Southern California 2-12-17

SOUTHERN CALIFORNIA EDITION

DON'T WORRY, BE HAPPY! ARE YOUR PRESENTATION SKILLS COSTING YOU MONEY?

FEATURED AGENT

TOM LIND COVER STORY

MIKE CHOU

TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTONS

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SOUTHERN CALIFORNIA EDITION

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MIKE CHOU

TOM LIND

CONTENTS 4) TOUGH

PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTONS

14) DON'T

WORRY, BE HAPPY!

20) ARE YOUR

PRESENTATION SKILLS COSTING YOU MONEY?

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Tough Prospecting Environment Creates Need for New Solutions

By Richard Weylman

Agents at all levels of experience in the industry continue to have a difficult time gaining access to qualified prospects on a favorable basis. The negative image that has been portrayed of the industry together with the general cynicism of the population has translated into more and more barriers being erected to close out sales people of all types.

The evidence of this continues to mount. Inquiries as well as questions at my various speaking engagements at industry functions indicate a general frustration with the state of the marketplace and the difficulty agents and managers are facing.

Today’s prospecting environment requires new solutions to old problems. No longer does “make more calls, see more people” address or solve the problem. Specific relational strategies and tactics are needed to gain access to qualified prospects.

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Here are just a few of the questions I’ve received recently from advisors and managers: Q: “Voicemail is everywhere. How can I get people to return my calls?”—Stephen G., Chicago, Illinois A: People return calls based on prioritization of the other calls they’ve received. People return calls for reasons of urgency or reasons of benefit. I would suggest that you write out very specific messages that you’re going to leave for your prospects. These messages should be laden with benefits, i.e., positive reasons that the prospect should return the call. As an example, “Mr. Donovan, this is Stephen G. As a teacher, you create lesson plans. As an advisor, I specialize in working with teachers to create a financial plan. Please call me at your earliest convenience.” Devise several of these messages specific to the market that you’re working so that Top Agent Magazine

Today’s prospecting environment requires new solutions to old problems.

each of them sounds different and gives people specific reasons to return your call. Review the to be sure they are relevant and speak the language of the market. If in doubt, create 5-10 messages and ask clients to select the ones they like and to which they would respond.

Q: “How can I get CPAs and attorneys to work with me? I want them to refer their clients to me.” — George A., New York, New York A: CPAs and attorneys particularly like to stay in control of their clients and the decision-making process. For this and other reasons, CPAs and attorneys are not highly motivated to help you build your business by using them as the source of new prospects.

However, positioned as a valueadded asset, you can succeed here. As an example, if you are targeting a specific market in the food industry, align yourself with CPAs and attorneys who are also working in the Top Agent Magazine

food industry. You find them by asking current prospects and clients who their attorneys and CPAs are and then meeting with them. Ask your clients to introduce you if necessary.

When you meet, give them specific reasons to work with you. As an example, by pointing out the financial knowledge and services you have available which could enhance the value they bring to their clients that will motivate them to act as a center of influence for you. They are in a competitive environment also, and the good ones are seeking to increase client value. In addition, when meeting with CPAs and attorneys, let them know of your long-term interest and that you will respect the relationship that they have with their clients. As a value-added asset, you can create a consistent prospect flow.

Q: “I’m targeting executives of major companies here in Rochester.

How can I best get their attention?”

—Bob J. Rochester, New York 5

In today’s environment, only a systematic approach to relational marketing and prospecting will keep you in sales.

A: To reach executives effectively, keep three things in mind. First, you have to relate to these individuals.

Two, you need to speak their language.

Third, you must recognize that they are typically screened from any unwanted calls and/or mail. The best way to get their attention is to involve yourself in the activities and organizations that they support. As an example, the Senior Vice President of Marketing will most likely be involved in the American Marketing Association. The CFO will be involved in the CFO Society, heads of communication in IABC, etc.

belong to, ask executive clients to have or refer to Gale’s Encyclopedia of Associations regional edition (1800-877-GALE).

These questions represent a larger problem. In years past, the industry was focused on sales and transactions.

Not a great deal was done to enable the development of the local sales agency into a marketing and prospecting organization. Advisors were expected to simply sell their friends and neighbors. Today’s marketplace, however, is significantly different. In the past, sales kept you in business; in today’s environment, however only a Getting involved in these organization systematic approach to relational will allow you to reach these exec- marketing and prospecting will keep utives and, most importantly, position you in sales. yourself as a resource to them. By serving on committees and activities C. Richard Weylman is an expert in that they’re involved in and support- marketing, selling and communicating to ing the causes to which they are affluent and high net worth people. He is drawn, it will position you as a the author of “Opening Closed Doors, Keys resource to them, someone who is a To Reaching Hard-to-Reach People," as caring and credible individual. If well as numerous sales, relationship and you’re having difficulty determining marketing and management audio and the organizations that these executives video education programs.

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MIKE CHOU

MIKE CHOU The holder of a Masters degree in Finance from Cal State University, San Bernardino, Mike began his career in the business as a consultant with Lending Tree in 2007, though he soon realized that selling mortgages wasn’t an arena he particularly enjoyed. Segueing into sales in 2009, he hasn’t looked back since.

invaluable experience in his career. Fluency in both Mandarin and English has assisted with developing relationships throughout the world and has helped him educate and advise investors both in and outside his local market on real estate investment decisions.Currently managing a team of over 20 individuals, Mike says “Our mission is to cultivate an open platform where all can share ideas with with each other while educating clients in solid business and real estate practices, and where profitability reaches unimaginable heights.”

Hailing from a family with a long history of real estate investments throughout the United States and Asia, which has provided him with

His team, which boasts an impressive referral business of over 60%, is dedicated to providing the highest levels of customer service to

An Experienced Equity Partner with a demonstrated history success in the real estate industry, Mike Chou of Keller William’s Chou Team has been involved in real estate his entire life.

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“It really is very nice to work with someone so understanding of the issues we were concerned with and able to work with our schedules and be there for us. Amazing agent!” his satisfied clientele. A recent testimonial from a gratified client reads, “We couldn’t have chosen a more professional, motivated and courteous agent. He was there for us when we needed him and made us feel we had a partner in the process. It really is very nice to work with someone so understanding of the issues we were concerned with and able to

work with our schedules and be there for us.

Amazing agent!”

Mike is also sensitive to the needs of each of his clients, and prides himself on his negotiating, pricing and marketing skills. “Communication is extremely important,” says Mike. “We call everyone back in a timely manner and always Copyright Top Agent Magazine

return emails. We’re available at all times to answer questions or handle concerns. I treat every transaction as if it were my own and in some ways, it feels like it is.”

“We really pride ourselves on our reputation,” says Mike, “so we work hard to retain that. It’s really about customer service and follow-up.”

This concern is no mere philosophical construct, as Mike and his team are known to show up at their clients homes with gifts, and sometimes even make time to grab coffee with them to allow them to ask questions or express any concerns.

When he’s not working, Mike feels it is important to give back to his community, and to that Copyright Top Agent Magazine

end is an integral part the Keller Williams’ KW Cares program, which benefits company agents who find themselves in adverse conditions. He also donates to the animal rescue program Mercy for Animals and is active in other local charities and events.

Mike expresses a true enthusiasm for his job, and he’s quick to point out that for him, the best part of any transaction is less financial and more emotional. “There is a lot of satisfaction that comes from happy clients,” he says. “Being able to take them out for dinner or lunch to celebrate a closing or a sale…that’s just a really good feeling.”

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For more information about MIKE CHOU, please call 626-271-0369 or email mike@teamchou.com 12Copyright Top Agent Magazine

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Don’t Worry, Be Happy!

– Bobby McFerrin

By Barry Eisen

A gizzillion years ago I had the honor and privilege of spending time with Norman Vincent Peale, Methodist minister, author of The Power of Positive Thinking, controversial thinker and one of the best motivational speakers I’ve ever heard.

He told of a chance encounter with one of his parishioners, George, on a street in New York City. George was despondent. When Dr. Peale asked him about his state of mind, George let go with a tirade of confessions of being so overwhelmed with problems and worries that he couldn’t sleep at night and couldn’t think straight by day. “I’m a depressed mess,” George sadly confided.

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the end of TODAY. Preparing for tomorrow at the end of today helps you rest well. The mind doesn’t have to spend the night worrying “Remember this and Don’t forget that!”

You wake up knowing how to start and where you’re going! Be sure to prioritize your list with an A, B, or C. Let go of yesterday and focus on your To-Do-List of today. If it was important from yesterday and “George,” Dr. Peale said, waiving his incomplete, it’ll be on today’s list. arm slowly over the horizon, “here Do things, not because you have to, are thousands of souls who haven’t but because you get to. got a worry among them. If death means you have no worries, to worry • Keep your mind busy with the must mean you’re alive! And if you highest priority in the moment. Inhave lots of worries, how much more stead of figuring out why you are the alive you must be!” It’s a matter of way you are, stay on task knowing perspective.” that you can only do one thing at a time. Consider the satisfaction you Worry is something we choose that will feel when that one task is acis not of the world, but rather, in complished and then turn to your how we think. It’s a distraction that next. Of course interruptions will takes us away from confronting our happen. When they do, ask yourself: realities.

Is the interruption or is the task at hand of HIGHER VALUE for THIS Here are nine potentially life chang- moment? (Most therapists don’t try ing ideas. Some you maybe doing, to figure out why a person is worrysome you have done in the past, ing; but will prescribe that a patient and for some may these serve as a do something or learn something on reminder to get back on track. If any which to focus positively. Learning/ would serve you, start now. stimulating the mind can get a person out of their ego-centric predicament.)

• Make your list for tomorrow at Multi-tasking has been proven not to Dr. Peale asked George if he could spare some time to meet a large group of people who might have answers to George’s worries, since this was truly a worry free group. George, at his wits end grunted “sure.” After a long car ride to near the tip of Long Island, Dr. Peale had the taxicab stop in the middle of a large cemetery and the two men got out.

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likely to show you their good if they feel that availability from you. Don’t listen to T.V. or read internet news be• Allow yourself to risk. Enter en- fore you go to sleep at night. Count the ough. A friend of Nan’s had won the things for which you can be grateful grand prize on the American Chop- (full of greatness!) and sleep better. per contest. When asked how he won, he laughed and said, “When the con- • Smile more and hold eye contact test was announced, I ENTERED.” with others. Create a positive posYou’ve got to allow yourself to enter ture. Your positive physiology will the game and know that you aren’t be reflected by others and even if going to win every time, but you’re a you’re faking it, your forced smile, winner by playing and playing your eye contact and positive posture will best. Enter enough! If worrying about feel more natural and comfortable. losing stops you from entering, it Little shifts. guarantees a loss. Enter enough and you’ll find those places where you • Delegate responsibilities. Do what win. And as you enter enough, your you can, but let go of things before skills get better. Make up for lack of you become overwhelmed. If someskills, not by thinking about the lack, one else can do a task only 80% of but with enough activity. Show up... the way you would do it, but it gives you 100% of that time for another most don’t. taks which only YOU can do...you • Focus on what is right, the good, are 180% productive with that time. rather than on what is wrong. So Life is too short. What parts are really much of the media focuses on the worth your attention? isolated disaster story. Happy stories don’t sell. Media stories appeal to • Exercise/eat well/sleep well. Exthe lowest common denominator of ercise is a great idea even though our interests. Don’t go for the easy you may feel stressed about time and “take” or opinion of others. Consider other preoccupations. The endorthe possibilities. Have you ever had phins that reduce feelings of worry, your good intentions misread by fear, adrenaline production, also others? Allow the benefit of doubt by promote a more relaxed mind and seeing good in others. They are more body. As we grow older it’s inactivity be the best way to go. Slow down and focus.

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On the top of a full size piece of paper or, if you prefer, a digital memo app, write or type the words WORRY LIST. When a worry comes to mind, instead of letting it interrupt what you are doing, take out this list and jot down/type the worry. Keep doing this for one whole week. On Friday afternoon between the hours of 4:005:00 PM lock yourself up in a room • Take breaks. Short (10-15 minute) alone and take out your worry list. periods of meditation, stretching or Worry about everything on your list self hypnosis have been proven to for that full hour. So, you haven’t minimize mental fatigue, re-direct missed your self-made opportunity thinking to positive vision, and (choice) to worry, but you did it prompt productive, feelings of well under your conditions, and wasted a lot less time. being and energy. that will contribute most to pain and suffering. Do what’s right. Stay active. Cutting back on simple carbs allows the brain greater clarity.

Good sleep patterns promote a healthier brain and better transmission of neurotransmitters (especially dopamine, serotonin and oxytocin -- happy! happy! happy!).

• Do something nice for at least one someone each day. Go out of your way to make some else’s life a little better. Get out of your own head, just a little. Pass it forward.

If this idea seems silly, it is...and it’s not. (You might be surprised at how many people with whom I’ve shared this thought, took it seriously and found great benefit.) Value yourself and those around you by not sweating Worry is not caused by external events so much of the small stuff... And as or situations, but by how we perceive the wise man said, “It’s ALL small those events or situations. But for stuff.” those self sabotaging warriors who are reluctant to give up worrier ways, Copyright©, 2015 Barry Eisen. All here is a great idea: rights reserved.

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 Top Agent Magazine

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TOM LIND “It all started when I bought my first house,” Tom Lind says. After working with an agent he felt wasn’t aggressive enough, Tom decided to go out on his own. One day, he drove by a home being flipped, introduced himself to the owner and his agent, and told them he’d purchase the property. He’d pay even more, Tom said, if they let him help with the designs. “They were the ones who pushed me to be a realtor. I thought about it for a year, then dove into the market.”

For the past two years, Tom has been the top agent in Los Angeles at his brokerage, Nationwide Real Estate Executives, working in Mid City and West Adams, diverse neighborhoods in Los Angeles filled with historic homes. “I live where I work, and I love where I live. That resonates with people,” Tom says.

In 2016, Redfin named West Adams the ninth most competitive market in the country. Before moving to the neighborhood, most of Tom’s friends hadn’t been south of West Hollywood.

Now he’s selling homes to half of them. When buyers see his enthusiasm for Mid City and West Adams, they’re hopeful they’ll have the same positive experiences. Sellers, on the other hand, know Tom’s more than an agent—he’s their neighbor.

neighbor, for instance, writes children’s books, while another is a backing vocalist for Bette Midler. “The blog is about more than driving business—it’s about showcasing the fun people who live here and what’s happening in the area,” Tom says. He uses the platform to market his listings too, in addition to door knocking, mailers, or reaching out to his database. “There are countless avenues. At the end of the day, it’s about exposure.

The more people who see a property, the more offers it gets.

The more offers it gets, the more counter offers it’ll receive— driving a home’s value to its maximum potential.”

Though Tom is available to clients 24/7, the job offers him flexibility—something he takes advantage of as he and his wife raise their infant son. In his free time, Tom has a penchant for rescuing stray dogs—he’s found five forever homes and adopted two of his own. When Tom looks back at his past three years in the industry, he does so with pride. He has his sights set on growing his business, with plans for his wife to join him in the near future. “I want to let the secret out,” Tom says of Mid City and West Adams. “The homes here have so much character and charm—and the people do too.”

Tom’s often helping his buyers, most recently married or having children, purchase their first home, and during the process, they become friends. “This business is fun for me—it goes beyond the scope of work,” Tom says. They’ll go out to dinner together or throw parties on the large porches of their craftsman homes.

His referral business is already robust and growing. He recently sold a home to a client working near the Westside. Since then, he’s sold another half dozen homes to the client’s colleagues.

Together, they commute to the office each morning, cycling to the newly opened Expo Line and catching the train that now runs from Downtown to the beach.

Tom uses a client relationship management tool, Top Producer, to stay organized and keep in touch with clients, sharing the good news when he has a new listing or sold a property. He’ll help clients pack their things away in boxes and moving trucks.

Later, he’ll check in to make sure they’re settled or, in the case of fixer-uppers, to see how the repairs are going. “I always want to make sure I’m doing what’s best for my clients,” Tom says.

“I’m happy to go above and beyond.”

Tom is one of the only agents focused exclusively on Mid City and West Adams. In his blog, Mid City, Big Life, his passion for the community shines through. He writes about local mom-andpop stores or restaurants and profiles residents in the area. One Top Agent Magazine

To learn more about Tom Lind, visit midcitybiglife.com, email tomlindrealestate@gmail.com, or call 323-795-8155 www.

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Are Your Presentation Skills Costing You Money?

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ometimes we’re so focused on technology and education that we forget this is a “people business”. And, a great deal of the money you make comes from your ‘point of contact’ skills. What do I mean by that? Lead generating dialogues and presentation dialogues. Yet, how much do we work on those verbal skills?

Unfortunately, communication sales skills have gotten short shrift in the last decade. Why? I think it’s because many of us are so challenged by technological changes. But, slow down. Think about how you actually make money. It’s at point of contact.

Getting better at point of contact skills translates into more money in less time.

We’re All Presenters Everyone in the real estate business presents: Agents present, when they are doing listing or buyer presentations. Managers present when they are recruiting, or doing their office meetings. Mortgage and title 20

By Carla Cross

When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. reps present when they are in front of a group of agents in an office, talking about their services. So, doesn’t it make sense to become ‘killer’ at those presentations? You’ll double your money and halve your time.

Bug Off: I Do Okay Just Like I Am Yeah. I know. As a musician, I’ve worked with literally hundreds of people who thought they ‘played good enough.’

Some people just get to a certain performance level and leave it there. Have you ever thought that, often, our presentation strategies (or lack of) work in spite of us, not because of us?

As a musician, I know the thrill of performing at high levels. So, open your mind and consider

stepping up to a higher presentation level. Not only will you have personal satisfaction, you’ll make more money!

Now, let’s tackle one set of presentation skills: Organizing that presentation effectively.

Having heard listing presentations that wander all around the world, I know the importance of effective presentation organization.

Three Steps to Organize Your Presentation to Knock Their Socks Off Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales.’ Instead of stumbling through a presentation, why not organize it to Copyright Top Top Agent Agent Magazine

grab their attention, persuade them to your way of thinking, and motivate them to action?

You can. In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be persuasive Think about it. When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done.

So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

Grab Their Attention in the Opening Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like: I won’t take much of your time, but...

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We have a lot to cover today We won’t get through the outline I know you don’t want to listen, but...

I’m not really prepared

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever 21

If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view. comes ‘naturally.’ Instead, make your openings: Provocative Interesting Different Engaging I just attended a ‘Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action.

I don’t mean to ask a rhetorical question, either!

A Middle That Educates Your ‘Audience’ to Your Point of View In the middle of your pres22

entation, add those stories, statistics, and visuals that support your point of view. By the way, as you create that presentation, jot down your point of view. If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view.

Retention is Key

Why Use Visuals?

Three days later:

There are two reasons to use visuals in your presentation:

We retain 10% of the information when we hear it

We believe what we see

We retain 65% of the information when we hear and see it

We retain the information much longer As you organize your presentation, ask yourself:

Have you ever met with sellers or buyers, given them lots of information—and then had them question you about it a few days later—as if they never heard you—or heard you backwards? That’s because people don’t hear and retain very well.

Look at the statistics:

So, use visuals to prove your points, not to merely show pretty pictures of houses.

The Ending: What are the main, and fre- Back to the Beginning quently, unspoken objections my ‘audience’ will have? How do I educate them to show them the reasoning behind my point of view?

Have you thought about your wrap-up? Or, like many presenters, does your ending sound like this?

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Well, that’s all. What do you think?

pop tunes are constructed with this format:

We’re out of time. Thank you.

I hope you’ll list with me

theme—variation—theme

I don’t have time to close.

I couldn’t get to much of the material, but you can read it In fact, even the most professional presenters frequently have trouble with their endings.

One of the main reasons is that they run out of time. Another is that they haven’t thought the ending through.

How to Do a Stunning Ending Crafting an effecting ending is the second most important part of your presentation. (The first is the opening). To craft a great ending, Go back to your beginning opening theme Summarize the benefits of going ahead with you/take action Motivate your ‘audience’ to take action

A Great Presentation is Crafted Like a Pop Song As a musician, I know that all Top Agent Top Magazine Copyright Agent Magazine

This is known in the music business as the ABA format.

Think of your favorite pop tune: Hum the beginning.

Think of the end. They’re alike, right? It’s the middle— known as the ‘bridge’—that is the humdinger. It wanders all around. Your persuasive presentation should be crafted like that pop tune: A. A compelling start (think Billy Joel, Neil Diamond, etc.)

B. An interesting, developed middle, with stories, statistics A. Back to that theme, with a motivating ending Now, you’re all set to craft a great listing or buyer presentation, great recruiting meeting or sales meeting, or awesome product/service presentation to any audience.

Carla Cross, CRB, MA, President of Carla Cross & Co., is an international speaker, coach, and resource provider specializing in real estate management. A former master level CRB instructor, and National REALTOR® Educator winner, Carla was recently named one of the 50 most influential women in real estate. For a free document on standards to establish, email Carla at Carla@carlacross. com and ask for standards document.

Carla has written six internationally published books, and provides coaching programs for management, including her affordable inoffice coaching programs Up and Running in 30 Days and On Track to Success in 30 Days for Experienced Agents, which provide standards, focus, and accountability.

Reach Carla at 425-392-6914 or www.carla cross.com.

P. S. Practice!

Many more tips on presentations and presentation skills are in my new resource, Knock Their Socks Off: Tips to Make your Best Presentation Ever.

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