September san diego 2013 by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Kristi Smith Executive Agent of the Month

Inside Features: Greg King Eagle Home Mortgage

Realty ONE Group Company Profile

Williams & Hammer Harcourts Prime Properties

Exceeding Expectations Since 1984 When you choose Eagle Home Mortgage as your home financing partner, you are joining with a full-service mortgage company with a nearly 30-year history of exceeding customer expectations. Unlike other home lenders, we utilize a local process and in-house services from start to finish, which results in a faster, smoother process with fewer surprises.

Eagle Home Mortgage offers: • A variety of loan programs from first-time buyer to sophisticated investor • Experienced, knowledgeable loan officers who care • A team of experts working together to ensure we exceed expectations at every turn • Ethical and financial stability, with the backing of the Lennar Corporation, an S&P 500 Real Estate and Financial Services Company Scott Criss

Greg King

Phone: 619.929.0102 ScottCriss@eaglehm.com www.eaglehomemortgage.com/scottcriss

Phone: 619.569.7522 GregoryKing@eaglehm.com www.eaglehomemortgage.com/gregoryking

NMLS #210975 Branch Manager / Sr. Loan Officer

NMLS #240387 Sr. Loan Officer

Committed to Seeing You Home.

5930 Cornerstone Court West, Suite 240 | San Diego, CA 92121 | 858.509.9010 | NMLS #839289 Licensed by the Department of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify. Universal American Mortgage Company, DBA Eagle Home Mortgage

Member of the Lennar Family of Companies

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

SEPTEMBER, 2013

SAN DIEGO

Editorials

Cover Story

26 - Tony Alessandra:

Expanding Your Vision And Ideas!

22 - John Boe:

Time Management Tips

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

ADVERTISERS’ INDEX

12 - Bill Brooks:

Successful Selling... What Does It Really Take?

Eagle Home Mortgage........................2 Evergreen Realty...............................20

5 Kristi Smith Executive Agent of the Month

28 - Mark Hunter:

i Photography Studio...............11 & 25

The First 30 Minutes of the Day

Kinecta Federal Credit Union...........35 Prominent Escrow...........................24

16 - Dirk Zeller:

Accomplish Team Training Through Monkey See Monkey Do

Realty ONE Group............................36 Ticor Title Company.........................21

32 - Zig Ziglar: Appearance

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

18 Greg King Eagle Home Mortgage

© Copyright 2013 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.

14 Realty ONE Group Company Profile

30 John Williams & Dot Hammer Harcourts Prime Properties ExecutiveAgent Magazine

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: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: Info@eamag.net Web: www.EAMag.net Tel: 949.366.3349

Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Kristi Smith Executive Agent of the Month

ExecutiveAgent Magazine

Kristi Smith By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

knowledgeable real estate professional with a distinctly even-tempered personality, Kristi Smith operates with an uncanny sense of calm power. Experience has allowed her to cultivate a thriving, clientcentric practice that maintains a focus on the unique needs of buyers and sellers who appreciate her integrity and business acumen. Growing up in Hawaii, Kristi learned early on the value of a strong work ethic. “My parents instilled upon us the importance of earning for ourselves,” she recalls. “I was exposed to the importance of work – and entrepreneurialism – at a young age.” As the child of investors who regularly bought and flipped investment properties, Kristi was also exposed to the inner workings of the real estate

industry. “I was always interested in the business,” she says. Kristi launched her real estate career in 1990, selling residential resale and new subdivision homes in Hawaii and Oregon before transitioning to San Diego in 1996. Today she is particularly well-versed in the regional market; she has lived in Solana Beach, Del Mar and Carmel Valley, and is actively involved in the Del Mar Union School District where her children attend public school. “I know the elements that differentiate communities throughout San Diego,” she says. “From school districts to amenities, I’m able to offer in-depth information that may help buyers and sellers find the homes that meet their wants and needs.”

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Knowledge, Passion, Consistent Education is imperative when working with buyers, notes Kristi, who observes that the advent of technology has resulted in increased consumer knowledge. “Buyers today are more savvy than ever, and I strive to continue to add value to the experience,” she says. “It starts with communication - looking beyond the headlines and statistics and educating individuals on the realities of the marketplace.” She’s incredibly thorough, delving into values while building a deep understanding of the driving forces behind each client’s wants and needs. “Buying a home is an incredibly personal and emotional process,” Kristi states. “I’m here to maintain a sense of objectivity throughout the course of the transaction, and to ensure that my clients understand how a purchase will impact their long- and short-term financial goals.” Clients Kono and Wyatt Blackburn say, “Kristi is beyond

qualified and extremely knowledgeable about real estate. We knew we could trust her with the biggest purchase of our lives. Her patience with us was incredible. Over the course of a five year search, she was always willing to show us any home we were interested in seeing. She was as committed as we were to finding the right home for us at the right price. We really trusted Kristi’s opinion and knew she had our best interests at heart.” As a listing agent, Kristi thrives in the opportunity to market homes and negotiate on her clients’ behalf. Consistency, she says, is imperative. “As our market has shifted, many sellers – and agents – are under the impression that homes will sell themselves,” she says. “I believe that presentation is a critical component to successful sales, and have taken measures to ensure that my listings are seen and remembered.”

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Kristi always enlists a professional photographer to capture each home’s unique beauty, which is then marketed in comprehensive print and online campaigns. Innovative marketing and advertising strategies ensure that Kristi’s listings are competitively placed among the consumer and professional communities. Kristi actively promotes the homes she sells, leveraging her expanding network of industry colleagues. “Personal networking is, I believe, as powerful as online marketing,” she says. “We reach different individuals through a variety of mediums.” Supporting Kristi’s business is her transaction coordinator, who manages the details associated with a given purchase or sale. “This allows me to focus on the needs of my buyers and sellers rather than paperwork,” she explains.

Her dedication has earned her a thriving business of repeat and referral clientele, as well as industry accolades and awards. Kristi ranked among the top 20 local agents for closed escrows during much of the first half of 2013, and is a 4-time President’s Circle winner who has achieved a position among the top 5% of agents nationwide for total sales volume. In over two decades she has represented over 200 transactions in San Diego, and over $125M in aggregate property value. An active mother of five, Kristi continues to find excitement and satisfaction in her professional pursuits. “I really enjoy what I do,” she reflects. “I run my business with honesty, integrity and ethics, and I’m making a difference in peoples’ lives.”

She has also focused on continuing education. Kristi has earned professional credentials including Certified Residential Specialist (CRS), Graduate REALTOR® Institute (GRI) and Certified Distressed Property Expert (CDPE). The designations reflect her commitment to excellence and her ongoing passion for the industry. ExecutiveAgent Magazine

Kristi Smith Keller Williams Realty 12265 El Camino Real, Suite 180 San Diego, CA 92130 Telephone: 858.442.6228 Email: KSmith@kw.com www.KristiSmithRealtor.com BRE # 01205098

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Successful Selling... What Does It Really Take?

t has often been said that sales is the hardest easy work you could ever do. It has also been said that High Point is the Furniture Capital of the World. The second statement is true. The first is false. Sales is, perhaps, the most demanding and difficult profession in the world. The problem? It looks easy. And this is particularly true when you observe a real pro - a top performer in action. Go watch a struggling salesperson and you’ll see just how difficult the sales profession can really be. The problem is that sales is a profession to which many are called and woefully few succeed. And I mean really succeed. I don’t mean just making a living. I mean making a meaningful, fulfilling life. A life of financial freedom, independence, balance and prosperity. The sales profession can provide you all of that and a lot more. But in order to allow it to do all these things for you, you must bring a lot to the table. Unfortunately, there are lots of errors, mistakes in training and erroneous assumptions that sales is an easy-to-do thing. Nothing could be less true. Let’s take a look at a list of 25 skills and a second list of 25 attributes required for sales success. Scan the list and

check off those you have (a) mastered; (b) are working on; (c) need to work on, or (d) haven’t even given much thought to or about: Skills Listening, Goal Setting-Time Management Planning-Scheduling Prospecting-Dealing With Objections Computer Knowledge-Proposal Writing Group Presentation Skills-Negotiation Effective Presentation-Audio-Visual Use Persuasion-Finalizing Transaction Consensus Building-Dress, Style and Image Telephone Skills-Organization Rapport Building-Non-Verbal Communication Strategy-Account Development Networking Attributes Self Starting Capacity-Handling Rejection Physical Stamina-Emotional Stability Ability to Focus-Tenacity Empathy-Goal Directedness Handling Stress-Dealing With Ambiguity Balance-Rebounding From Setbacks Self Esteem-Positive Expectation Loyalty-Thinking On Your Feet

ExecutiveAgent Magazine

Written By Bill Brooks

Resiliency-Self-Renewal Self Awareness-Problem Solving Self Discipline-Results Orientation Compartmentalization-Emotional Maturity Flexibility

attributes are really only the beginning. We haven’t even discussed product knowledge, customer or marketplace know-how, emerging technology or all the rest. Let’s hold those for another day. We both have enough to work on right now.

As you look at these fifty skills and attributes are you surprised that sales is such a demanding profession? Whoever said that it’s the “hardest easy work you could ever do” was obviously comparing it to pure physical labor. Have you ever felt the fatigue that sets in after lots of rejection, refusal and emotional upheaval? How about the fatigue of fourteen hour days, marathon meetings, lots of airplane (or auto) travel, lunches, dinners, events, trade shows, early mornings and late nights?

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 20002001, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

Yes, sales is a great profession. A demanding profession. A rewarding profession. But it is also, perhaps, the most misunderstood profession of all. These fifty skills and ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

RAISING THE REAL ESTATE BAR

omes Lives Dreams is more than just a tagline for Realty ONE Group, a full-service real estate brokerage with more than 4,300 associates and 37 offices serving the tri-state area of California, Nevada and Arizona. Rather, it encapsulates everything the firm offers to its agents and customers. Though the company has been around for less than a decade, its innovative business approach and company culture are setting new standards for the real estate industry. “We really believe that what we are doing is the best possible model for real estate,” says Chief Operating Officer Matt Emerson. We provide our agents with a positive, non-competitive environment and the latest resources and technologies that enable them to succeed.”

It all begins with the company’s philosophy of putting agents first. “Our brand is our agents,” says Matt. “This is a relationship business and it’s all about the agents. They are the reason we are in business.” The company believes that the best way agents can build their business is by giving them an environment that embraces entrepreneurship and empowers them to market themselves. “We don’t put restrictions on them in terms of what they can do to promote themselves,” shares Matt. “They know what works for their business so we’re not going to tell them what they can and can’t do.”

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EA Realty ONE Group’s unique business model and company culture has enabled them to attract and retain some of the industry’s top talent By Julie Brown

That agent first philosophy is also focused on showcasing agents rather than competing with them according to Matt. “We dont’t market the company brand over theirs,” says Matt. “We don’t put up any roadblocks that interfere with their ability to build their brand and their business.” One of the biggest frustrations they’ve heard from agents joining from other companies is in the area of Internet leads and online advertising. Realty ONE Group doesn’t have a team that manages Internet leads and doesn’t purchase online advertising that conflicts with their agents. Instead, the firm focuses on having a strong web presence at its company website (RealtyONEGroup.com) and working with industry leading listing partners like Trulia, Zillow and Homes.com to send any leads directly to the agents. “Our agents work hard to secure their listings so we remove ourselves as the middle man and make sure they receive their Internet leads,” adds Matt. In addition to creating a non-competitive environment for its agents, Realty ONE Group also boasts a company culture they describe as optimistic, empowering and focused on efficiency and service excellence. That culture also includes giving their agents a voice and promoting a climate that encourages feedback and values creativity. “Not many companies deliver on the culture that they promise, but we do,” shares Matt. “We are truly a group of like-minded and passionate individuals who are united in sharing the same values, vision and path for success.” Providing agents with the latest tools and cutting-edge technology is also a priority for Realty ONE Group. These tools include myROG, a proprietary back office system that provides agents with a comprehensive resource library and real-time statistics on all of their efforts including transaction numbers and volume. “It really gives them a benchmark of how they are performing and gives us great transparency to see how we are doing as a company overall at any given time,” shares Matt. They also employ a Paperless Exchange system where all transaction documents are completed electronically through their back office. “Everything is submitted online and reviewed by our compliance team,” says Matt. “Not only does it save trees, it also catches any errors quickly and helps with risk management.”

according to Matt. Realty ONE Group’s business model is one they refer to as “Version Now” because it’s designed to meet the needs of today’s real estate agents. As clichéd as it may sound, Matt says that Realty ONE Group likes to operate outside of the box. Combining an open culture with a non-traditional business model is what makes them unlike any other brokerage firm. “We provide agents with 100% of their commissions, but we don’t charge them exorbitant franchise fees. Instead they pay a transaction fee,” explains Matt. “Usually when you’re training agents it gets awkward when the conversation turns to money and they realize how much they’re paying the company to do business with them. We eliminate all of that by having one plan that levels the playing field.” Realty ONE Group’s unique business model and company culture has enabled them to attract and retain some of the industry’s top talent. “We’ve seen many seasoned agents who have been beaten down, but then are so refreshed and re-energized when they learn how we do business,” says Matt. “We are here to create lasting partnerships with our agents. Whether they are veterans or brand new to the business, we want to give them everything they need to experience long term success.” The company has big growth plans for 2013, which include opening six new offices in California and two in Arizona. In addition to their 4,300 associates, they also give much credit to their highly talented and trained staff of office managers who are a big part of the company’s success. “Our Philosophy of ONE is really the foundation for unity,” says Matt. “Everyone brings something unique to the table, and united we can accomplish so much more than we ever could alone.”

The company also employs a business model that has evolved with the cyclical market conditions. The market will always fluctuate, but not all companies alter their business models to adjust for the changing times

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Realty ONE Group 7545 Irvine Center Drive, Suite 250 Irvine, CA 92618 Tel: 888.461.0101 www.RealtyONEGroup.com BRE # 01844195

Accomplish Team Training Through Monkey See… Monkey Do

ost of the learning we do in life is from observed behavior. This observed behavior happens in all environments from work to home. A few months ago, my wife, Joan, came to me because of observed behavior that Wesley, my five-year-old son, picked up. Joan was driving home from errands with Wesley in the car. She was following slow moving cars in front of her, and Wesley asked her why she was going so slow. Joan told him she couldn’t go any faster because there was a car in front of her. Wesley asked her, “Why don’t you just honk the horn; that’s what Daddy does.” I was busted! In Wesley’s mind, due to observation, he learned that a slow moving car means you should honk the horn. Your staff, especially the sales staff, will learn from you through observed behavior. They will learn how to prospect and how frequently they need to prospect and the duration in terms of time that they must prospect. They will learn how valuable leads are to your team, how to treat leads, and what to do with those leads. They will also learn what the standard of performance and expectation standards are through observed behavior. Your team will be able to observe how closely you are really monitoring them. They will observe if there is consistency in your rhetoric and your actions. Champion Team Rule – People will only do consistently what you expect and inspect. If you are unwilling to set clear expectations and inspect the progress and inspect the results, the outcome for your team will be far less than your goals for the team. If they know what is important to you and your business, and they know that you are watching or monitoring them, your probability of success increases considerably. A word of caution, they won’t react favorably to, “Do as I say, not as I do.” If you want them to prospect consistently, you will have to set the personal example of consistency in this area. They will need to see you prospecting and making sales that link to your prospecting activities. For them to work the leads, treat them as valuable, and qualify them effectively, they will need to see you doing the same. If you want them to have a sense of urgency with the leads, you will need that sense of urgency in dealing with them, as well.

Being a successful leader of your team is only accomplished through monkey see . . . monkey do! Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

Written By Dirk Zeller

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

“You can get everything you want out of life by helping enough people get what they want out of life.” ~Zig Ziglar

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Greg King A Comprehensive Approach to Home Loans

By Lalaena Gonzalez-Figueroa

rom the onset of his lending career, the driving factor in Greg King’s success has been his deepseeded desire to make a positive difference in the lives of others. After pursuing a degree in Consulting Psychology, he focused his talents in the financial sector which, he explains, allows him to make a tangible impact while working with his clients in achieving their long- and short-term goals. “I enjoy the opportunity to deliver more sustainable and valuable assistance,” Says Greg. “My goal is to become my clients’ mortgage advisor for life.” It is this relationship-driven approach that has allowed Greg to build a business based primarily on repeat and referral customers. His focus on providing education and consultative guidance reflects his belief in the value that extends beyond a single transaction. “I like to take a big-picture approach to financing real estate, helping to put my clients on a path of investing,” Greg explains. He invests the time necessary to educate individuals on the loan process, simplifying complex issues with technological tools and software that clarify options and allow borrowers to better understand the impact that a given loan product will have on their financial futures. “It’s amazing what can be accomplished when you translate numbers into bar graphs,” he observes. “I’m able to work more effectively with a range of personalities and learning styles.” Greg joined Eagle Home Mortgage to best meet the needs of an evolving clientele. “I wanted to have the support of a company that kept its promises, delivered great products, and operated with a sense of purpose,” he explains. “As a financial subsidiary of Lennar Homes, Eagle Home Mortgage has great reserves and a vast product offering.” Eagle, he adds, is a direct lender for Fannie Mae, Freddie Mac and Ginnie Mae. Eagle Home Mortgage offers an array of competitivelypriced options for individuals at every stage of real estate, from first-time buyers to individuals in the market for luxury homes, to investors pursuing financing for renovation and rejuvenation projects. Enhanced guidelines on select loan products appeal to individuals who seek creative solutions to their financial needs. Their client-centric model isn’t

limited to consumers; the organization is particularly tuned in to the unique needs of real estate professionals, as well. Communication shapes his relationships with consumer clients and professional partners, and Greg notes that his business is driven by the needs of others. “My motto is that it’s not about me; it’s about them,” he says. Through a needs analysis consultation, Greg identifies the unique opportunities to assist borrowers and real estate agents alike in realizing their big-picture goals. “We discuss what’s working and what isn’t, and strategize ways that I can be of assistance,” he reveals. With borrowers, this means delving beyond products and programs. “I want all of my clients to have the confidence of knowing that they’re making the best choices for themselves,” says Greg. “I don’t sell rates; instead we thoroughly explore the options that will best suit their wants and needs.” A married father of two, Greg is also a talented acoustic guitarist who enjoys downtime with his family. They’re an active group who thrive in outdoor activities including camping, boating and skiing. “I love what I do,” enthuses Greg. “I don’t know of another career that allows you to help people with one of the most important and significant financial endeavors that they will ever undertake. There’s tremendous opportunity for professional growth, as well.” Greg King Eagle Home Mortgage 5930 Cornerstone Court West, Ste. 240 San Diego, CA 92121 Telephone: 858-964-1117 gking@eaglehomemortgage.com www.EagleHomeMortgage.com NMLS ID 240387

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Licensed by the Department of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify. Universal American Mortgage Company, DBA Eagle Home Mortgage

Offices: Corporate Office: Irvine Office 9901 Irvine Center Drive Irvine, CA 92618 Phone: 949.753.7888 Brea Office 3040 Saturn Street, Suite 101 Brea, CA 92821 Phone: 714.990.0770

San Clemente Oﬃce 1397 Calle Avanzado San Clemente, CA 92673 Phone: 949.492.4868 Upland Oﬃce 450 N. Mountain Ave, Suite A Upland, CA 91786 Phone: 909.527.8252

Huntington Beach Oﬃce 18682 Beach Blvd, Suite165 Huntington Beach, CA 92648 Hu Phone: 714.658.9837

Mission Viejo Oﬃce 27802 Vista Del Lago SuiteE2 Mission Viejo, CA 92692 Phone: 949.365.1888

Long Beach Oﬃce 6621 East Paciic Coast Hwy Suite 140 Long Beach, CA 90803 Phone: 562.431.3739

need u o y ing more h u t o y y r eve give nger, s will ﬀers o l e o i y c t n n r a ie e ta eSm d eﬃc Don’t wai ls to ensur m n a o y H at y, oo log e. v i ce s Realt ur techno Real Estat ve all the t r e n S e r e r a ll ee !O st...se ove and h Smar t Car omplete Everg ccessful e b o u s ud me or c rt M to be o what yo e the Sma Realty, Ho een.net/ f n od ak rgr time t e yours. M ct Evergree w.joineve b l. w ta it can cess. Con t http://w onndentia tc uc isi your s .7888 or v ries are kep 53 qui 949.7 tion. All in a inform

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Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780

Written By John Boe

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Time Management Tips

veryone is given exactly the same amount of time each day. It is up to us to manage this time as we would any other precious, nonrenewable asset. In the world of commission sales, time is indeed money! Time management is at the very core of being a successful salesperson. Effective salespeople know how to concentrate on results while ineffective salespeople concentrate on just being busy. Counting time is not nearly as important as making time count. Effective salespeople focus on task achievement rather than tension relieving diversions. By incorporating the use of proven time management techniques into your daily routine, you will earn more money and experience less stress in your life. Avoid procrastination in all of its attractive forms. Learn to separate the important from the unimportant and develop a “Do it NOW” attitude. People manage time by managing their activities and managing activities begins with planning. Effective time managers understand the importance of “planning their work and then working their plan.” It is up to you to respect time and give it both meaning and value. If you want to know the value of a year, ask a P.O.W. that has lost his freedom. If you want to know the value of a month, ask a mother that has given birth to a premature baby. If you want to know the value of a week, ask the editor of a weekly newspaper. If you want to know the value of a day, ask a schoolboy on the last day before summer vacation. If you want to know the value of an hour, ask a criminal sentenced to death. If you want to know the value of a minute, ask a person that just missed their flight. If you want to know the value of a second, ask a person that just avoided a serious car accident. If you want to know the value of a millisecond, ask an Olympic silver medalist. Plan your day the night before. List and prioritize the top five objectives you desire to accomplish when you get to the office. Start with the number one item on your list and stay with it until it is complete. Try to do the most difficult tasks first.

Your first priority as a salesperson is to make appointments. If you do not have an appointment with a prospect, then get on the phone and make one. I recommend you make your phone calls in the morning when you are fresh and alert. Let your friends and co-workers know when you do not want to be disturbed. Close your office door and stay focused on the task at hand. An open door invites continuous distractions. Get to the office early. You will never be successful in the sales profession if you get into the habit of coming to work at the “crack of noon.” Avoid long personal phone calls, lunches and coffee breaks. How much of your day do you spend with a client or actively prospecting for new business? You may want to start an activity log and track how you spend your time. Delegate, delegate, delegate. Avoid the temptation of doing administrative duties and paperwork. Salespeople historically tend to hide behind their paperwork. Focus your efforts on the things that you are licensed or hired to do and consider employing someone else to handle your paperwork. If you have any doubt, ask yourself “What is the best use of my time right now?” John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International. All rights reserved. For additional information, contact the FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com; http:// www.FrogPond.com

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Expanding Your Vision and Ideas! By Tony Alessandra

kindergarten teacher asked a student what she was drawing. “I’m drawing a picture of God,” the child quickly answered.

“But, sweetheart,” said the teacher, “no one knows what God looks like.” “They will in a minute!” the child replied, according to a story told by Sheila Murray Bethel in her book Making a Difference. Charismatic people possess a similar, almost childlike faith in their vision and their ability to create change. People will follow leaders whose vision inspires them and makes their lives more meaningful. What do you feel passionately about? What do you care really deeply about? Whatever your objective-whether it’s ending world hunger or ensuring better care for stray animals-you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself. In fact, having a strong, compelling vision will go a long way toward compensating for a lack of some other charismatic attributes. Einstein, for example, or Eleanor Roosevelt, or Bill Gates, whom I mentioned earlier, aren’t people who immediately leap to mind as being as dashing or debonair as stereotypically “charismatic” leaders. But their strong ideas or vision may have more than made up for other shortcomings. (Have you heard the computerindustry joke? “What do you call a nerd fifteen years from now?” The answer: “Boss.”) Their vision, it can be argued, transformed them into charismatic leaders. The strength of their ideas, and the passion with which they held them, gave them a different brand of personal magnetism. Warren Bennis, author of the best-selling book Leaders, says that being able to articulate your vision in a way that’s easily understood, desirable, and energizing is the spark of leadership genius. Here are some other ideas Expanding Your Vision and Ideas:

1. Listen to your yearnings. Don’t dismiss your daydreams, or for that matter, your nocturnal dreams, either. They may be signals from your mind and body of some unconscious attraction. What’s important is what’s important to you personally. 2. Sometimes it’s helpful to recall your childhood or youth. What propelled your dreams back then? Where did your imagination take you? What most influenced you? And it’s not just the fun or fanciful moments you should recall. If you were poor, maybe helping others escape poverty could be your mission as an adult. If you were abused, maybe abuse prevention is an area where, in your heart of hearts, you would like to make a difference. 3. Seek feedback. “Unfortunately,” said Dr. Norman Vincent Peale, “most people would rather be ruined by praise than saved by criticism.” But getting others to give you honest, constructive feedback may help put your mission and your goals in perspective. They may uncover a diamond you thought was just a pebble, thus sending you off in a better direction. 4. Focus on your strengths. You may have heard the adage “Don’t try to teach a pig to sing-it wastes your time and annoys the pig.” Too often we try to force ourselves to become detail people when we’re not, or to climb the management ranks when what we enjoy and excel at is the rank-and-file work. Ask yourself: What am I really good at? What do I most enjoy? And think about a mission and goals related to those answers. 5. Deal with distractions. On the route to achieving your dream, you’ll find change, risk, surprise, stress, and perhaps even failure. But if you’re committed, you’ll adapt. 6. Do it! “The best way to predict your future,” says management guru Peter F. Drucker, “is to create it”. Once you know your mission and goals, that’s the time to get down to doing it.

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It’s so in every field of endeavor. Writers must sit down and write; salespeople must sell; managers must manage; and painters must paint. Too often, though, people are locked into habits that prevent them from moving ahead. They relive yesterdays, they invent excuses, they procrastinate, they doodle in the margins of life’s tablet instead of seeking to write their signature boldly. So don’t give up on your dreams but, instead, pursue them with passion.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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The First 30 Minutes Of The Day

he first 30 minutes of the workday will set the tone for the entire day. For most people, the first half hour of the day consists of settling into the office routine by grabbing a cup of coffee, checking the internet, and, of course, chatting with others. Now, I will never be one to say we have to avoid coffee and/or socializing, but I will be the first to say it is advantageous to put these activities aside until later.. One of the ways that top-performing salespeople separate themselves from others is by effectively using the first 30 minutes of the day. It is highly beneficial to your productivity to know exactly what you are going to accomplish during this period. Therefore, you must determine the day before what you intend to do when you first arrive in the morning. For anyone in sales, this means one thing: start the day by making a minimum of three sales calls before you do anything else. To begin using this strategy, your objective today (and everyday in the future) should be to identify three people you want to call first thing tomorrow morning. There is no better way to start the day than by calling customers. If you are the type of person who arrives in the office early, your 28

phone calls will wind up going straight to voicemail. Great! In fact, using voicemail is an effective way to demonstrate to others that you are a hard working individual and you take your relationships seriously. For those of you who have a large number of clients, this is also a perfect way to personally reach out to them, while not having to wind up in a long, drawn-out telephone conversation. In addition to beginning the workday more productively, you will also find yourself warmed up to make additional phone calls throughout the day. This will help you overcome a very common problem among anyone in sales: the initial reluctance to make the first call of the day. Many studies have shown that people waste on average 15 minutes each day just getting ready to make that first call. It is ironic to think that you will have made three phone calls in the time it takes the average salesperson to even start making theirs. An additional benefit of this plan will come when you begin applying this same principle to the first 15 minutes after returning from lunch. Use that time to make three prospecting calls. Again, you will find yourself becoming productive faster and you will be less likely to find yourself at the end of the day looking back to realize that you did not make the phone calls you needed to.

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Written By Mark Hunter

By establishing these habits, you will increase the number of phone calls you make every day from utilizing time that, in the past, was unproductive. Make it part of your routine at the end of each day to identify both the three people you intend to contact the next morning and the three you will contact after lunch. Do not fall into the trap of thinking you will come up with the names the next day because the chances of you actually contacting those people will fall dramatically.

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http:// www.TheSalesHunter.com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPOnd.com; http:// www.FrogPond.com

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E XECUTIVE AGENT MAGAZINE

By Julie Brown

John has a master’s degree from The Wharton School of Finance and spent four years in the Air Force as a Contract Officer while also working as a White House Aide. He later started his own management consulting practice and managed the business for 13 years before deciding to follow his parents’ decision to move to California. John caught a glimpse of the shortcomings of the real estate industry through the process of his parents buying a home in Orange County. “I wasn’t impressed with the whole process so it motivated me to get a real estate license,” says John. “I wasn’t sure how long I would practice real estate but it seemed like a good way to get to know the business and Orange County.” Dot received a degree in marketing from the University of Connecticut and was in training to become a department store buyer when she decided to move across country. Her sister moved to California and Dot went with her thinking it would be a fun place to live. She worked as an executive assistant before deciding she wanted a career that offered more flexibility. She earned her real estate Broker’s license and went to work for a few years before taking time off to raise her three children. When her kids got older, Dot returned to the real estate industry.

ohn Williams and Dot Hammer are both Brokers, together with more than four decades of experience in the real estate industry. The dynamic duo has been working together for more than 15 years and are recipients of numerous local and national sales and service awards. Yet despite all of the accolades they’ve received, the one thing that matters most to them and is their ultimate measure of success is client satisfaction. Their knowledge of finance, the local market and vast transaction history may be why clients call them the first time, but they keep coming back because of the level of service they provide and the lasting friendships they develop.

John and Dot met 15 years ago at an industry event and decided to join forces to work for a company that evolved into Harcourts® Prime Properties where they still are today. The two have built a successful business around the motto “clients first.” If you take care of the client, then everything else will take care of itself, according to John. It’s the small details like previewing every property before you show them to a client that make a difference for the duo. “We really listen to our clients needs,” shares Dot. “We’re not in the business to just make a sale, we do what’s right.”

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JOHN WILLIAMS & DOT HAMMER

CLIENTS FIRST The team also works hard to maintain relationships with other agents. “We received 21 offers on one property and I called the 20 agents who didn’t get the deal to tell them why,” explains John. “They were shocked that we even followed up with them, but that’s the way we choose to do business.” Having close relationships in place with other agents also enable the duo to maintain a competitive edge by getting early notifications on properties for sale. By the way, John was elected twice to be President of the Laguna Board of Realtors® and was voted Realtor® of the Year by his real estate peers.

The duo, who were recently ranked fifth nationally in sales for Harcourts, hopes to keep growing their business but don’t ever plan to lose sight of what’s most important to them. They don’t aspire to have assistants or big

John and Dot’s commitment to client service is the reason why 95% of their business is generated from referrals and repeat business. They’ve had clients that have stayed with them for their real estate needs over the course of their lives and many big events. “As people’s situations and finances change, so do their needs and we are there for them,” shares John. “Buyers and Sellers can pick any agent and they choose us. There’s no higher compliment than that.” Their extensive knowledge of the Orange County market is also a big factor in their success. With experience gained in more than John and Dot work closely with Rob Gillon at NewAmerican Funding® 1,000 transactions under their belts, John and Dot are transaction experts who understand the complexities both of being a buyer and teams because they don’t want to give up the personal a seller. “We bring a vast knowledge that not many relationships they have with clients according to John. other agents have and guide clients through the entire “We don’t have to be number one,” adds Dot. “The way transaction,” says Dot. Despite his tenure in the industry, we work just works and we have fun doing it.” John believes that you can never stop learning or know too much. “I learn something new from every single transaction,” adds John. “Having that base of knowledge John L. Williams, Broker and experience helps us to anticipate any challenges Dot Hammer, Broker before they arise.” They also work closely with Rob Harcourts® Prime Properties Gillon at NewAmerican Funding® to ensure that their 27372 Aliso Creek Rd. buyers understand not only loan options, but also the Aliso Viejo, CA 92656 lending process. “Having that financial expertise on our John Tel: (949) 510-1400 team has helped many buyers to get into a home they Dot Tel: (949) 295-9611 didn’t think they ever could,” says John. “We also work Fax: (949) 272-4076 aggressively to lock in competitive interest rates. We’ve JohnLWilliams@fea.net seen rates rise a point overnight which can disqualify www.johnlwilliams.com BRE # 00917563 - BRE # 00419396 buyers and kill the deal.”

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Appearance O

kay - I admit it - this one is extreme. Several years ago before I realized that my body retains ice cream, my wife and I were in our favorite ice cream parlor. An unusual-looking young man walked through the front door. In my lifetime I have never seen anything like it. His hair was sticking out in every direction and came to a point at the top so sharp that it was dangerous. He had every imaginable color represented - green, purple, orange, red, lavender, black - it was really a sight to behold! Right about now you might think I’m being critical. In reality, I’m not. I am simply reporting what I saw. Actually, I believe the young man had every right to look exactly as he did. That’s what America is all about. As a matter of fact, I would go to war to fight for that young man’s right to look exactly as he did. You bet I would! However, I would not give that young man a job, regardless of how capable he might be. He would be such a distraction that I don’t believe the other members of my staff would get much work done. Here’s the point: It’s my conviction that most employers would take the same approach, so when the young man chose to look that way, he chose to eliminate 98% of his employment opportunities. Message: If you want a job, in most places you need to survey the market, observe how the other people appear when they go to work, and within reason, follow their example. In most places substantial latitude is allowed for individuality but there are limits. When you cross the line your chances of employment go down substantially. Think about it. Take the appropriate action and I’ll SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

Written By Zig ziglar

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