CALIFORNIA MORTGAGE 11-2-20

CALIFORNIA MORTGAGE EDITION

COVER STORY

RICHARD FRANK

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THINGS ALL SUCCESSFUL NEGOTIATORS DO

HOW TO MAKE YOUR COMMUTE PRODUCTIVE FEATURED TOP LENDER

LISA FLORES

SUCCESS-

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

CALIFORNIA MORTGAGE EDITION

LISA FLORES 18

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RICHARD FRANK

LISA FLORES

RICHARD FRANK

Lisa Flores found her way to the mortgage “I take much industry five years ago. She had recently grad- industry,” Li uated from Fresno State with a BA in Business. young girls I She started at the front desk of XX with the show them th goal for working her way up to loan officer. have a thrivi CONTENTS She eventually moved into an assistant role other women for a top producer she later then received her mold and tak license soon after began solo 4) HOW TO MAKE YOUR 15) and 6 THINGS ALLherSUCCESSFUL journey to start building her own book COMMUTE PRODUCTIVE NEGOTIATORS DO of business. “I just dove right in,” she says “I developed a passion for this business very early on,” 2 shePOUNDS says. Lisa 6) SUCCESS–THESE 7 HABITS 20) I’LL TAKE OF grew up and still lives in Sanger.

As ARE THE REAL SECRET TO CONFIDENCE AND 3 POUNDS a Sanger native she takes pride in her SUCCESS OFhelping SELF-ESTEEM! work local families move into their own homes—in her very own backyard. “As I drive around town and see the homes I helped finance it brings me much joy.” She now serves the Central Valley from Bakersfield to Sacramento.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 6

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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RICHARD FRANK

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Richard Frank is the Senior Vice President of JMAC Lending’s Retail Division, where he manages the branch’s retail network and channels.

After earning his education in Accounting and Business Law, Richard Frank built an accomplished career for himself, owning and managing multiple trucking and logistics companies around the country. After selling his businesses in 2007, he retired, but he still felt that itch of entrepreneurship. At the recommendation of his colleagues, he decided to 10Copyright Top Agent Magazine

delve into the retail mortgage industry.

Quickly, Richard found not only success, but also fulfilment in helping others realize the dream of homeownership. After establishing several branches around Irvine, he switched to JMAC Lending, a nod toward its founder and president, Christina Pham. “I’d been friends with Christina for quite some time,” he says.

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“Because of her, I knew that JMAC was right for me; she’s one of the most honest and hardworking people I’ve ever met.”

Today, Richard is the Senior Vice President of JMAC Lending’s Retail Division, where he manages the branch’s retail Top Agent Magazine

network and channels. “Above all, I’m responsible for the wellbeing of our retail channel and development of our staff,” he says.

On any given day at JMAC, Richard can be found coaching his managers Copyright Top Agent Magazine11

“Service matters most.

At JMAC, we want to help our consumers sort out the best choice for their needs. Our philosophy is straightforward: If our consumers find the best loans quickly and without a lot of trouble, they will stick with us long-term.” and organizing his teams around the most recent market forecasts for their region. By leaning on his expertise in finance and his previous business experience, he can make accurate predictions to protect both his staff and clients— no matter what. “The market is constantly changing,” he says.

“Basically, every day, I’m watching, strategizing and developing new models to account for changing interest rates in our area.”

It can be a challenge to account for so many moving parts, but Richard embraces the work with a people12Copyright Top Agent Magazine

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first mentality. “Service matters most. At JMAC, we want to help our consumers sort out the best choice for their needs.

Our philosophy is straightforward: If our consumers find the best loans quickly and without a lot of trouble, they will stick with us long-term.”

Through everything, Richard takes the most pride in the successful careers he has fostered at JMAC. A passionate mentor, he values any chance to help a young Top Agent Magazine

talent reach their fullest potential. “One of our most successful loan officers started for me as an intern,” he says. “Today, she’s ranked in the Top Loan Officers of Southern California. For me, there’s nothing more rewarding than helping those in our younger generations launch their careers.”

Outside of his career, Richard can be found spending time relaxing on the Colorado River. An avid fan of football Copyright Top Agent Magazine13

and soccer, he prefers an active lifestyle and exercises on a daily basis.

Looking ahead, Richard envisions the steady growth of his client-base and team. Most importantly, he is excited to continue working with JMAC’s elite

staff of up-and-coming lenders. “Our company believes in putting young people in a position to succeed,” he says. “In recent years, opportunity has dwindled in our industry. But we’re here to give our staff a chance to jump into the working force and truly excel.”

To learn more about Richard Frank email Richard.Frank@jmachomeloans.com, visit jmachomeloans.com or call (949) 430-7782 http://www.justingrable.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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LISA FLORES

Lisa Flores found her way to the mortgage industry five years ago. She had recently graduated from Fresno State with a BA in Business.

She started at the front desk of XX with the goal for working her way up to loan officer.

She eventually moved into an assistant role for a top producer she later then received her license and soon after began her solo journey to start building her own book of business. “I just dove right in,” she says “I developed a passion for this business very early on,” she says. Lisa grew up and still lives in Sanger. As a Sanger native she takes pride in her work helping local families move into their own homes—in her very own backyard. “As I drive around town and see the homes I helped finance it brings me much joy.” She now serves the Central Valley from Bakersfield to Sacramento.

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“I take much pride in being a woman in this industry,” Lisa says. “As a mother of three young girls I think its extremely important to show them that women can compete and still have a thriving career.” She hopes to inspire other women, mothers and wives, to break the mold and take the reigns to a rewarding career

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in the mortgage industry. Part of her success is due to the mentors she’s kept close to her.

“I am very fortunate to have heavy hitters in my corner; they help me reach new heights and provide me with the support I need to service my clients in a timely manner.”

Lisa’s clients say she is knowledgeable, trustworthy, and reliable. “I’m not your traditional lender,” she says. “I let clients know that we are in this together. Their win is my win. Their loss is my loss. If their goal is to buy a house, then that’s my goal too.” She speaks with her clients directly every step of the way. “I work very closely with my clients and referral partners,” she says. As a result of the personalized service she provides, the majority of her business already comes from referrals from previous clients and real estate agents.

“My favorite part of my job is getting that ‘first time feeling’ every time with my clients. Homebuyers—especially first-time homebuyers—are always so excited. I get to take that ride with them every single time.

That’s my biggest reward—seeing them happy makes me happy,” she says. To give back to the community, she participates in various local back to school supply drives and has sponsored other local events in the valley ranging from Women Empowerment to Industry Networking events.

She has been a part of a variety of seminars— from the Money Management Center at Fresno State to workshops with realtor offices whom have reached out to her for collaborations. For the future, Lisa plans to expand her online presence with social media and resume her homebuyer workshops.

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To find out more about Lisa Flores, please email lisa.flores@homebridge.com call 559-419-0727, or visit homebridge.com www.www.

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I’ll Take 2 Pounds of Confidence and 3 Pounds of Self-Esteem!

By Barry Eisen

At least a few times per month I get emails and/or calls asking me to help develop confidence and a positive self-esteem. When you’re hot you’re hot and when you’re not, you’re not. Life has its ups and downs and occasionally everyone feels like they’ve run out of gas and nothing they seem to do works. When you’re in a slump the world can look overwhelming and against you. The more you think about you’re victimhood, the more out of control you feel.What you focus upon becomes larger. Confidence, positive self-esteem...these are just words and something experienced many moons ago. Talk it out with your spouse? Sure. See a therapist? Maybe. Get a coach? Good idea. Call a hypnotist...that’s where I come in, but maybe not in an obvious way.

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Hypnosis can be of help in so many areas such as controlling weight, memory improvement, reading faster, stopping smoking, becoming a great public speaker, prospecting and growing a business, eliminating fears, becoming a better golfer/tennis player/baseball player etc., sleeping and energy, controlling pain control in dentistry and child birthing, improving wellness, passing tests and so much more. This is not an over statement. Hypnosis is a performance enhancer because it taps into the best parts of who we are to make the changes necessary to make the changes to evolve ourselves.

But “programming” ones mind for confidence and positive self-esteem is not something I’ve seen done effectively. The subconscious says, “What does that mean?” “Give me a picture, what do you want?” Read any neuroscience to know (or simply use common sense) that the subconscious needs specific direction (words, pictures and supportive feelings) for these clear messages to be acted upon. A general business plan is usually a recipe for disaster. A poor teaching plan will confuse students. Mixed general messages given to a 3 year old will produce erratic behavior. A loose navigation plan will have ships traveling in circles. Just like many people.

Instead of working on confidence and positive self-esteem, does it make sense to instead, work on a solid business target of success and develop a business plan that will get you there? If you’re planning for the future, is it not a better idea to set an end result and develop strategies that will make it happen? If you’re looking for better health, doesn’t it make sense to set a target for excellence and back it up with a realistic exercise and eating approach that will insure success?

The confidence and self-esteem will come along automatically. Create the goal, take action, do the work, be consistent. Your business will never grow more than you do. Your health will never get better without you stretching out beyond who you now are. Your relationships will never be more secure and supportive than you are of yourself. Your confidence and self-esteem will never grow without a reason.

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Before you therapy or drug yourself into confidence and self-esteem, at least try (Oh! I hate that word) the 10 organic following ideas for 2-3 weeks.

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Set goals that stretch you out and force you to grow. You can’t be depressed when you’re learning something. Learning takes you out of your egocentric predicament.

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Create timelines/target dates for goal accomplishments. This establishes a sense of urgency. It puts a little “gitty up” in your step and mind.

List your actions of the day on your To-Do list and prioritize all items.

Doing the A’s and crossing each off as done, will put a smile on your face and a jolt of small energy in your life. (Accomplishment feels good.

Could you use some “feel good”/self-esteem?) You’ll start looking forward

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to these little positive jolts and do what is necessary to have them. If I was talking cocaine...that would be a bad thing, but since I’m talking non drug human motivation...that would be a good thing.

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If you’re just feeling flat for no obvious reason, take on an interest/ hobby/project that’s been on your mind in the past. Learning stimulates blood flow to different parts of the brain and increases endorphin flow.

(E.g. Calligraphy, sailing, martial arts, reading sci-fi, etc.)

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Follow through like your hair’s on fire. Show yourself what you CAN DO! Create some appropriate reward for the accomplishment.

Balance your life with goals in physical, financial, emotional, educational, family, social and spiritual areas. Sometimes more is better.

Purposely smile more, laugh easier, hold eye contact a little more (obviously, not in a creepy way) and present a stronger posture.

Learn to relax to slow down, put things in perspective, ask yourself how you feel and how you’re doing 2 or 3 times during your day. Don’t let the day rule you. Be present. Pay attention.

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Act “AS IF” you were already doing things with confidence, making decisions with authority and living the life you want to live. You become what you think about.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300

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