California 4-16-17

CALIFORNIA EDITION

6 Habits of HIGHLY PRODUCTIVE AGENTS Don't Forget YOUR CLOTHES CREATIVE MEDITATION for the Real Estate Professional

COVER STORY

MAGGIE SANCHEZ

FEATURED AGENT

CHRIS JACOBS

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CALIFORNIA EDITION

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MAGGIE SANCHEZ

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CHRIS JACOBS

CONTENTS 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 13) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

16) BEWARE THE SNIOP! 23) DON'T FORGET YOUR CLOTHES

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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MAGGIE SANCHEZ Top Agent Magazine

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“I want my clients to be happy. If they don’t feel like it’s the right decision, I don’t want them to go through with it. Even if it takes a year, I am here to fulfill their dream, not mine.”

MAGGIE SANCHEZ A little over two years ago, Maggie Sanchez made the leap to become a licensed real estate agent, and she hasn’t looked back since.

Mainly specializing in residential, Maggie serves all of Tulare county and surrounding areas. She has extensive experience serving first time home buyers, sellers, and REOs. But no matter who she is serving, those who work with Maggie can expect to receive superior service and guidance throughout the transaction. This has resulted in her building a strong reputation in the community, and has earned her several awards. She was rated a top agent

by Comcast/Xfinity in 2016, was featured in a commercial for HGTV, was recognized as 8 Copyright Top Agent Magazine

a Rising Star in 2015, and received a Bronze Award in 2016. Working at Modern Broker in Visalia, she is growing more and more with each passing year, and is excited to see what the future holds.

“I’m not in this for the commission check,” Maggie explains. “I’m in it to help clients.”

There have even been times when she encourages a client not to go through with a deal if she feels it is not right for them. “I want my clients to be happy. If they don’t feel like it’s the right decision, I don’t want them to go through with it. Even if it takes a year, I am here to fulfill their dream, not mine.”

It is clear Maggie truly just wants to get her clients towards their own goals. She understands how important buying or selling a home is, and does everything possible to make the process as easy and enjoyable as possible. By never pressuring her clients to make a decision, she gains their trust, Top Agent Magazine

which acts as the foundation for a longlasting relationship.

It only took Maggie a couple of years to grow tremendously, which is largely due to her marketing skills. “I owned a coffee shop for seven years, which helped me make lots of connections,” she said. Once she decided to pursue real estate full-time, she went out Top Agent Magazine

and met people face-to-face. “I actually would go out to farmer’s markets, parking lots, and door-to-door. I grew so fast because I did what a lot of agents aren’t willing to do.” And now, she’s all about maintaining those connections. She frequently sends out notes and gift cards to past and present clients, wanting them to know how much she appreciates them.

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That appreciation comes right back to her, as many clients leave her glowing reviews and love to spread the word about their experience. One recent seller said, “Maggie did a great job for us selling our house. She was professional and always went the extra mile.

We were across the country from the property we sold, and Maggie took care of many of the things we were unable to. We highly recommend her if you want a great realtor!”

Another seller raved, “Maggie was very helpful in selling my house! She is very efficient and kept us informed of the process. I will be using her again when I buy my next home.”

Although real estate is Maggie’s top priority, she also makes sure she is an active Top Agent Magazine

member of the community. She has been a committee member for the Education Committee for three years, and is on the YPN Committee. During any free time, she is designing, creating, helping others and volunteering.

As Maggie looks towards the next few years, she has her sights set on obtaining her broker’s license and opening up her own office.

“That’s my dream,” she says. But no matter how much she grows, she will always love that feeling she gets when she meets her clients’ needs. “The most fulfilling part is making people’s dreams come true. I never feel like I work, because I truly love what I do.”

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For more information about MAGGIE SANCHEZ, please call 559-972-0418 or email realtor.maggiesanchez@gmail.com 12Copyright Top Agent Magazine

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 13

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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Beware the SNIOP!

by Barry Eisen

Daily, Greg was growing more like I said, unfriendly, rude, eh! And excited about his upcoming, first did you see the Pope? Ha—I’ll bet all you could get was his postcard.” trip to Rome.

Finishing up all the last minute Brimming with enthusiasm, Greg details, with just two days to his offered “Al, It was the best flight ever. flight, Greg headed to his barber, Al, Everyone was so accommodating. I was treated like family, and the people for a haircut. with whom I stayed showed me the Sharing his excitement with Al about sights as if I were royalty. Oh, and the upcoming trip, Greg bubbled when I got to the Vatican, not only did about staying with local people, I meet with the Pope, I had a private eating homemade, Italian food and audience. It was awesome and I’m so even having an audience with the grateful!”

Pope. Al put down his scissors and started droning, “You know traveling Al, astounded to hear all this, asked is so hard these days, such a long “What did the Pope say to a nobody boring plane ride. Rome, of all places! like you?” “Well,” Greg replied, “as It’s hard to get around. They drive I bent forward to kiss his Holiness’ like crazy, the people are rude and the ring, he wanted to know one thing... streets…disgusting! The Pope? Ha! and asked me, ‘Who gave you such You’ll never get close to him.” Greg, a lousy haircut?’’ feeling a little deflated, left the shop.

SNIOP After his trip, Greg popped into the barber shop. Al started digging in SNIOP is an acronym for a person immediately, “Well, didn’t I tell you who is: Susceptible to the Negative about the terrible flight? The people, Influences of Other People.

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Greg didn’t play that role in the anecdote above, but do you? More importantly, are you willing to discover the subtleties of when you are? And most significantly, if you are, are you willing to take back responsibility for directing your own play, hearing your own song, standing up for your own dreams, living your own best life?

Being a SNIOP is not about being just influenced by others. We are and we ought to be. We don’t live in a vacuum and the fastest way to create Top Agent Magazine

success is to copy it. That means we want to not only allow influence, but to encourage ourselves to be impacted by the thinking and actions of those coaches, mentors and success models who’ve held high the bar of personal and professional excellence.

The goal is to not be influenced by the negative and the limited. It’s about: 1. Bringing conscious choice as to whom we invite to impact us, and 2. Seeking direction and guidance from the best vs seeking approval and opinion of the many (or the “Any”).

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Ask yourself in what ways your world view is colored and shaped by those around you? In what ways— dig deep here, look for the subtle, do you allow yourself to be impacted by the leaders who can advance you or the negative opinions of others that can limit you?

• Do you use your inner voice with an “I know that,” to stop you from hearing those who have messages that can advance you?

• Do you seek approval by others when the authority should be your own inner voice?

The best way to predict the future is to create it. We create it by intentional focus on our consciously chosen VISION. I’ll bet you’ll agree that driving forward while only looking in the rear view mirror is a recipe for disaster. It’s no different whether we are in the driver’s seat of our car or the driver’s seat of our daily attitudes.

We GO where we LOOK, so we want to guard where we look. Why put on the glasses of those who look to their world with negative attitudes and limited expectations, when we can immediately and consistently commit to playing with those going our way?

Who are the people with whom you surround yourself? Who are your 18

coaches, teachers, friends, religious leaders, mentors, trainers and business associates? What do you choose to read, watch on TV, browse on the internet, and attend for entertainment? Who you watch and read are the pals with whom you’re hanging. Are you listening to: • Gossips on how to have good relationships?

• The impoverished on how to make money or to invest it?

• Couch potatoes on how to be healthy?

• The mean-spirited about loving?

• Failing students on how to study and succeed?

There is an alternative and it’s a shortcut to success: 10 Points to CREATE Your BEST (and avoid being a SNIOP) 1. Surround yourself with successful supportive people in the arena of each goal. Listen well to those who listen well and hear constructive criticism.

2. Choose goals that make you stretch and grow in positive directions.

3. Model yourself in the mental, physical and emotional habits of those who are positive and successful.

• Eat well, exercise with consistency.

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It’s all rehearsal for the life you live, by choice. You become what you think about.

• Make time to relax and focus on positive thoughts and solutions.

• Prioritize the highest good and long term payoff.

• Share more smiles and laughs.

4. Put your goals on paper and review them daily.

5. Commit yourself to do what’s right, not what’s easy.

6. Value friendships with those who have good to say about others and value friendships.

7. Read worthwhile literature by people who have excelled where you want to go.

8. Develop a wealth mentality. It’s one thing to be broke, it’s quite another to be poor. With a wealthy mentality and no money in the bank, a person is broke but not poor for the riches of possibility and the willingness to do the work to create the change.

9. Be open to the inspiration of others. Better yet, be an inspiration to others. Don’t only avoid those SNIOPS, don’t be one.

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10. Make time daily to be still and reflect on your day. Celebrate those places where you fulfilled these steps.

Celebrate your awareness of the moments when you didn’t. Re-create the negative moments when you either rained on others’ dreams or when you were a SNIOP. Imagine those scenes as if you behaved the way you’d consciously choose. Then Replay those the new way in your mind’s eye.

It’s all rehearsal for the life you live, by choice. You become what you think about.

Thank you for investing this time with me. And thank you for passing this to others who may benefit.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 19

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CHRIS JACOBS “I love the architecture, design and the sociology of people and their homes, which is all pulled together in one place with real estate,” says Keller Williams Beverly Hills agent Chris Jacobs.

Throughout his life, he has enjoyed imagining the lifestyles that might occur inside any home he sees. “I would look at people’s houses and want to know how their life takes place inside.” Over a decade ago, Chris Jacobs entered the industry with a tremendous opportunity to work closely with a Beverly Hills developer with a portfolio of over $500 million in properties in Brentwood, Bel-Air, Beverly Hills and the Sunset Strip.

tise his open house events. Chris says, “The more exposure you can give a home, the better.”

“We were responsible for restoring some of the most iconic and beautiful estates in Beverly Hills and Bel-Air,” Chris says. A few of his favorites were the Groucho Marx property in Trousdale; the restoration of the Buster Keaton Estate; and the Harvey Mudd Estate designed by Elmer Grey in 1922. “We also restored the previous residence of Art Linkletter and Henri Mancini in Holmby Hills on Mapleton Drive. We were able to keep the character of the homes but brought them to today’s standards with all of the modern conveniences.” During his time working in high-end development and design, Chris gained experience that positioned him to offer new perspectives on real estate sales and purchases.

A resident of Beverly Hills who lives the lifestyle to the fullest, Chris remains visible publicly while giving back to the community personally. “I am helping sponsor and host an event with the Los Angeles LGBT Center called ‘Simply diVine LA’ that features celebrity chefs and entertainment; all the proceeds benefit the Center,” he explains.

He is also involved with the Human Rights Campaign and constantly seeks new ways to serve and to take advantage of all LA has to offer.

“I like travel, dining, museums and culture, which also gives me the ability to engage meaningfully with all sorts of clients.” He that adds that, although tough for someone as active as he is, he loves the beach and welcomes any chance to stop his mind and relax.

Chris later joined Keller Williams, where he finds even greater passion for helping his clients with their real estate needs. His clientele includes everyone from first-time homebuyers, Hollywood celebs, to his sophisticated, repeat clients. Chris prides himself on his use of new media to promote not just homes, but their lifestyles. “Technology is a huge component of my business,” says Chris, “I want each property to feel special.” He employees a video director who produces a lifestyle luxury video of the property and neighborhood; he uses drones to capture moving skyline views; and uses social media to tease the public before the property is on the market. He has even hired mobile-style LED trucks to adver-

Chris shows no signs of slowing down. He has received numerous awards and recognition within Keller Williams, including consistently being a top producing agent in his Beverly Hills office, which surpasses $1 billion in sales each year. “2017 is going to be exciting,” he says. Fueled by his passion for homes, design, culture, and life – and backed by his growing reputation and strong relationships within the LA real estate scene – Chris is taking his independent business to new levels. He plans to add more media and technology, explore new avenues to put his listing in front of buyers, and help more buyers discover their perfect domiciles in LA. “I love what I do!” It shows.

Chris believes it’s important to keep your brand different. “You have to keep thinking of new ways to get attention.” He markets homes and their neighborhoods, tying the attributes of the property and neighborhood together into a creative, compelling story with dynamic images and video production. You won’t catch him throwing “cheesy” classical music under his fast-moving video footage. “I use fun music with nice transitions and lots of movement,” he says.

His listings videos prove this, providing multi-sensory experiences touching on the comforts of home, the culture of each community and the energy of nearby dining, entertainment and recreation.

To learn more about Chris Jacobs, visit ChrisJacobsRealEstate.com email Chris@ChrisJacobsRealEstate.com or call 310.904.3568 www.

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Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing.

And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market.

A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came 22

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession.

It’s about being known for being DIFFERENT in your profession.”

Another misconception is that you should begin marketing before your brand is defined.

For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand?

In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

1

What is my ultimate goal?

Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

2

Who is my ideal customer?

Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

3

What is my point of differentiation?

This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

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What am I willing to be known for that is authentic to me and significant to my ideal customer?

Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’.

It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else.

A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well.

So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner.

Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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