California 4-9-17 by Top Agent Magazine

CALIFORNIA EDITION

8 Things SUCCESSFUL PEOPLE Never Do Six Powerful Prospecting Tips to BUILD YOUR BUSINESS How To Recognize TRUE LUXURY PROPERTIES FEATURED AGENTS

JON & JULIE ALLEN EITAN CONSTINE AUDREY WARDWELL

CONNECT BEYOND REAL ESTATE to Attract Future Clients

COVER STORY

TERRY SANCHEZ

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LOS ANGELES EDITION

TERRY SANCHEZ

JON & JULIE ALLEN

EITAN CONSTINE

AUDREY WARDWELL

CONTENTS 4) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES 13) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

18) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS 23) SIX POWERFUL PROSPECTING TIPS TO BUILD YOUR BUSINESS

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. 6

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TERRY SANCHEZ

a growing specialty in representing high-end luxury estates—with one upcoming listing set for a $1.3 million sale price. She is also a Broker Associate at her imprint of Century 21 Town & Country, where she heads a tightknit team of real estate professionals that includes a buyers’ agent and marketing lead. Together, Terry and her team prioritize client care, staying accessible around the clock to ensure everyone they work with enjoys a superior and memorable level of service. “Real estate is about relationships,” Terry reflects, “and I like to form long-lasting connections to my clients. Service is what drives our business.” Considering her impressive rate of repeat and referral clients, amounting to roughly 90%, Terry’s personalized client care and proven ability to deliver results essentially speaks for itself.

Terry Sanchez got her start in real estate back in 1993, working as a loan officer in the mortgage industry. A natural people person, Terry decided to transition to real estate in order to work more directly with clients, earning her agent’s license in 1998 and her broker’s license in 2001. After opening her own business and leading a team of agents as their broker, Terry repositioned and returned to her work as an agent back in 2014, recognizing once and for all that her true passion lies with the clients at the heart of every transaction. Primarily serving the Inland Empire region, Terry represents both buyers and sellers, with Copyright Top Agent Magazine 8

To market her listings, Terry blends the tried-and-true traditional with the modern and digital. From staging memorable open house events—sometimes including custom wine-tasting for visitors—to tapping into Century 21’s sizable online footprint, Terry ensures that every property she’s responsible for receives maximum exposure, whether in print or online. She also incorporates social media’s vast each, in addition to posting on the leading digital listing platforms. To keep in touch with clients both past and potential, Terry and her team mine their systematic database of clientele, creating e-mail campaigns and sending out mailers. What’s more, Terry applies her winning personal touch by staying connected to her clients through birthday cards, home anniversary cards, or the occasional text message just to check in. Top Agent Magazine

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Having worked in the Inland Empire’s real estate industry for nineteen years, Terry offers her clients an expert’s insight into the market and local inventory. Likewise, she has built a formidable network of fellow professionals, facilitating the buying and selling process for her clients as a result. It’s also worth noting that Terry’s industry experience runs the gamut, from her years in the mortgage business, her tenure as a broker, and in niche projects, like the development of a luxury housing complex in South America adjacent to the U.S. Embassy, back in 2007. Whether guiding her clients toward the next chapter in their life by way of homeCopyright Top Agent Magazine 10

ownership, or advising a client on the ideal marketing techniques for a listing, Terry offers her Inland Empire clients a wealth of practical, hands-on experience and firsthand knowledge of the area. At the end of the day, it is the daily range of her work that Terry prizes most about her job, as it allows her to encounter and get to know a variety of people, from all cultures and backgrounds. Positioning her spirit of service toward her local community, Terry is an avid supporter and contributor to charities supporting victims of domestic abuse, a cause close to her heart. Not only does she donate her time and Top Agent Magazine

resources, but she also campaigns for awareness, as well. In her free hours, Terry enjoys spending time with her four children—one of which is currently pursuing her own real estate license to follow in her mother’s footsteps. As for the future, Terry has plans to continue to grow her business and expand her work in the high-end luxury property area of her field—all while maintaining the Top Agent Magazine

signature hallmark service she is known to provide. Having already built a flourishing career that spans nearly two decades, in addition to honing a professional philosophy that prioritizes people first, the years ahead are sure to yield continued prosperity and promise for Terry Sanchez and her team. Copyright Top Agent Magazine 11

To learn more about Terry Sanchez visit TerrySanchezFlatFee.com, e-mail info@terrysanchezflatfee.com, or call (626) 255-4252 www.

12Copyright Top Agent Magazine

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JON AND JULIE ALLEN Moving to Palm Springs in December 2014 and opening their business, Allen Group Real Estate, the following month, Jon and Julie Allen have taken the California real estate market by storm. They are thriving in the region and providing their clients with a value proposition they can’t find anywhere else. For Jon and Julie, it’s all about establishing a relationship with clients that is memorable and allows them to remain a part of their life long term. “Our goal is to be their realtor and their family and friends’ realtor for life,” Jon says. They are doing just this and have already begun to see the rewards of these connections with a 20 percent referral business coming their way. This is in addition to having over $10 million in sales in only their second year of business. Both Jon and Julie are no strangers to real estate. Julie was previously an agent with Keller Williams in Seattle and Jon, who has a background in finance and accounting, sold commercial and residential real estate in the past in Idaho. With a summer home in Palm Springs, the two made the decision to transition to California and joined forces with Keller Williams Luxury Homes International, where they are also Global Property Specialists. “We took destiny into our own hands,” says Jon. “We moved to the Palm Springs area. We didn’t know anyone. We didn’t know the area and started a business.” Together, the two serve the Coachella Valley/Palm Springs area, extending to Southern California and the Los Angeles region. Julie is also a Resort and Second Property Specialist while Jon is a licensed CPA, offering their clients more than the typical agent.

Commitment really defines both Jon and Julie as they are dedicated to their clients and do exactly what they say they are going to do. Clients can count on them to be honest and upfront, often telling them what they don’t want to hear, but it is this integrity that sets them apart and has given them success with their real estate business. They have an intimate knowledge of the Palm Springs area as well as the inventory that is available to their clients. For sellers, they take their marketing efforts to the next level with a global presence. They push their listings out to more than 350 real estate websites as well as several international sites to ensure their clients find the right buyer quickly. They also are strong proponents of professional photography and incorporate virtual tours of their listings on top sites such as Zillow and Trulia. They also have a strong database of clients to market to as well as the Keller Williams sphere of influence. While newer to the Palm Springs area, both Jon and Julie are meshing into the community already. Jon is on the Board of the Variety of the Desert, an organization dedicated to providing funding for disabled and disadvantaged children. He has also been a long-time Rotary member and Julie’s commitment to the community is also strong. When not working with clients, Jon and Julie love to travel and explore new and out of the way places, often going to Europe. Julie also enjoys cooking and sewing while Jon likes to take time out to paint. As the two grow their business, they have defined goals to expand in the Valley as well as outside it into the Los Angeles or Vancouver, British Columbia, area. Jon also has plans to get his broker license this year and they both want to become million dollar producers. “Our goal is to become millionaire real estate agents and we want to bring people to our team that we can help them become millionaire real estate agents,” says Jon.

For more information about Jon and Julie Allen, call 760-460-1237 or 760-460-1415, or email jon@allengroupre.com or julie@allengroupre.com 16

Art Alvarez is proud to congratulate

Jon & Julie Allen

on being featured for the state of California in Top Agent Magazine!

Art Alvarez | MortgageWorks, Inc. Palm Springs/Irvine 714-612-9035 cell | 760-883-5700 office | 760-883-1553 fax NMLS #270021| BRE #00939239 mwloan.com

www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 18

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients. To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals. So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause. In fact, they want and need you to promote them. And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community â&#x20AC;&#x201C; our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didnâ&#x20AC;&#x2122;t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you. Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 20

that will draw in a broad range of followers. Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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EITAN CONSTINE Breaking into the fiercely competitive Los Angeles real estate market presents a formidable challenge for any newly minted REALTOR®. For many, it takes decades to develop relationships with builders, investors and networks of buyers and sellers. It’s in consideration of these acute challenges that the story of Eitan Constine is so remarkable, especially after only four years as a REALTOR®. Now working with Rochelle Maize Luxury Estates of Nourmand and Associates, Eitan’s success came about through hard work, ingenuity, discipline and an eagerness to network with other top agents, all supported by his unique skill set and background.

As a result, after less than four years, nearly 60% of Eitan’s business originates from referrals. Much of his work, he explains, is with developers. “Developers recognize the immense value I create for them,” says Eitan. “For my clients, I produce a level of analysis that few agents can replicate.” Eitan’s finance background conveys his strength in providing analytics on economic trends and assessing political factors to give developers and buyers a comprehensive understanding of their investments. Whether working with developers, investors or families, Eitan is most inspired by the feeling of accomplishment after collaborating with clients to achieve their goals. “There are struggles and stresses that may occur; that’s part of the process, but I enjoy the collaboration in pursuit of mutual goals.”

“I do everything in my life to an extreme and commit myself to extreme accountability,” says Eitan. From his education and personal endeavors to his achievements in L.A. real estate, this statement is no exaggeration. Following two years of service as Machine Gunner in the Israel Defense Forces (IDF), Eitan earned his MBA from Vanderbilt University’s Owen Graduate School of Business before entering the world of management consulting. “My work in the financial markets afforded me knowledge and experience to treat my real estate relationships as a high-end consultant or asset manager rather than operating from the perspective of a sales capacity,” he says. “We’re not simply selling an item; a home is typically the most valuable asset someone will buy. The transaction demands a high level of elegance and precision from start to close. Whether I’m working with a client on an investment acquisition, a buyer purchasing their first property or someone selling a luxury estate or a two-bed condo, I view each transaction as a luxury asset and extend the required level of sophistication for a seamless transaction and ultimately a stellar outcome.”

Eitan extends this collaborative nature to his community. “I am active in L.A.’s Jewish community where I contribute to multiple charitable organizations,” he says. “I enjoy back-country skiing and high-adrenaline sports.” Speaking in character with his “extreme” life, he adds, “I don’t just ski and have après ski drinks in the mountain lodge; I venture out of bounds searching for pristine challenging terrain. Filming sharks around the world is my other passion. As a certified SCUBA instructor, I’ve been lucky to traverse the globe in pursuit of this excitement.” Those extremes mirror his business. “Clients know I’m willing to go to any length to get them what they want.” And he, of course, enjoys all this adventures with the support of his wife.

Eitan’s clients benefit from his eagerness to network with other agents to make sales and purchases more efficient. “I’m privileged to work with a number of stellar agents who are among the most reputable brokers in the entire Southern California region,” he says. “I work independently to offer my clients the most individualized attention possible, but when needed I partner with other agents if doing so will yield better service and optimize outcomes.” For instance, if a client’s native tongue is Chinese, Eitan will gladly partner with an agent who not only speaks fluent Chinese but also has experience with that client’s cultural business traditions; if his client wants to view properties in a part of LA he has not yet established high exposure, he’ll partner with the best in that area. Eitan continues to lead each client engagement, building trust between each party while expanding his professional network. 22

Going forward, Eitan’s growing resume is beginning to speak for itself. As someone who lives and works in the extreme, the L.A. real estate market can expect to hear and see much more of Eitan year over year.

To learn more about Eitan Constine, visit EitanConstineProperties.com email EitanConstine@gmail.com or call 310.963.1648 www.

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Six Powerful Prospecting Tips to Build Your Business By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals. Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and donâ&#x20AC;&#x2122;t waste their precious time hanging out in the break room or taking twohour lunch breaks. Top producers donâ&#x20AC;&#x2122;t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit. Top Agent Magazine

Tip One: Don’t Forget to Ask for Referrals. When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect. Tip Two: Train and Reward Your Advocates. An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

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Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate’s confidence and keep them from over-educating their referrals. During your roleplay session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself.

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Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly. Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling. Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

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to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional. Top Agent Magazine

Tip Five: Qualify Your Prospect at Maximum Range. Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on. Tip Six: Don’t Take Rejection Personally. Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

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who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects! “Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – W. Clement Stone Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website. 26

Top Agent Magazine

AUDREY WARDWELL You could say that Audrey Wardwell was literally born into the property management business as she grew up with a father that was an onsite property manager himself. Getting an understanding of the industry at an early age, Wardwell began managing her own apartment complex at 18 while she was attending college. She quickly found out she had a deep passion for the business and refocused her attention on it, learning as much as she could by working with some top producing agents in the Monterey Peninsula area of California. Gaining valuable skills about commercial and residential property management, in addition to real estate sales, she opened her own property management company with 36 North Properties six years ago, where she still manages the 20,000 sq.ft. commercial/residential space she started her career path with at the age of 18. Today, Wardwell manages 187 properties and offers full-service property management for commercial, multi-family and single family properties in the Salinas Valley and Monterey Peninsula. She does it all from marketing, detailed tenant screening to leasing. “We try to make it as easy on our owners as possible,” she says. “We take care of it all.” Wardwell’s attention to detail has put her in a league of her own and has gained her a serious 90 percent referral business because of the knowledge she has about the property management industry and her close connections she forged with her clients. She is a “go-to” source for realtors to get advice about landlord/ tenant laws and market trends that are important to clients and investors. As president of her local chapter of the National Association of Property Managers, Wardwell is able to stay abreast of this information and guide her connections with the best advice possible. “I think that extra detail and involvement allows me to service my clients the best,” she says.

For her property owners and tenants, staying in touch is key to how she does business. Incorporating all forms of communication, she keeps her owners up-to-date on their homes as well as their tenants. The marketing of her clients’ properties is just as proactive as she uses more than 50 websites to promote a property using integrated software that goes out to top sites such as Zillow and Trulia. To show these properties in the best light possible she has taken photography and videography in-house, building on that full-service approach she offers her clients. Because property management is such a multi-faceted business for Wardwell, she never has a dull moment whether it is working with her owners or tenants or handling the financial or psychological aspect of the business. “It’s hard to get bored in this industry,” she says. While Wardwell has a close connection with her clients, she has an even deeper appreciation for her community. A true culture of giving has been built into 36 North Properties, with 10 percent of the company’s earnings going back to the region. Audrey has also recently served as the Chair for the Salinas Valley Memorial Hospital Foundation’s Children’s Miracle Network Gala, which raised funds to help implement a CPR program designed to teach high school students the life-saving technique, and also provide heart screening to young athletes. As a wife and a mother to three children, she enjoys quality time with her family and taking in the beautiful scenery of the area with a hike as well as a nice dinner with friends. As Wardwell looks to the future, growth is definitely on the horizon for her business as she wants to continue to grow the longer-term management and vacation rental side of the business as well invite local agents to join her team in real estate sales agents. “The ultimate goal is to be full service in long and short term property management and real estate sales,” she says.

For more information about Audrey Wardwell, visit 36northproperties.com, call 831-320-7116, or email audrey@36northproperties.com www.

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Top Agent Magazine