Southern California 5-21-18

SOUTHERN CALIFORNIA EDITION

BE THEIR REALTOR® FOR LIFE: How to Build a Relationship With Your Clients that Will Last a Lifetime

COVER STORY

ASHLEY AGUILERA

SUCCESS– These 7 Habits Are the Real Secret to Success 9 Things the BEST LEADERS Never Say How to Overcome Your WORKPLACE FEARS FEATURED AGENT

PATRICIA J. KENNEDY

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SOUTHERN CALIFORNIA EDITION

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ASHLEY AGUILERA

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PATRICIA J. KENNEDY

CONTENTS 4) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS 15) 9 THINGS THE BEST LEADERS NEVER SAY

18) HOW TO OVERCOME YOUR WORKPLACE FEARS 21) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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ASHLEY AGUILERA Top Agent Magazine

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ASHLEY AGUILERA Few people who have worked in one industry their entire career can say that they started right when they were old enough to get a work permit.

Ashley Aguilera is one of those few people. Her inspiring story dates back to 2000, when, in high school, she could earn course credit for working.

“I took a job as a receptionist at a local real estate firm here,” says Ashley, who lives and works in the southwest Riverside County, California, primarily covering Temecula and the Murrieta Valley. “I did that through college and slowly 8 Copyright Top Agent Magazine

worked my way to Personal Assistant, Transaction Coordinator, Buyer’s Agent and even to owning my own office for four years!”

In 2012, during the market downturn, she ran an office that bought homes at auction and renovated them; it was a busy time for the office, as they helped clients through the recovery from the foreclosure/short sale market. Now, Ashley leads the Aguilera Homes Team of four agents based out of their brokerage’s Temecula office.

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“My husband is one of our buyer’s agents and we have two other buyer’s agents,” she explains, adding that the team is hyper-focused on neighborhoods such as the Greater Copper Canyon area in West Murrieta. They have successfully immersed themselves in the highly-sought-after area as leaders in resale.

“That’s because of our marketing,” says Ashley; the team’s resales there sell at 2 to 3 percent higher than other agencies’ resales. “We take the time to show properties in their best light.”

Careful to market every house on its own unique Top Agent Magazine

attributes, Ashley hires a stager and schedules a thorough walk-through for each seller. “After the consultation, we formulate a game-plan that not only will set their property apart from everything else on the market, but also fall within the comfort zone of their lifestyle; they have to live there while it’s on the market!” Changes may include repairs, moving around or removing furniture, or adding accent pieces to harmonize the home’s look and create a “wow’ factor before professional photography. “We maximize their space to give the property its best presentation and utilize its square footage to the best advantage.”

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Pre-marketing and open houses are also key to selling, as is targeted social media marketing spending. Another area in which the team excels is each member’s love of the area. “Each of us has a kid going to these school and using these parks; our work is like an investment in the area where we live.” Also an investment is their community involvement, which ranges from family fun nights from past and current clients to quarterly movie-nights in the Copper Canyon area.

Ashley of course loves the fact that her team’s 10Copyright Top Agent Magazine

movie nights have become such a part of the community that other agents even mention them when marketing the neighborhood.

“Our face-to-face interaction with people resonates more than anything,” says Ashley. “Of course, we also send cards and notes to check in on people, but we genuinely want to keep in contact; we learn a lot about them and we make a point of attending those baby showers and housewarming parties when we’re invited.”

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People notice, too, beginning with the team’s complete accessibility and availability during and long after a transaction, when Ashely and team become ongoing resources for residents.

Ashley truly enjoys this personal interaction and ability to make a difference to people as Top Agent Magazine

well as the variety from day-to-day in real estate. “What makes me the most excited about my job is the fact that we’re all so active in our own lives in this community; it’s awesome to share with clients what we love so much about where we live.”

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In fact the vision for Ashley’s team is to spearhead an expansion of the current brokerage they work for, growing their West Murrieta team to handle more volume and bring community involvement to a higher level. After all, Ashley jokes that she loves work and her community so

much that she rarely wants to leave. Her favorite pastimes are relaxing with her husband and son at home, or attending her son’s club water polo meets. The family frequently escapes to their cabin in Big Bear, but life at home is their greatest reward.

To learn more about Ashley Aguilera visit aguilerahomes.com or go to facebook.com/aguilerahomes html email ashleya.realtor@gmail.com or call 951.375.1531 http://

www.

https://www.remax.com/realestateagentoffice/kalispell-mt-59901-phillippaphillabuda-id29354317.

https://www.facebook.com/LauraSwearingenTeam/

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Ashley Aguilera

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

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

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I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

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THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

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I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

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I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 18

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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PATRICIA J. KENNEDY Patricia Kennedy began her real estate career in Beverly Hills working with industry icons Harleigh Sandler and Jon Douglas over twenty-five years ago. At that time, she was working both as an actress and part-time real estate sales agent. Her passion for real estate quickly gained her fulltime commitment. She focused on properties in Beverly Hills and Bel Air, where she has brokered and owned several significant estates since the late 80’s. This has provided her with knowledge and expertise on the properties and these communities that is truly second to none. She is well versed in the area’s amazing history, property values, the people who live there, and the residential concerns that have confronted the residents over the past years. Her in-depth knowledge of these market places is an invaluable resource to her clients.

once that if I had gone to the moon, I would have found life since I could talk to rocks.” She notes: “I think when you’ve raised money for over 30 years for causes you are passionate about, people respect your work and you earn their trust, and that’s essential in real estate too.”

Two years ago Patricia decided to resume her real estate career. She has recently affiliated with Westside Estate Agency (WEA) co-founded by legendary luxury brokers Kurt Rappaport and Stephen Shapiro. WEA is a highly respected boutique brokerage, known for their unsurpassed level of service, and for representing high net worth clients and mega million dollar properties.

She is passionate about honoring the service of our military through her non-profit organization, Step Up 4 Vets. Step Up 4 Vets provides healing experiences for injured veterans, such as hosting them and their children at the annual Macy’s Thanksgiving Day Parade and at Christmas performances of The Nutcracker by the Joffrey Ballet. Patricia served for many years on the board of directors of the foundation for the Joffrey Ballet. Her first philanthropic endeavor was raising funds for the original Robert Joffrey production of The Nutcracker in 1985.

Patricia has also enjoyed a long and formidable career in philanthropy with the Joffrey Ballet. Known as “The First Lady of the Joffrey Ballet” she was instrumental in the groundbreaking production of the first full-evening rock ballet, Billboards with music by Prince. Through her worldwide connections and years of working in philanthropy and the performing arts, Patricia offers her clients unique access and opportunities to connect and with scions of business and society, including Entertainment and Music Industry icons, Fortune 500 Company officers, Dignitaries and Heads of State.

Patricia is a master negotiator and brilliant at closing complex transactions. She has a natural gift when it comes to bringing people, properties and ideas together. Her friend, Buzz Aldrin was complimentary of Patricia’s people skills which he described with a smile: “He told me

Patricia continues to remain very involved with her non-profit work.

Patricia currently serves as a Vice Chair for the Ellis Island Honors Society. In 2013 she received the prestigious Ellis Island Medal of Honor, one of our nation’s highest honors, for her tireless philanthropic support of the performing arts, and our injured military service members. This year the Ellis Island Medals of Honor Global Humanitarian Honoree is HSH Albert II Prince of Monaco. She is also the recipient of the highest honor in the Sacred Military Constantinian Order of St. George, Dame Grand Cross. Lady Kennedy shares the title with only one other American woman, Lindy Boggs, our former Ambassador to the Holy See.

Patricia is excited to be back in the business of real estate that she loves.

Since returning to real estate she has topped $100,000,000 in property listings from Malibu to Miami, with an expert focus on Bel Air and Beverly Hills, and is proud of her partnership and affiliation with the prestigious brokerage of Westside Estates Agency.

Known for her integrity, discretion and her business acumen, she said, “I don’t even think about what I do as work. When you love what you do, every day is an excellent opportunity to live life fully. I’m not just focused on the monetary rewards, I deeply enjoy the humanitarian aspects of what I do. I love meeting people and connecting them to their dreams. The trust people place in you is the greatest reward.”

Professional, Respected, Connected.

For real estate, call, text, or email PATRICIA J. KENNEDY call 310.925.1269 or email patricia@patriciajkennedy.com, or visit facebook.com/PatriciaKennedyExceptionalProperties www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush 22

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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