CALIFORNIA by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

INSIDE FEATURES: Carmen Galzerano Kaminsky Real Estate Group Kidder / Lowe Villa Real Estate Eric Vavere Benchmark Mortgage

Executive Agent of the Month

Lisa Piltz Keller Williams Realty

21 19 Professional Profiles

Kidder / Lowe

Carmen Galzerano

Eric Vavere

Villa Real Estate

Kaminsky Real Estate Group

Benchmark Mortgage

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California Edition

Editorials 16

Successful Realtor® Profile -Linda Brakeall

Suprise Your Clients -Patti Brotherton

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

More Important Than Your Business Plan -Rich Levin

City of Hope........................................................39 Finance of America Mortgage...........................29 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................40

Eight Cash Cow Systems -Jim Remley

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3

Ticor Title Company....................................................34

Seven Steps To Achieving Your Dream -Chris Widener

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Tony Alessandra, Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Wendy Weiss, Chris Widener, Dirk Zeller, Zig Ziglar

Freaking Sales Animal -Verl Workman

© 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.

Understanding The Process -Dirk Zeller

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Eric Vavere Written by Haley Freeman

native of St. Louis, Missouri, Eric completed his degree in sales and marketing at Missouri State University. He came to California seeking adventure, and brought his solid, Midwest values along with him. “I realized quickly that this industry was a good fit

for me and something I would be doing for a long time. Work ethic, honesty and integrity are paramount in this business. I feel I have a huge responsibility on my hands in making the right decisions for my clients. I care about people; it’s not just a job for me.”

ric Vavere believes that in providing people with home loans, he

is doing more than selling a product; he is providing an

experience that literally changes people’s lives. It is a privilege and a responsibility that he takes to heart, and that’s why he chooses to work with the values-based lending team at Benchmark Mortgage.

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Benchmark Mortgage is a rapidly growing, nationwide lender founded on five core values that define the company’s culture and customer experience: Relationship; Positive Attitude; Excellence; Dynamic; and Success. Eric joined his longtime colleague and branch manager in Irvine, Ryan Grant, where the team atmosphere and consultative approach to lending was the perfect fit with Eric’s business philosophy. “The team aspect of the company is something that works very well,” he says. “Everyone has a job they do well, and we all work together to focus on the client. Our processing and marketing is on site, so there is no breakdown in communication. In this business, communication is number one, and when something needs to get done, my team is right here. The speed of our underwriting is another bonus. I’ve seen two-week closes on purchases. Being surrounded with such great people means I can focus completely on our clients and strategic partners, and provide them with my best service.” Creating a life-changing experience for people requires more than just efficiency; it requires vision and followthrough. “What we do for clients here is act in more of an advisory role,” Eric says. “We set up a long-term strategy for them by looking at their overall financial outlook and what their return will be over the next one-to-five years.” Once a client purchases a home, the relationship doesn’t end. Eric and his team continue to track the client’s equity position, interest savings and tax benefits, and then follow up with a year-end call to discuss the clients current position along with future plans and options. Eric can also recommend the services of other trusted professionals who may assist with a family’s next big milestone. When it comes to conveying good service to real estate partners, Eric says that providing reliable loan approvals, delivering the rate that is promised and closing on time are all very important, “but we take it a step further – we build relationships. If someone is struggling to buy a home, we’ll create a strategy to get there, and see it through. If that means starting with a smaller property

and building up to someone’s dream home, we will set the plan to get there. We believe that people need an advisor to help them manage the biggest debt they will likely ever have in their life.” By treating people “like royalty,” Eric and his team are continually generating future business. They begin by creating a comfortable atmosphere where clients feel at ease discussing financial matters. “We engage in real conversation so we can understand why they’re buying a house and what their needs and goals really are. Clients trust us, which just builds more trust between them and their agent, as well. The people we are already working with are the best source of new business.” Eric, his wife Kim, and their two children are now thoroughly at home in Southern California, and they love the weather and lifestyle. “California is where we belong. We’re really into the outdoors, and we’re always doing something as a family on the weekends. Spending time with them reminds me that I am working for a bigger purpose.” According to Eric, transforming lives by helping people obtain a home fulfills him both personally and professionally. “I recently delivered a bottle of champagne, and bottle of sparkling cider for the kids, when I went to see a client’s new house. It is their first time living in California. It’s hard to put into words what it’s like to see people so excited about a new chapter in their life and to know you are a part of it. I know I’m succeeding at my job when I’ve done well for other people.” Eric Vavere Mortgage Consultant Benchmark Mortgage 100 Spectrum Center Dr., Ste. 250 Irvine, CA 92618 Tel: 949-413-3528 Email: Eric.Vavere@benchmark.us www.ericvavere.benchmark.us NMLS ID 383881

Benchmarks disclaimer: Ark-La-Tex Financial Services, LLC d/b/a Benchmark Mortgage 5160 Tennyson Pkwy STE 2000W, Plano, TX 75024. NMLS ID #2143 (www.benchmark.us) 972-398-7676. This advertisement is for general information purposes only. Some products may not be available in all licensed locations. Information, rates, and pricing are subject to change without prior notice at the sole discretion of Ark-La-Tex Financial Services, LLC. All loan programs subject to borrowers meeting appropriate underwriting conditions. This is not a commitment to lend. Other restrictions may apply.

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Seven Steps To Achieving Your Dream By Chris Widener

an achievement be broken down into steps? Well, it is not always that clean and easy, but I do know that those who achieve great things usually go through much of the same process, with many of the items listed below as part of that process. So if you have been struggling with achievement, look through the following and internalize the thoughts presented. Then begin to apply them. You will be on the road to achieving your dream!

1) Dream it Everything begins in the heart and mind. Every great achievement began in the mind of one person. They dared to dream, to believe that it was possible. Take some time to allow yourself to ask “What if?” Think big. Do not 8

let negative thinking discourage you. You want to be a “dreamer.” Dream of the possibilities for yourself, your family, and for others. If you had a dream that you let grow cold, re-ignite the dream! Fan the flames. Life is too short to let it go. (Also, check out my article “Dare to Dream Again,” Which has been read by close to a million people in the last 4 months alone. You can see it at the website.) 2) Believe it Yes, your dream needs to be big. It needs to be something that is seemingly beyond your capabilities. But it also must be believable. You must be able to say that if certain things take place, if others help, if you work hard enough, though it is a big dream, it can still be done. Good

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“Vision is the spectacular that inspires us to carry out the mundane.” World-class speakers picture themselves speaking with energy and emotion. All of this grooms the mind to control the body to carry out the dream. 4) Tell it One reason many dreams never go anywhere is because the dreamer keeps it all to himself. It is a quiet dream that only lives inside of his mind. The one who wants to achieve their dream must tell that dream to many people. One reason: As we continually say it, we begin to believe it more and more. If we are talking about it then it must be possible. Another reason: It holds us accountable. When we have told others, it spurs us on to actually do it so we do not look foolish. 5) Plan it Every dream must take the form of a plan. The old saying that you “get what you plan for” is so true. Your dream will not just happen. You need to sit down, on a regular basis, and plan out your strategy for achieving the dream. Think through all of the details. Break the whole plan down into small, workable parts. Then set a time frame for accomplishing each task on your “dream plan.” 6) Work it Boy, wouldn’t life be grand if we could quit before this one! Unfortunately the successful are usually the hardest workers. While the rest of the world is sitting on their couch watching re-runs of Gilligan’s Island, achievers are working on their goal - achieving their dream. I have an equation that I work with: Your shortterm tasks, multiplied by time, equal your long-term accomplishments. If you work on it each day, eventually you will achieve your dream. War and Peace was written, in longhand, page by page.

example: A person with no college education can dream that he will build a 50 million-dollar a year company. That is big, but believable. Bad example: That a 90 year-old woman with arthritis will someday run a marathon in under 3 hours. It is big alright, but also impossible. She should instead focus on building a 50 million-dollar a year business! And she better get a move on! 3) See it The great achievers have a habit. They “see” things. They picture themselves walking around their CEO office in their new 25 million-dollar corporate headquarters, even while they are sitting on a folding chair in their garage “headquarters.” Great free-throw shooters in the NBA picture the ball going through the basket. PGA golfers picture the ball going straight down the fairway.

7) Enjoy it When you have reached your goal and you are living your dream, be sure to enjoy it. In fact, enjoy the trip too. Give yourself some rewards along the way. Give yourself a huge reward when you get there. Help others enjoy it. Be gracious and generous. Use your dream to better others. Then go back to number 1. And dream a little bigger this time! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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By Haley Freeman

CARMEN GALZERANO

uring the Great Depression, when U.S. citizens were invited to migrate far north to colonize the Alaskan Territory, Realtor® Carmen Galzerano’s great-grandmother was among the intrepid souls who

accepted a grant of land and a home, with the promise of a new life. Generations later, Carmen was born, and she inherited her predecessor’s courageous spirit.

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After an early childhood in Alaska, Carmen moved with her parents to Oregon where she attended high school. She never forgot one sun-drenched trip to Disneyland when she was 9 years old and the contrast of Southern California with her homes in cold and cloudy climes. When the time was right, she headed south to earn her degree in global studies at U.C. Santa Barbara. Her spirit of adventure fully manifested when she applied for an opportunity to study abroad that sent her with a professor and eight classmates to a remote village in the Solomon Islands. “I was 22, and I had never been anywhere out of the U.S. except to Tijuana,” Carmen says. “I knew I wanted to see the world. I’ve now been to 33 countries, and I’ve mostly traveled solo. I’ve been to 20 countries by myself. I love meeting new people and exploring. I love for life to be exciting and different every day.” It is no surprise, then, that shortly after college Carmen saw another grand adventure in a real estate career. It has proven the perfect channel for her unfailing optimism, love of people and zest for life. Since joining the award-winning Kaminsky Real Estate Group at Christie’s International Real Estate in Manhattan Beach, Carmen has been putting her talents to great purpose helping people buy and sell properties in the distinctive South Bay and West L.A. markets. Carmen describes the South Bay as a place of “strong community. There are great schools, and the community is known for being mellow, safe, and family-oriented. These factors make this a sought-after place to live. I love the more laid-back beach vibe here.” Carmen is committed to preserving the area’s natural assets and participates in beach clean-ups with local outreach organization Heal the Bay. “I’m very concerned about the environment. I live by the beach, and it’s important to me. I don’t want to go to a dirty beach or one where there isn’t any wildlife.” Carmen is people-centric in her approach to real estate, and she enjoys having the support of an accomplished team of professionals who handle details behind the scenes, freeing her to be in the field creating results. “I find people intriguing, and I’m genuinely interested in who they are, where they come from, and what their goals are in relation to real estate. I think what sets our team apart is that we don’t just take a listing and put it on a few sites, host a couple of open houses, and hope it sells. We have people who are dedicated to the online marketing and getting the

listing up on the MLS. Our listings are translated into 14 languages and made available to select clients around the globe by syndicating to thousands of websites. That allows me to be out promoting the home to get as many eyes on it as possible.” Carmen’s proactive marketing strategies benefit both buyers and sellers. “On the buyer’s side, I do a lot of doorknocking. Since there is such low inventory in our area, I hit the streets to see if anyone is interested in selling their home. When I take a listing, my goal is to knock on 100 doors around the house. Neighbors are great resources for knowing someone who wants to buy in the area. I also market to past clients and call area agents in our network.” As a world traveler, Carmen has learned to be adaptable in challenging situations and relatable to people of various cultures. These skills are invaluable to her as a Realtor®, where she sees herself as a professional problem solver. “I’ve gotten lost in foreign countries and gotten off trains at the wrong stop and had to spend the night in an empty train station. I’m able to deal with high-intensity situations. I don’t like to sit in the stress of a problem. I really just try to find out what the person wants and look for solutions. I’ve learned that things almost always work out.” Christie’s International Real Estate is a name trusted throughout the world for delivering service with distinction. Carmen is right at home representing people from anywhere in the world and guiding them through their grand adventure of finding the perfect home for their family and lifestyle. “I see this as a life career,” she says, “and I take my job really seriously. I’m helping people make one of the biggest decisions of their lives, and I’ll do everything in my power to get them exactly where they want to be.” Carmen Galzerano Christie’s International Real Estate Kaminsky Real Estate Group 1230 Rosecrans Ave., Ste. 160 Manhattan Beach, CA 90266 Tel: 310-913-3260 Carmen@itzsold.com Web: http://www.itzsold.com CalBRE # 01953155

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Understanding The Process B

eing a salesperson is one of the greatest professions on earth. As real estate salespeople, we are helping people achieve the great “American Dream”. We get into trouble when we don’t understand the process of the sale. Most real estate salespeople have never studied sales. They have learned a few scripts and dialogues, but they don’t clearly understand the buying process. They have never become students of selling. To be a Champion salesperson you have to understand and study sales. The first step is to understand the sales process. The truth in sales is that people make decisions based on emotion. How they feel emotionally about something governs their decision-making process. We don’t do things based on logic, reason, and intelligence. We will use those tools to justify our decision. Reality is we all act emotionally, and our behavior is shaped by our emotions. Because we are human, we are in a constant state of trying to satisfy our emotional needs and emotional wants. How do we talk to our clients’ or prospects’ emotions? We need to first put ourselves in their situation. We need to clearly understand their needs, wants, and desires. We need to have true empathy for the prospect or client. To really be effective, we need to imagine what the prospects feel like. By clearly knowing their feelings, we can gently and patiently help them see our point of view. For example, you are working with sellers who want to overprice their home. They believe they need to get above fair market value. The most effective way to turn them to reality is to empathize with their problem, to acknowledge that you understand their feelings. Once you do that,

then you can gently show them why their desires will not happen. You have to meet those overpriced sellers where they are and work them towards your position. If you draw a line in the sand and you are worlds apart, all you are doing is yelling at them across a canyon. You have to cross the canyon to their side. You need to lead them back across the canyon. People can often be like cows. You can push, poke, and prod them, and they won’t budge. Your reason for your way has to be a benefit to them. Once they see how they can benefit, they will follow your thinking. The key is to talk to people in terms of needs and emotional benefits to them. Once you have established the benefits, you can persuade people to do anything. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www. RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Written By Dirk Zeller

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Written By Haley Freeman

Heather Kidder & Stephanie Lowe

ealtors® Heather Kidder and Stephanie Lowe at Villa Real Estate in Newport Beach are experts in the local luxury marketplace. As lifetime residents of the Newport community, this is the place they know best, the place where their families have lived, worked and played for generations. In many ways, Heather and Stephanie have lived remarkably parallel lives. Both come from local real estate families, earned degrees from UC schools and enjoyed successful first careers in the tech industry. They

each decided to return to their real estate roots, and when their paths crossed, they saw an opportunity to join forces and offer clients an unparalleled real estate experience. They chose boutique Villa Real Estate for its relationship to the distinctive Newport marketplace. “Newport is such a sophisticated market, it requires a nimble and elegant company,” Heather explains. “Some of the larger firms create the same look here as they do in Nebraska or New York. This firm is more effective in serving the local, luxury market.”

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While these professionals are bound by the many things they have in common, it is their differences that lend such potency to their partnership. “My strengths tend to be different from Stephanie’s,” Heather says. “She’s extremely persistent and level-headed, and a great problem solver. She’s very effective at working with different personalities because she’s so calm, steady and analytical.”

a tight radius around Newport Beach and Corona del Mar. “We feel we are most effective to our clients because we hone in on those neighborhoods,” Heather says. “We can help people through the span of their moving career, from first-time buyers, to those having more children, to empty nesters moving to the beach. We really enjoy seeing people through the different phases of their lives.”

“Heather is amazing with design and having a vision for the property,” Stephanie says. “We have a line of our business that is design/construction and have someone who goes in and rehabs before we put a house on the market. She’s great at making sure people understand why we don’t just put a sign up in front of the house and see if it sells. She helps them to see the value in putting a plan together and having a home show at its best.”

To illustrate, a couple buying their first home described Heather and Stephanie as “exceptionally professional, knowledgeable, courteous and attentive. They are seasoned veterans in a field where experience and insight dictate success. We enthusiastically recommend them to our friends and colleagues, and we look forward to a continued professional relationship and personal friendship.”

A recent seller commented on the effectiveness of this strategy: “After having tried to sell our home with two other agents, we hired Heather and Stephanie to help us. The experience was a complete success. They helped us to prepare and stage the home, did an extensive marketing campaign and negotiated a sales price and terms that we were pleased with. They also helped us identify the perfect replacement home near the beach that we are thoroughly enjoying. We would highly recommend this hard working and dedicated team to anyone looking to buy or sell in the Newport area.” Their deep connections in this exclusive community make it possible for Heather and Stephanie to work discreetly to connect buyers and sellers without having to make a listing public. Stephanie continues, “We have a pool of buyers in the areas we represent, and often we can sell a listing without putting it on the open market. We can also divide the transaction so that one of us represents the buyer and one represents the seller, and everyone feels their needs are met.” Both are adept relocation specialists whose corporate backgrounds combined with their knowledge of local neighborhoods, schools and lifestyles qualify them to assist executives and their families with the challenges of transition.

Heather and Stephanie are also busy moms who work hard to balance the demands of career and family. “I have four kids and Heather has three,” Stephanie says. “We take the time to be good moms while also being really good agents. We support our kids’ schools and get our kids involved in good activities and giving back to the community. Part of our job is making sure they are all productive members of society who appreciate the privilege of living in the beautiful area of Newport Beach.” Working in this one-of-a-kind market, Heather and Stephanie recognize they are selling more than property; they are selling a lifestyle. They consider it a privilege to be invited into people’s lives, and they enjoy welcoming new friends to the neighborhood! Heather Kidder & Stephanie Lowe Villa Real Estate 660 Newport Center Dr., Ste. 200 Newport Beach, CA 92660 Tel: 949.933.5863 – 949.230.1193 Email: SLowe@villarealestate.com Email: HKidder@villarealestate.com Web: www.KidderLowe.com CalBRE # 01187466 / 01118318

Heather and Stephanie focus their representation within

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Successful Realtor® Profile

’ve been involved in a number of studies that tried to figure out why top agents are top agents.

Do they have a common educational background? No. Good ones have high school diplomas, masters and doctorates. No correlation. Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful. Common interests? No. Other than eating, (which we Realtor-types seem to do exceptional well) the interests are widely diverse. After 13 years in real estate sales and management, I’ve only found a few constants.

1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget. They understand that you have to spend money to make money. They know how many sales they need to make the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan. 2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”) 3. They have fun and enjoy selling real estate but know that it won’t be forever. 4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success. . . . And people like to do business with successful people so they do more business! Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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By Linda Brakeall

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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____________________________

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City, State, Zip_____________________ _____________________________________

Executive Agent of the Month

Phone______________________________ Email_______________________________ INSIDE FEATURES: Carmen Galzerano Kaminsky Real Estate Group Kidder / Lowe Villa Real Estate Eric Vavere Benchmark Mortgage

Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: FArrias45@gmail.com Tel: 949.366.3349

Submitted By: Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

Executive Agent of the Month

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Written by Haley Freeman - Photography by Ian Wiant & Cristina Wood

he scriptures say that “for everything there is a season.” After a successful first career in the retail industry, Lisa Piltz spent a special season of her life raising her children in their home community of Rancho Santa Margarita. She volunteered at their schools and was involved in ministry and outreach at church. She also enjoyed pursuing hobbies that raised the quality of life for her family, like gardening, cooking and decorating.

Institute in Laguna Beach with the goal of becoming a home stager. Then the market crashed, and she knew the demand for staging would be limited. She was also concerned about beginning a career in such a difficult market. A good friend who was a Realtor® advised her that it was a perfect time to become an agent. She counseled, “Seasoned agents are struggling in this market and, for you, this will be the normal.”

When her youngest child was graduating from high school, Lisa recognized that she was entering a new season of her life, and she decided it was time to pursue a career in real estate. First, she attended the Interior Design

Lisa took the courageous leap. She began studying for her exam while attending weekly meetings at her friend’s Coldwell Banker office. Just a few months later, Lisa received the call that she had passed her real estate exam.

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Lisa didn’t want to waste valuable time making a lot of mistakes, so she set herself up for success. “I spent all my time doing open houses and previewing all I could. I took any class offered at the Board. I immersed myself in education and earned certifications in distressed property sales. I took every bad lead that other agents were not willing to pursue and managed to get them closed. It turned out to be a blessing in disguise. I learned to do business the hard way, and as the market is shifting again, I know I can help my clients and be successful. I feel wellprepared for pretty much anything.” When she was ready to up her game, Lisa made the strategic decision to join Keller Williams Realty. “The Keller Williams culture encourages God, family and business, in that order. It really resonated with me, along with the incredible training opportunities. I wanted to learn everything I could, and not slowly either.” Lisa has increased her business by more than 300

percent since moving to Keller Williams. Last year, she was one of eight people hand-selected to serve on the Associate Leadership Council from an office of over 500 agents. “We meet once a month as a group, and it’s our opportunity to give input on what might make our office the best place to work and grow our individual businesses, as well as share ideas on how we can maintain a sense of community and support for all of the agents and staff.” After years of steady growth, Lisa is focused on nurturing her relationships with past clients. “I’ve been blessed to work with so many great people and families who are now my friends. My goal is to build a business focused on referrals. When I’m face-to-face with a client, my number one goal is for them to succeed, whether I am helping to sell a home for the most profit and the least amount of stress, or helping a buyer navigate the process of finding their dream home. I take my business very personally, and I take a lot of pride in the level of service I provide.”

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A SEASON FOR REAL ESTATE Clients feel Lisa’s genuine care, and they are eager to tell other people about their outstanding experience. A couple for whom Lisa recently sold a home in Dove Canyon said: “Lisa was the listing agent on our property. However, she was not just an agent, she was a partner in the transaction and eventually a friend. She provided us with a fabulous professional network of contractors. Lisa was instrumental in obtaining over $1.3 million for the property, the highest price-per-square-foot for a home in the area. We felt like she truly was looking out for our best interests, respected and understood our love for our home. She was always there to address our issues and concerns. Lisa went well aboveand-beyond, exceeding our expectations. We can only wish for that level of professionalism, commitment, and integrity from every person we deal with in the future.” Lisa helped another family purchase their first home in Rancho Santa Margarita. They said: “Lisa is amazing! She tirelessly answered every single question and concern we ever had about buying a home. It took us some time to finally get the house we wanted and needed for our family. She never wavered in her assistance to us as her clients.

Lisa takes the time to get to know her clients and their family, making you feel like a part of her family. She really does genuinely care about her clients and goes above and beyond to make them feel cared for. Lisa has earned our business for life!” The next step for Lisa is building a team of equally committed professionals so that she can provide world-class service to more people. Lisa’s daughter, Cristina Wood, is her photographer, and her husband, Brian, is a licensed Realtor® who assists her with marketing and the day-today operations of the business. “He is a big support to me. I’m actively looking to expand my team by adding a buyer’s agent and an admin person. I want to build a strong team so I can offer a more personal touch to the people I’m working with and those I’ve worked with in the past. I want all my clients to feel cared for and to receive service at the highest level. Since making the move to Keller Williams, I have been mentored, coached and supported by our team leader, Rino Caturano. As a result, I have increased my business exponentially by realizing I can create a great business that is in line with my own personal values.”

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Lisa channels that positivity into all areas of her life, and giving back is essential to achieving balance. She has served on the community living committee for the SAMLARC Association in Rancho Santa Margarita. “We created, discussed and supported community events and workshops and attended a monthly discussion group with the leaders of our homeowner’s association. I got involved because I raised my family here and have lived in Rancho Santa Margarita for the better part of 26 years. I felt I could provide clients with more insight into what’s going on in the area and at the same time be a voice for them on what they would like to see happening in the community. Rancho Santa Margarita is a great city and has a smalltown feel, which is difficult to find in Orange County. In my area, I’ve built a brand that is recognizable, and it’s been a real blessing to work in an area that I have such a deep connection with.”

Lisa and Brian have three grown children and four grandchildren. Two of the grandchildren even live in their same neighborhood. According to Lisa, real estate affords her the opportunity to contribute to her family’s quality of life while also giving to others. “Part of my ‘big why’ is setting an example for my family. I was able to stay home and fulfill the dream of being with my children while they grew up. I joyfully gave everything I had to that season. Now, in this season, I want to show my kids that if you work hard at something you’re passionate about and do it for the right reasons, the rewards are tremendous.”

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Lisa Piltz Keller Williams Realty 27101 Puerta Real #150, Mission Viejo, CA 92691 Tel: 949.292.5528 - Email: Lisa@LisaPiltz.com Web: www.LisaPiltz.com - CalBRE # 01877694 ExecutiveAgent Magazine

More Important Than Your Business Plan

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uestion: What could be more important than your business plan? Answer: Your habits. An Agent’s daily and weekly habits are more important than the quality of their business plan. Both, plan and habits are best. But of the two, habits rule. Consider these two Agents. Which would you rather be? Amy Agent has a great plan and lousy habits. She is really excited about her plan. But… her lack of habits means that she does not consistently take action. Her lead generation and follow up are mediocre. Her marketing is random. Her service and communication with her Clients is hit or miss. It is easy to imagine how these lousy habits limit Amy’s success and add to her frustration. In contrast Annie Agent actually has no formal plan but she has great habits. She always feels like a better plan would help her. But… on the same days of the week, at the same times, in the same place, in the same way she consistently follows up her leads; sends direct mail, e-mail blasts, and blogs. She communicates with her Clients on schedule. It is easy to imagine how Annie’s habits feed her success, create personal satisfaction and a better quality of life. Habits Work. Consistency Works. Consistency Wins. It’s universal. Habits ensure success in every endeavor. The athlete and the team with the better habits win. The marriage with the better habits thrives. It’s Not Time Management. It is Priority Management. Time management seldom works. Priority management always works. In his book, The 7 Habits of Highly Effective People, Stephen R. Covey wrote, “The key is not to prioritize what’s on your schedule, but to schedule your priorities.” There are eight priorities that guarantee success in a Real Estate career. Scheduling them is remarkably easy. Developing the tiniest bit of discipline around them, one at a time, turns them into habits. The Priorities of a Successful Real Estate Career Are: 1. Look at and Update Your Measurable Results Daily 2. Make Appointments with new Clients 3. Conduct Your Technology Marketing 4. Implement Your Traditional Marketing

5. Provide Quality Service to Your Listed Sellers and Pending Clients 6. Think and Strategize 7. Improve Your Presentations (as necessary) 8. Learn Inventory by Previewing Property (as necessary) Presentations, handling pending transactions, showing, offers, negotiating, etc are also priorities but they are dependent on other people’s schedules. Therefore they are difficult to build as habits. Turning the above eight priorities into habits guarantee the presentations, showings, offers, etc that result in your success. Four Critical Keys to Turning the Eight Priorities into Habits: 1. Schedule the priorities, for 30 minutes (at the beginning); first thing in the morning as soon as you sit down at your desk. That’s not the real key. This is; complete the priorities for that day before you open your e-mail! 2. Schedule each priority on the same day of the week, at the same time, in the same place, and get started in the same way. 3. Start with one priority at a time. Once you experience the value of having one habit. You will be motivated to add the next. 4. Start with 30 minutes or less. This feels less burdensome. It motivates efficiency. And the fact is that you can accomplish a lot when you are really focused for 30 minutes on one priority. In all of my workshops, on every topic, I teach Agents to create habits. I teach Agents to implement the topic of the workshop through better habits. Let me be clear. Business planning is very important. In fact planning is a main focus of my coaching and teaching. But I know that your habits, not your plan, dictate your success. And it is your habits that will guarantee the implementation of your plan and the success of your business and your life. Master Coach and Agent Productivity Expert Rich Levin will be presenting “14 Proven Systems to Keep Your Transaction Intact Until They Close” and “Dynamite Real Estate Presentations” at the Texas State Convention in Galveston on September 15th. He is President of Rich Levin’s Success Corps Inc. (www.RichLevin.com). ©2010, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Eight Cash Cow Systems By Jim Remley

ave you ever met a dumb millionaire? I have and it’s irritating. The thought that someone can be so simple minded yet create such abundance in their lives can be frustrating for the rest of us who have to work hard for a living. So what is their secret? How can they achieve success without being perhaps as highly educated or technically sophisticated or even socially connected as you or I? The answer is that they don’t have any secrets - what they do have is simple systems. Many of us sophisticated folks are always looking for the magic bullet opportunity; an idea or a sudden revelation that will leap frog us straight to the moon. The dumb millionaire has found something simple that works consistently. Some might call these Cash Cow Systems. These are simple repeatable business models that work consistently. These Cash Cow Systems are not magic and they don’t create instant success but they will create long term results. Let’s take a look at a few together:

Eight Cash Cow Systems: 1. Low Tech Sphere of Influence Your phone is sitting on your desk right now. How many of your past clients could you contact in the next hour? Personal contact is the cheapest most effective method of marketing. Start small - set a goal to call just three past clients a day and ask for a referral. 2. Stop/Drop/Knock How many For Sale by Owners have you driven by in the last week? Be honest – Did you stop your car, drop what you were doing and go knock on the door? Here is your opportunity to begin modeling superstars. Make it a personal goal to knock three FSBO doors this week! 3. Belly to Belly Technology is terrific but nothing is as effective as meeting new people in person. How many cards have you personally handed to someone in the last seven days? Begin carrying 20 business cards with you each morning and make it a goal to have them handed out by the time you go home at night.

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4. Start with Giving One easy system for building your business is helping others build their business. Ask every business owner you come into contact with – “How can I help you build your business?” – The return will be a mountain of referrals. 5. All Politics is Local There are centers of power in every small town, large city, and rural community. These power centers can be instrumental in helping an agent build their business. Ask yourself who do I need to meet in order to tap into or become a part of the local power centers? 6. Repeat Success Many of the top producers in the country share one simple system. They have repeat customers who use their services multiple times a year. Ask yourself who moves a lot of real estate in your community? Examples: Builders, Investors, Attorneys. Introduce yourself to them and ask for their business! 7. Mailings How many pieces of mail did you send out in the last twelve months? Consistently mailings can help keep you top of mind among your sphere of influence, and the people that you are targeting. Build a long term plan by using a twelve month calendar. Also consider using a service like modernpostcard.com or expresscopy.com to do the actual hands on work.

8. Work Harder Have you ever heard the phrase – “By just showing up you can beat 95% of your competition?” This is also true in Real Estate because the secret is that almost any plan will work – the real question is will you work the plan? Find a simple system and work it! These simple cash cow systems can be adopted instantly by anyone, including you and the secret is – there are no secrets! What separates those dumb millionaires from the rest of us is their willingness to do the simple things over and over and over! So are you willing to begin tapping into the power of repeatable success? If you said yes - I have a challenge for you: Choose just one of the eight ideas and implement the idea this week into your business. Jim Remley, ABR, is a speaker, author, and consultant. He is also an active real estate broker in Southern Oregon where he owns a network of eight offices. Jim won the Rookie Instructor of the Year award in 2001 from Realty-U, the largest network of real estate educators in the nation. Recently he won the 2002 and 2003 Pacesetter Award. Jim is the author of an extensive catalog of products as well as a personal coaching system. Copyright© 2005, Jim Remley. All right reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com.

ExecutiveAgent Magazine

Surprise Your Clients! Patti Brotherton

uilding client loyalty has been the key to a long and successful career in real estate. We all know it. Some agents do this very well-are in constant contact with past and current clients and see a good consistency in their business. They lose a few transactions each year, but don’t really worry because they have so much going and are comfortable with their results. But, why not have it all? Let me give you some ways to surprise your clients. One of the biggest mistakes agents do is not keeping in touch enough with their clients. If they hear from you 18 times a year-you will be receiving more referrals than you ever imagined. I know, most of you are saying, “gee, if I started doing that after they haven’t heard from me in five years, what would they think?” They would like that you are finally on the ball! It’s never too late! Annual gift Why is it that we neglect to give back to the very people who have given us the most rewards? You should be spending your marketing money wisely; and it is very wise to give a gift to the people who helped you be successful. Every client that lives in your marketing area should receive a gift from you every year. Pick a month of the year that you want to do this (preferably not at Christmas time because they get so much at that time of year and you want to stand out). How about St. Patrick’s Day? Order live shamrocks from a wholesale nursery and dress them up with pretty green foil paper, put a sticker on them that says “Happy St. Patrick’s Day, your name, office, and telephone number.” Get some help and deliver them to their doorstep. What a fun surprise! When was the last time you received a live shamrock plant?

How about 4th of July? Have a local bakery bake you small apple pies for all your clients. Put them in a Ziplock plastic bag, put a white sticker with red print on the outside that says “what’s more American than apple pie? Enjoy. Happy 4th of July!” How about the middle of August? Buy barbeque aprons for each family, roll them up and tie with a ribbon, fasten your card or a note that says, “Hope you’re having a good summer. I’m thinking of you.” Let your imagination go. Surprise your clients! By the way, if you are already giving them something every Christmas (live poinsettia, beautiful calendar, etc.), don’t stop. You are way ahead of your competition. But, think about doing something during the year as well. You want them to have as many surprises as you can. Holiday cards I love sending cards for different holidays that people rarely receive cards for-St. Patrick’s Day, Easter, May Day, Arbor Day, Ground Hog Day, 4th of July, Labor Day, Halloween, and Thanksgiving. Surprise your clients by having a card made up and sending it to them. They will be thrilled and it’s so easy. Surprise CMA Why not send them a market analysis on their home every five years. The cover note can say, “Surprise.look what your home is worth now!” There isn’t a person around who doesn’t want to know the value or their home. And, this just might motivate some to action. What a surprise to have your Realtor® thinking of you and providing you with information unsolicited.

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Theater tickets Pick 10 couples a year to give tickets for live theater if they have it in your area or concert tickets, etc. Make a casual call and tell them that you were thinking of them and wanted to give them the tickets. They will be surprised and pleased. Call two weeks before the performance. Most will be able to attend some won’t, but you will still get mileage out of it with the offer. This little surprise has big rewards. And, is so easy to do. Mail them the tickets after you are sure they can attend with a nice note. Lunch or dinner Take two people to lunch or dinner once a month. Talk about the real estate market and how great it is. Let them know how much you enjoyed working with them and hope that you can help their friends and family in the near future. Don’t take the same people all the time. Take people that you haven’t seen for awhile so that you can catch up. They will be pleasantly surprised.

You get the idea. When you treat your past and current clients this way you will reap huge rewards and have a lot of fun doing it. Best of all, these small surprises makes everyone happy! Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. For additional information about Patti’s presentations and company services, contact the Frog Pond at 800.704. FROG(3764) or email susie@frogpond.com; http://www. frogpond.com.

ExecutiveAgent Magazine

A NIGHT IN SANTORINI friday, january 13, 2017

The installation of Rob morel and the 2017 board of directors schedule 4:30 pM COCKTAILS & CASINO 6:30 PM dinner & program Dj and dancing to follow

south bay association of realtorsÂŽ 22833 arlington ave, torrance, 90501

cocktail attire requested please rsvp to Nikki Vasquez BEFORE 1/6/17 at: nikki@southbayaor.com

Freaking Sales Animal! By Verl Workman

f you ever see me speak you will find out quickly that I love what I do! I love speaking and training and I love the nervous energy that I feel before every event! I am often asked if I mind all the travel and being away from my family and my answer comes quickly. I love what I do and the travel just comes with the territory; it is the means to that end. I don’t think about it; traveling is simply part of the process that creates opportunities for me to influence people and hopefully help them make changes in their lives and businesses that will impact their families in a positive way. Yes, being away from my family is difficult, but I am blessed to be married to an awesome wife who does an amazing job of caring for our six children. Without her, I simply could not do what I do.

struggle with—I call it the “Sales Denial Syndrome.” I recently spoke to a large group of real estate agents and asked the entire group to raise their hands if they think they are in sales and the response was mind boggling! Less than 10% of this group considered themselves to be “sales people”. I was floored—how can you be successful in real estate if you can’t sell?

One of the most important things an agent can do today is take careful self evaluation by simply asking these questions of yourself: “What do you do?” “What is your most important role?” “Where do you find your greatest value?” and “Are you a sales person?”

Too often, when we hear the word “sales person” we conjure up an image of a sleazy, slick talker wearing a plaid jacket—and we sure don’t want to be associated with that image! But I simply ask you: How do you convince people to do business with you if you don’t give a great sales presentation? How do you overcome objections like “I want to think about it” or “I’d like to sleep on it” or “Another agent said they could do it for less”? These are all objections that require great sales skill and dialog in order to overcome them. The better you are at selling yourself and your services, the more likely that you will be successful as a real estate professional.

The first few questions establish your core values and motivating factors that allow you to do the difficult tasks, but interestingly, the last question is the one most agents

Think about it from the perspective of today’s home seller. Knowing what you know about the market and how slow home sales are in most price ranges, who would

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you prefer to hire, the agent that will provide you “great service” or do you want a “Freaking Sales Animal”? The difference is that the Freaking Sales Animal will follow up aggressively with every potential buyer, they will negotiate with confidence on any and all offers, and if they get a live one they will stay with that client until they buy or tell them to die! I came into real estate as a salesman. I attribute my success to the training and experiences I had outside of real estate in competitive sales environments. I love sales, I love the selling process and my clients hire me today because they know I can sell their homes. I agree that exceptional service is critical to long-lasting relationships and repeat business, but you never get to the repeat business part if you can’t close to begin with! Don’t be afraid of the supposed stigma that is sometimes attached to being in sales; embrace it and be confident with who you are! Study sales and sales strategies and get trained by the best sales people you know. When I coach agents today it is with the specific focus on helping them incorporate technology into their business, so they have more sales opportunities.

“Sales” is a 5-letter word not a 4-letter word! Now repeat after me: “I’m a Freaking Sales Animal and I am proud of it! I LOVE what I do!” Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman. com or www.PQPipeline.com or email him at AskVerl@ VerlWorkman.com. ©2010 Pinnacle Quest consulting, Verl Workman. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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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

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A mortgage lender with the magic touch? More like the personal touch – See for yourself. What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.” What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task! Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk! Jason Redmond, NMLS# 1234810 Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org www.kinecta.org/jredmond

Duane Reddington, NMLS# 410579 Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org www.kinecta.org/dreddington

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