline ourselves less. These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice.

To do or not to do. To be or not to be. To be all or to be less or to be nothing at all.

Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every moment that we can, the best that we can, for as long as we can?

Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings.

Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results!

And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become.

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! CopyrightŠ 2001, Jim Rohn International. All rights reserved worldwide.

For information about Jim’s keynote presentations and seminars, please contact the Frog Pond Group at 800-704FROG (3764) or email Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

Written by Jim Rohn ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Written by Haley Freeman

I became a bill collector.” Joe became one of the top collectors in the whole nation, but the opportunities in bill collection were limited, and four years later he decided to go back to his first love – real estate.

“The market was getting better, so I started selling real estate at night. Within a few months, I had built a pipeline and it seemed to be working out very well.

My wife gave me her support and her blessing to go full-time, even knowing there would be a lot of ups and downs.”

In 1998, Joe began his career at Prudential California Realty as a licensed broker. Within a few years, he grew his business from a handful of deals to become San Diego County’s 7th leading agent, selling over 100 homes per year and ranking in the top 1% of agents in the nation.

Along the way, he began coaching with the Tom Ferry organization, and became a coach himself from 2004-2006.

He worked with 40 agents nationwide, mentoring them in the same skills that helped him to become a top producer.

J

oe Mendoza is a well-rounded professional whose vision for success led him to real estate early in life.

While he was still in high school, he began taking college real estate classes, and he graduated with his bachelor’s degree from San Diego State University in 1995.

“At that time, I put aside my real estate interest and became a stock broker trainee. I learned selling and how to talk to people on the phone. When the market crashed,

Eventually, Joe turned his attention to real estate investment and development, where he bought and sold assets ranging from raw land to commercial projects. Then the market crashed.

“It was time to get back to basics, keep it simple and start producing again,” Joe says. Now a broker-owner at Equity California Real Estate, San Diego, Joe is leveraging his years and diversity of experience to build a top-producing real estate team, and he is once again working as a coach with Tom Ferry.

Joe Mendoza ExecutiveAgent Magazine

Joe is a proven producer and coach, who offers exceptional training and support for his team and helps them to create immediate results. He has established five pillars that are the foundation of the Joe Mendoza team:

Kinecta is they’re in the trenches with you. They open up their office to back up my agents, and Mike is there 24-7 no matter what my clients or I need.”

“These years in real estate have been a wild ride, but I thank God that I was fully grounded. I am blessed to be married to my same wife, Divah, and to be raising our two wonderful children together. I couldn’t have done it without her support.”

1. A Winning Mindset 2. Scheduling 3. Effective Scripts 4. Lead Generation 5. High level of Accountability “Part of the reason that I wanted to go back to being a coach with Tom is that it puts me at a higher level of integrity with myself and my business. If I am telling my team to get up early, work their prospects and stay on schedule, but I’m not doing it myself, I feel like a hypocrite. I have found that one of the big game changers for me is that I have been a hard worker all my life. I started working at 12 years old at the swap meet across the street, selling or giving an extra hand wherever it was needed.

My personal challenge has been belief in myself, in what is possible. Coaches don’t just talk the talk, they walk the walk. In coaching, I have learned that by adopting the right mindset and tweaking a few things, you can find the confidence to do what the coaches are doing and more.”

Joe also counts on his network of professional partners to help him meet his objectives. “I met Mike Francisco at Kinecta Federal Credit Union and found incredible synergy. I’ve had a few other working relationships with banks and mortgage companies, but what I’ve found at

Joe coaches his children in multiple sports and is an athlete himself. “I wake up at five in the morning and go to the gym to work with weights or swim. I love snow boarding and the beach, and I’ve done multiple mud runs and half marathons.”

“I am truly blessed and as excited about building my business as I was in the beginning. I try to live by the words, ‘Keep the faith -- with God all things are possible.’”

Joe Mendoza, Broker Equity California Real Estate 12923 Pomerado Rd., Ste. B Poway, CA 92064 Tel: 619-246-2663 Email: JoeREBroker@gmail.com Web: www.JoeMendozaTeam.com CalBRE # 01234540

Establishing the Pillars of Success ExecutiveAgent Magazine

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Creating A Positive Attitude To Achieve Positive Results

T

he grandfather of a friend of mine always said, “Can’t gets nothin’ done.” And boy, was he right.

Basically, he was saying that if you say you can’t do something then you can’t. What you think determines your level of success. If you think you can’t do something – you’re right! If you think you can do something, then anything is possible – you’re right!

It all depends on your attitude. Attitude will lift you up or shut you down. Nothing can stand in the way of the person with a positive attitude. Nothing can stand in the way of the person with a negative attitude. Attitude is the number one reason individuals succeed or fail. So, to guarantee success, to make sure you get everything you want and deserve in life, check your attitude.

Your attitude determines the state of world you live in.

It is the foundation for every success and every failure you have had and will have. Your attitude will make you or break you.

Attitude creates the way you feel about people and situations. Your actions are a result of your attitude, which, in turn, creates a reaction from others. So, basically, what you think . . . you get. It is your attitude toward others and the Universe that determines the resultant attitude toward you. Incorporate a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin.

beliefs are reinforced – you expect the worst – you get … . . . Got the picture?

So, How Do We Shift Our Thoughts And Create A Positive Attitude? It takes work, but creating anything of value takes work. In order to have a new attitude we have to change our subconscious thinking. How do we do this? By analyzing every thought we have until positive thinking becomes habit. You’re merely replacing an old habit with a healthy habit, much like replacing exercise for smoking.

You can’t just stop being negative – you have to replace those negative thoughts with positive ones.

Some people would say, “But negative situations are a reality. They just show up in every day life.”

This is absolutely not true. Situations are a reality, yes.

They do show up. It is your ATTITUDE that makes a situation positive or negative. It’s time for you to realize that YOU are in control of how you think and feel – no one else on earth has this power unless you give it away.

Take control of your attitude, and you take control of your results.

“Your state of mind creates the state of your results.”

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

I know it sounds simple, but the truth is….it IS simple!

Where Do Negative Attitudes Come From In The First Place? Negative attitudes come from thinking negative thoughts over and over until they have become a part of your subconscious – they’ve become habitual, a part of your personality. You may not even realize you have a negative attitude because it’s been with you for so long.

Once you have a bad attitude, you expect failure and disaster. This expectation turns you into a strong magnet for failure and disaster. Then it becomes a viscous circle.

You expect the worst - you get the worst - your negative

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Think about specific problems you have had in the past. Maybe you were fired from a job. Maybe someone you loved ended your relationship. Perhaps a co-worker took credit for your work. Or you had a flat tire on the way to an important meeting. How did you react to these perceived problems? Did you control these situations or did you allow your perception of the situation dominate you?

I use the word “perception,” because that’s what problems are – they are simply situations that you

ExecutiveAgent Magazine

EA

Written By Mark Hansen

perceive as being difficult. But situations are neither bad nor good, they just are. YOU are the catalyst that turns a situation into a negative or a positive experience. You are the one who is in control of your own perceptions. You, no one else, is responsible for how you respond. Life is not predictable and most people immediately create a negative situation when thrown a Universal curve ball.

As an exercise, the next time a situation occurs in your office or home – step back, stay calm, stay quiet, and stay in control of your emotions. Watch how those around you allow their negative attitudes to control a situation that could have just as easily been positive.

Then while others are running around, talking about how bad things are – come up with a positive solution.

Smile and tell them how pleased you are that you have this opportunity to be in this situation. Of course, they’ll probably think you’re a little crazy, but that positive, can-do attitude will be contagious. You’ll see how

quickly the negative energy shifts when treat a situation in a positive manner.

Creating a positive mental attitude takes exercise. It’s all about realizing that situations are going to arise and you have two choices – you can either join the masses and choose the old, negative, self-defeating way of thinking; or you can meet situations head on and see them as opportunities to flex your positive mental muscles.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com.

Copyright© 2005, 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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NOW HIRING MORTGAGE LOAN CONSULTANTS throughout San Diego!

Offering twice monthly pay, high commission splits, full benefits, expense accounts, marketing support, local processing operations, laptop and mobile phone.

We need top salespeople to promote our unique products and join a great team!

Call or email Terry “Rocky” Rockwell at 619.569.3238, Rocky.Rockwell@kinecta.org You can also APPLY NOW at www.kinecta.org or e-mail resumes to ajackson@kinecta.org

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in Business NMLS (Nationwide Mortgage Licensing System) ID: 407870. Kinecta is an Equal Opportunity Employer.

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Look to Kinecta – Standing strong for over 70 years.

The mortgage industry has been weathering stormy waters in recent times. Many lenders have significantly reduced their product offerings… some have even abandoned ship.

You need a partner that you can count on to stay the course.

Kinecta has been standing strong since 1940 and is one of the nation’s largest credit unions. Our solid financial foundation allows us to provide a full array of mortgages to homebuyers. Ranging from conventional, government, jumbo, and even niche product offerings, Kinecta will give your clients options to help them choose the right mortgage solution.

Homebuyer offers: • $500 off loan closing costs1 • 21 day loan closing guaranteed1 • 0.75 point discount on conforming loans and super conforming fixed rate loans2 • 0.125% rate discount on Jumbo Loans • Loans up to $3 million

Visit the Kinecta booth at the CA Association of Realtors Expo Anaheim Convention Center, Oct. 7-9 Contact me today!

Terry “Rocky” Rockwell, Mgr. Mortgage Loan Sales cell: 619.569.3238 • tel: 310.297.4064 Rocky.Rockwell@kinecta.org • NMLS# 581908 www.kinecta.org/trockwell Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 2) 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock.

14601-05/14

EA

Beyond Diversity Training

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s the profile of our communities and workforces changes, understanding and developing skills for working environments and consumers is becoming more critical to the economic bottom line of organizations.

The first step many organizations begin with is Multicultural or Diversity training, to bring awareness to the changing consumer and workplace teams. Interestingly, this is where many initiatives start and stop, with the assumption that a one-day session is all that is needed to generate more leads and expand the workforce.

Successful organizations understand that Multicultural outreach is more than just celebrating differences once a year. An organization must establish a “strategic intent” with strategies and tactics that move beyond awareness and create economic opportunities for the organization.

Understanding the Economics The economics of the Multicultural markets is one major oversight that organizations often make when considering the formulation of a Multicultural plan. The buying power among Asians, Hispanics and African-Americans over the next 5 years is expected to grow several hundred percent beyond that of the traditional non-Hispanic consumer.

The argument most often made is that Multicultural homebuyers require more time and effort to get to closing.

What those rushing to the next transaction fail to realize is that the relational equity built during that extra time will generate more leads and referrals than they can possibly imagine because Multicultural homebuyers are very loyal consumers.

Cultivating Top Producers It is no secret that when teams share the same ethics, values, and vision, they succeed as a group. Understanding and appreciating diverse thinkers, languages, and cultures, makes for insight that may create profitable changes to customer segments you may have overlooked.

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Stereotyping limits access to top producers and ultimately your consumer audience. People tend to presuppose the capabilities of Multicultural professionals because of their accents or the way they dress. When homebuyers can relate to individuals who share their method of communication or understand their cultural nuances, they gravitate toward that individual. Known as the “similar-to-me effect,” managers often recruit real estate professionals who are most like them and not one that necessarily relates to the home buying audience. Consider hiring professionals that have those language and cultural skill sets and more importantly, provide them with the necessary tools to serve the Multicultural home buying audience.

Creating a Plan As with all business development or marketing programs, a sound strategic plan should be formulated to insure the success of any initiative. Multicultural outreach plans are no different and should be approached with the same tactical formula of establishing a mission, vision, and strategic intent. More importantly, create measurable strategies, tactics, and accountability metrics for those involved in the initiative.

Many Multicultural initiatives fail simply from a lack of planning. Sadly, the initiative is often left up to someone in marketing who is commissioned with creating collateral material and then hoping that something sticks. Be strategic and tactical and measure your efforts as you would any other initiative but also factor in the language and cultural dynamics that go along with the growing, economically influential Multicultural consumer.

Oscar Gonzales, Ph.D. is president of The Gonzales Group, a strategic consulting firm to the real estate industry specializing in the ethnic markets. © 2008, Oscar Gonzales, Ph.D. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

ExecutiveAgent Magazine

EA

Written By Oscar Gonzales

ExecutiveAgent Magazine

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

11/25/13 6:02 PM