city surf & sand team
Volume 2, Issue 4 | September 2015
FAMILY NEWS
HOW TO BUILD HIGHPERFORMANCE TEAMS
WELCOME TO THE imortgage FAMILY
By Darren Hardy, CEO and Entrepreneur Mentor We’ve learned that great teams beat great players, leaders and competitors every time. We found that the most sabotaging influence to team cohesion and performance is ego and “headwind hogging.” Now let me identify the two most important ingredients for building high-performing teams.
Ana Padilla Loan Consultant UTC
TRUST As Patrick Lencioni wrote in his excellent book The Five Dysfunctions of a Team, the No. 1 dysfunction is an absence of trust. Interestingly, you don’t even need to like each other, but you do have to trust each other to form the cohesion and solidarity needed for high performance.
Jacky Padin Processing Assistant UTC
So what do you do to build more trust? I’m a believer in always giving what you want first. If you want trust from your team, give trust first. Things that foster trust are transparency, honesty, vulnerability and complete integrity.
Naomi Bang Loan Specialist UTC
Brainstorm five ways you can demonstrate trust to your team. Thought starters: 1. Open the Kimono Open up your books. Share the good, the bad and the ugly. Become far more transparent with how information is shared and communicated.
Kelsey Kuhn Processing Assistant UTC
2. Marionette No More Drop the puppet strings. Give others more responsibility and decision-making power without micromanagement and approvals. Train, but then trust them. Let them lead. 3. Expose Your Chest As my friend Waldo Waldman teaches about leadership, “expose your chest to daggers,” meaning, show your vulnerability first. Be more open and honest in the disclosure of your own fears, (continued)
Cheryl Kuck Loan Consultant UTC
city surf & sand team
CONGRATULATIONS TO OUR TOP PRODUCERS!
Joan Llanes Carlsbad $5,383,038
JULY
AUGUST
TOP 3 - VOLUME
TOP 3 - VOLUME
Phana Par Eastlake $3,359,487
Cameron Owens UTC $2,692,867
Cameron Owens UTC $3,370,983
Phana Par Eastlake 9 loans
Joan Llanes Carlsbad $2,285,867
TOP 3 - UNITS
TOP 3 - UNITS
Joan Llanes Carlsbad 16 loans
Phana Par Eastlake $2,508,180
Jon-Eric Lehman Palm Desert 9 loans
Jon-Eric Lehman Palm Desert 8 loans
Cameron Owens UTC 7 loans
Joan Llanes Carlsbad 7 loans
failures and shortcomings.
5. Be Worthy
Remember, people relate and connect more with your struggles than your successes. What do you fear? When do you feel scared? When have you tried and failed? When does your confidence waver? Share that with your team and you will witness the veil of false posture lifted from your team.
To be trusted you first must be trustworthy. Demonstrate you are by doing what you say you will do and being where you say you will be precisely when you say you will be there. Deliver on your promises and be the example you want everyone else to follow. Simple, easy and pretty straightforward, right? Why do so many screw this one up, then? Baffles me.
4. Perform Pancreaticoduodenectomies
Decide your five and start doing them this week.
This is the surgery you need if you have pancreatic cancer — one of the most deadly of all cancers. Cancer in your team is gossip, negative talk, the “meeting after the meeting” and separate alliances or factions within the team. First, never do such things yourself. Second, stop others whenever they do them. Cancer cannot be tolerated; it has to be killed and surgically cut out before it becomes too widespread. Left too long it will destroy the whole body (team).
APPRECIATION “Perhaps no human need is more neglected in the workplace than to feel valued,” as written in The Way We Are Working Isn’t Working by Tony Schwartz. Feeling significant is as basic as food. This begins at birth and never goes away. The need for significance at work is a manifestation of our inborn hunger for
AT WORK ... HONORABLE MENTIONS Cameron Owens ranked #1 Originating LO for builder loans in Region 2 for August, and ranks #3 year to date. Congrats!
Personal Bests in July * Jon-Eric Lehman - 9 Units Andrew Sheftel - 3 Units and $1,439,500 Sheldon Hecht - 2 Units and $609,999
The City, Surf & Sand Team averaged $1,388,485 volume and 3.81 loans each for the month of July.
* since joining the imortgage team
Live CE Class
|
Sheldon Volunteering at USO
meaning in our lives. Here’s the trick, though: Just like I learned in marriage, people have different “love languages,” and have different ways of feeling valued and appreciated. If you just do it as you would want it done, there’s a great chance you will be wrong and miss the mark completely. The answer is to ASK them (same goes for your spouse). Do This: Pick five people on your team. Sit down with each of them and explain how much you appreciate them, but are unsure how to express that fully, correctly or in the manner which matters most to them. Ask them when in the past they have felt the most appreciated and what they would like to see from you. Decide your five and start doing that this week. There you have it—the formula for building fantastically successful teams. Do just 20 percent
| Todd with TRID Contest Winnings
of what we talked about here and you will greatly improve the performance of your team. Diligently work on all of it and you and your team will be unstoppable in your industry. Go for unstoppable! darrenhardy.success.com, @darrenhardy
city surf & sand team
HOW ANYONE CAN AVOID THE BASIC SOCIAL SELLING MISTAKES By Jeff Haden, Ghostwriter, Speaker, Inc. Magazine Contributing Editor People don’t do business with companies. People do business with people, and that’s why social selling, the process of building stronger relationships with potential customers based on truly understanding their needs and problems -- in short, better knowing the people you hope to do business with -- is so important. And that’s why social selling is important to get right. Recently I talked with Diana Kucer, the director of global product marketing at LinkedIn, about mistakes people typically make when trying to build a productive -- and revenue-producing -- network. Here’s Diana: You wouldn’t go to a big industry conference and just sit in a corner without talking to anyone, would you? Nor would you go up to random strangers at a conference, hand them your business card without saying anything, and walk away. Either way, this would be strange at best, and off-putting at worst. It’s easy to make network-building mistakes in social selling, and it’s easy to slip up because your mistakes are not as obvious as they would be in the real world. But it’s also easy to avoid these mistakes with some straightforward social selling smarts. Here are some of the most common mistakes that are made by social selling newbies, and ideas on how to turn these
mistakes into successes. Don’t ask to make a connection too soon. Let’s go back to our hypothetical trade show where a salesperson is handing business cards to people as if he were playing a game of blackjack. This scenario gets repeated all the time in social selling, where people ask others to connect without introducing themselves or explaining who they are or why the invitee would possibly want to accept the invitation Think about how this looks from the recipient’s point of view, who knows that saying yes and accepting you as a connection means you’ll be able to see all of his or her own connections and have greater access to his or her networks. So this potential connection will naturally wonder if it’s worth the risk. The right way: If you have a connection in common, ask that person to introduce the two of you--LinkedIn has an introduction feature. Our own research finds that buyers have 22 times more
WHITE PANTS
... AND AT PLAY favorable impressions of sales professionals whom they meet through a warm introduction, compared with a cold outreach. Alternately, you can send LinkedIn InMail messages to the desired connection--they’re attention-getting, and they give you more space to explain how you can be of service to a prospect. But don’t forget to do your research first and customize the message. Don’t treat your profile like a resume. Your prospects and potential connections don’t need to know that you’re a high-performing salesperson--in fact, a profile that goes overboard on your sales prowess will scare them away. Sure, your profile should highlight your experience, but if you’re not looking for a new job at the moment, it should devote much more space to what you bring to the table when it comes to your prospects’ business challenges. The right way: Highlight your value-add to connections. Show off your industry knowledge or content that you or your sales org have created. Our LinkedIn survey shows that 86 percent of buyers are willing engage with sales professionals if they provide insights or knowledge about the industry. Don’t forget to do your research. Some salespeople think that building a social-selling network happens by magic: if you simply hang out your online shingle, prospects will come running. For example, you might be inclined to skip reading a would-be connection’s profile because you think the person’s title tells you everything you need to know. The right way: Your prospects’ profiles can be a gold mine of information that can help you start friendly conversations--like colleges they attended and nonprofits they support. Gleaning such tidbits from profiles helps you bring the personal touch to the process of building your network.
PARTY 2015
Don’t forget the human aspect of social selling. Your prospects aren’t just names in a database--they’re part of a living, breathing network that needs to be nurtured. If you treat your network as just a numbers game, and shoot for getting more connections than anyone else, you’re going about it all wrong. The right way: Instead of spending time on churning out invitations, get strategic--double down your efforts on building the most impactful relationships, and putting the time into understanding who they are and what they might need from you. That way you’ll grow a stronger network that will pay dividends over time. Don’t make social selling an occasional effort. Social selling doesn’t need to take a huge amount of time, but it works best when you can commit to it on a daily basis. Simply dipping a toe in the water--and assuming people will seek you out-won’t net you the connections that will lead to sales success. The right way: Be a participant, not just an observer. Watch your social news feed to see what connections and companies are up to, and take part in conversations. If you use a tool like LinkedIn Sales Navigator, you’ll get real-time updates on what connections are doing, so you can comment on their status updates. Think of social selling as a natural extension of what you do in your day-to-day selling world: You keep your eyes open for opportunities to make a new connection, you strengthen relationships by showing you care and adding value, and you go to events where you can get to know your prospects better. It’s the same in the social selling milieu -- so avoid the common mistakes by refining your social skills every day. https://www.linkedin.com/in/hadenjeff, @jeff_haden
COM
city surf & sand team
6 Degrees Networking
NAHREP Girls
|
McMillin Symposium
| Mike and Cameron @ BIA |
| Terri & Carlos at BIA |
Palm Desert Food Drive
Lori & Franc @ YPN
|
Scottsdale HQ!
Where the Surf Meets the Turf ... Del Mar Horse Races
Jon-Eric’s Flowers from a Client | Team Jennifer and Vicki
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Joan and Ben Llanes Enjoy Their Fitbit Dinner
MMUNITY & CULTURE CORNER Neighborhood / Zip Code
CARAVAN SCHEDULE When
Cost
Meeting Location
TUESDAY #G10 – Scripps Ranch
Pitch: 9:00am – 9:45am Tour: 1:00pm – 4:00pm
La Bastide Bistro 10006 Scripps Ranch Blvd. #104, San Diego, CA
#G12 - Mission Bay, Pacific Beach, Mission Beach (92109)
Pitch: 8:30 am - 9:30 am Tour: 9:30 am - 12:00 pm
$5.00
Mission Bay Yacht Club 1215 El Carmel Place, San Diego, CA
#G27 – Rancho Bernardo, West of 1-15 (92127)
Pitch: 9:00am. – 10:00am Tour: 10:00 am – 12:00 pm
$1.00
4S Boys and Girls Club 16118 4 S Ranch Pkwy, San Diego, CA
#702 Del Mar, Carmel Valley, Solana Beach, Rancho Santa Fe (92014, 92067, 92075, 92091, 92127, 92130)
Pitch: 11:00am – 12:00pm Tour: 1:00pm – 4:00pm
Searsucker (Del Mar Highlands Plaza) 12995 El Camino Real, Del Mar, CA
#607 – Escondido (92025, 92026, 92027, 92029)
Pitch: 8:30am – 10:00pm Tour: 10:30pm – 1:30pm
The Masonic Center 1331 S. Escondido Blvd., Escondido, CA
#G18 – 92111, 92119, 92120, 91941, 91942 (1st & 3rdOf the Month)
Pitch: 9:00am – 10:00am Tour: 10:00am to 12:00pm
Marie Calender’s 6950 Alvarado Rd., San Diego, CA
#G118 – Coronado (92118)
Pitch: 9:30 am last Wed. of each month only Tour: Weekly at 11:00am – 1:00pm
#G129 - Rancho Penasquitos 92129
Pitch: 10:30am Tour: Immediately after Pitch
Cafe 56 - patio area 13211 Black Mountain Road, Von’s center in PQ
Rally & Ride
Pitch & Tour: 9:30 am
PSAR South County Service Center 880 Canarios Ct., Ste. 100, Chula Vista
#702 – Carlsbad, Encinitas, Cardiff (92007, 92009, 92011, 92024)
Pitch: 8:00am – 9:40am Tour: 10:30pm – 1:00pm
C3 Church 2716 Gateway Rd., Carlsbad, CA 92009
#801N & 802S – Fallbrook/Bonsall (92003, 92028,)
Pitch: 8:30am – 9:30am Tour: 9:30pm – 1:30pm
Fallbrook Country Escrow Office 1676 S. Mission Rd # E, Fallbrook, CA
WEDNESDAY
$3.00
Coronado Yacht Club 1631 Strand Way, Coronado, CA
THURSDAY #G8 - Downtown San Diego (92101, 92103) Parking: Metered street parking or nearby parking garages
Pitch: 8:30 a.m. - 9:30a.m. Tour: 10:00 a.m. – 12:30 p.m.
$3.00
Meze Greek Fusion 345 6th Street, San Diego, CA
#G16 - Point Loma & Ocean Beach
Pitch: 8:30 a.m. – 9:30 a.m. Tour : 10:00 a.m. to 1:00 p.m.
$5.00
Portuguese Hall 2818 Avenida De Portugal, San Diego, CA
#G6 – Clairemont, Linda Vista, Bay Park, Bay Ho, University City and Sera Mesa (92110, 92111, 92117, 92122, 92123)
Pitch: 11:30am - 12:30pm Tour : 12:45am - 2:30pm
$10.00
Hometown Buffet 3007 Clairemont Dr., San Diego, CA
#G26 - Rancho Bernardo and Carmel Mountain Ranch in zip 92128 and all of zip 92127
Pitch: 9:00am – 9:30am Tour: 9:45am – 12:00 pm
$1.00
St. Bartholomew’s Episcopal Church 16275 Pomerado Road, Poway, CA
#G111 - Golden Triangle (92122, 92037)
Pitch: 11:30am - 12:30pm Tour : 12:45am - 2:30pm
$17.00
Cozymel’s Coastal Mex 4303 La Jolla Villa Dr., San Diego, CA
#G126 - Mira Mesa, Sorrento Valley (92126, 92121)
Pitch: 11:30am - 12:30pm Tour : 12:45am - 2:30pm
$17.00
Cozymel’s Coastal Mex 4303 La Jolla Villa Dr., San Diego, CA 92122
#G704 – Oceanside 92054, 92056, 92057, 92058
Pitch: 8:00am - 9:30am Tour: 9:30am - 11:30am.
Woman’s Club 3220 Monroe St., Carlsbad, CA
#602 – San Marcos (92069,92078) #601 – Vista (92081, 92083, 92084)
Pitch: 8:30am – 9:00pm Tour: 10:000pm – 1:00pm
Nucci’s Italian Restaurant 1580 South Melrose Dr., Vista, CA
#G64 – Poway (92128) & Sabre Springs South of Ted Williams Pkwy
Pitch: 8:30 a.m. - 9:45a.m. Tour: 9:45 a.m. – 12:00 p.m.
$5.00
St. Bartholomew’s Episcopal Church 16275 Pomerado Road, Poway, CA
#G14 East & West - Metro Area West of Park Blvd (92101, 92103, 92108, 92110, 92116)
Pitch: 8:30am – 9:30am Tour: 10:00am – 1:00pm
$3.00
Kato Sushi 1045 University Avenue, San Diego, CA
COM
city surf & sand team
HOW TO TRANSITION INTO FALL SEAMLESSLY Lisa Hayem, Nutrition Expert and Founder of The Well Necessities With fall around the corner, summer habits like late-night eating, happy hours, and long weekends become less acceptable. Work demands pick up, and before you know it, you’re staying late at work, in full work mode, praying for your Thanksgiving break. The season seems to change much quicker than we are ever ready for, leaving no intermission or time for a personal set change. Being prepared for the changes is the best way to handle the stress, and there are a few easy things you can do to make the transition a little smoother. 1. Unclutter Your Inbox Make it a habit to unsubscribe to all those annoying emails you get but never read, or take an hour out of your day to go through your inbox and go through all the emails you have never read and hit that unsubscribe button! Quit the “but I may be in the mood to read Dr. Oz one day…” mindset and let it go. If you are seeking additional information, you can always find it. 2. Tidy the Closet Nothing major here, but find a few pieces that no longer serve you. Freeing up your closet will make your morning ritual and evening dinner planning much less stressful. I usually use the one year rule—if I haven’t worn it in one year, to the donation box it goes. (P.S. A lot of stores may be interested in those goods, so it may be a great way to make a few dollars too.) 3. Go Through Your Pantry I could wager that at least 25 percent of your pantry items are past their best use or expiration date. Take a few minutes to look at the dates of things like pasta, canned food, and even healthy snacks which are now made with fewer preservatives, and therefore expire much more quickly than the older traditional foods we used to buy. 4. Complete That Annoying Thing Is there something that has been on your to-do list for almost six months now? Maybe it’s a creaky door, an unhung painting, or even a broken knob. FIX IT (or get someone to fix it for you). Sometimes things we think are pretty low on the to-do list can feel great to accomplish and can even lead to wanting to accomplish more pressing issues.
5. Clean Up Your Diet As a dietitian, I hear the end-of-summer complaints nonstop. It’s hard to switch out of summer fun right into fall “no-nonsense mode.” Don’t make the transition all at once. Start to make small weekly changes to get you back into your yearround routine. A lot of my clients are comfortable with giving up their wine during the week, and just sticking to weekends, or even just picking up one more yoga class or one more run during the week. I hope these tips serve you well and make your transition into the new season a bit more seamlessly! www.thewellnecessities.com, @TWN_healthtips
MARKETING MINUTE LinkedIn Tips in a Nutshell 1. Complete your profile -- and keep it up to date. 2. Follow-up in-person introductions with connection request. 3. Don’t neglect your connections; reach out to to reconnect or facilitate an introduction. 4. Know when to take things offline and build in-person rapport. 5. Share insights in status to get in the newsfeed of your connections. 6. Recommend and get recommended. 7. Actively participate in other people’s content and updates.
MMUNITY & CULTURE CORNER HALF-YEAR FITBIT AWARDS Reminder: $100 to anyone that beats Ron in the 2nd half of the year: July 1st through December 31st. $500 to the person who has the most steps in the 2nd half of the year: July 1st through December 31st
CHALLENGE UPDATES
Summer Fitbit Competition
Partner Pairs Winning Team:
Joan Llanes and Ron Stowers
$2,500 to the person with the most steps in 2015. There are a few more rules. The overall winner of 2nd half of the year as well as for the entire year must beat Ron to win the prize. Dean Bloxom, Alec Hanson and Mike Surges were invited to join a group. If they win any prize money, it will be donated to a charity of their choice.
Amber’s Bundle of Joy:
Shay Rose
CONGRATULATIONS ON YOUR DINNER AT MAESTRO’S!
YTD Challenge Leaderboard Name
# Steps
1
Ron Stowers
6,526,176
2
Mike Stowers
5,042,028
3
Blanca Fonseca
3,413,962
4
Belinda Stowers
3,253,820
5
Mike Surges
3,050,489
6
Karri Onori
2,979,923
7
Cameron Owens
2,953,109
8
Jenna Greenberg
2,645,780
9
Julie Larabee
2,482,664
10
Josh Johnson
2,059,739
Baby Shower Hosted by Julie and Belinda
Shay: Born 7.31.15, 6 lbs 13 oz, 18” long
city surf & sand team
Monica & Daughter Bella at 5 | Eric’s Daughter Alaina |
Jennifer and the Grandkids
| Holly’s Nephew Oliver
Birthdays are a big deal at imortgage.
CELEBRATE! Anniversaries
4 yrs Lupita Sedano 09.13 2 yrs Vicki Sweeten 10.10 4 yrs Christine Terry 10.10 2 yrs Jon-Eric Lehman 10.25 4 yrs Steve Goward 10.24 2 yrs Kenny Jacques 10.25 3 yrs Anastasia Lee 09.10 1 yr Robert Castellanos 09.10 1 yr Amada Cruz 09.15
Birthdays
Andrew Sheftel 09.03 Terri Valdez 09.17 Todd Eldridge 09.24 Jinny Johnston 10.03 Amada Cruz 10.07
Tracey Anderson 10.12 Holly Johnson 10.16 Ron Stowers 10.21 Kathryn Thobois 10.31 Phillip Epps 10.31
FAMILY FUN Summertime ... and the livin’ is easy.
Blanca Enjoys Hawaii for Cousin Bianey’s Wedding
|
Padres Game!
|
Casey Serves!
Mason Onori Boating | Nina & Daughter Kaili Open Chargers Season | The Stowers’ Fishing Expedition: With Their Spoils and Vince on Deck
The Greenbergs have been busy.
Business Planning Event November 18, 2015
Hilton San Diego Resort & Spa
EVENTS
city surf & sand team
SEPTEMBER SUN
MON
TUE 1
WED 2
Live CE Class National University
THU 3
8am
6
7 LABOR DAY HOLIDAY
8 Palm Desert Sept.
9
9am - 12pm
10
SDAR/YPN Thirsty Thursday Playa Grill & Bar
Leads Lunch Oscar’s Cafe & Bar 12pm - 1pm
13
14
NAHREP Wealth Building Mastery Pacific Palisades
FRI 4
1st Friday Breakfast Carlsbad Chamber
10am - 12pm Carlsbad Sundowner 5pm - 7pm GSDBA Summer Social 6pm - 8pm
PD Great Amer. Shakedown 7am - 9am TRID Training 1:00pm - 3:00pm
17
WCR Earn More Green By Going Green Admiral Baker Club 11:30am - 1:30am
5
7am - 9am
11
Coffee Connection Carlsbad Chamber
12
8am - 9am
5pm - 7pm
Degrees Beer 4 Bkfast 16 Joint Sales Meeting 15 6 7:30am - 9:30am
SAT
18
19
5:00pm - 8:00pm
New Hire Orientation
20
21
27
22
2015 Sales Rally 10am - 5pm Palm Desert Leads Lunch 12pm - 1pm Holly Nanula Harcourts 4:30pm - 6:30pm
28
29
Palm Desert Leads Lunch 12pm - 1pm
23
Weichert Wednesday The Parlor 5pm - 7pm
30
6 Degrees Member Appreciation Event DeClan Suites
BIA Icon Awards Hyatt Regency La Jolla
24 SDAR Member Event
25
26
1
2
3
8am - 7pm AREAA SD Boot Camp 9am - 5pm PD Networking and Lunch 12pm - 1pm
4pm - 7pm
OCTOBER SUN 27
MON 28
TUE 29
WED 30
THU 1
PD Chamber All Business Expo
Fantasy Springs Resort 4pm - 7pm
4
5
6
7
Profit Connection Lunch Palm Desert Chamber 11:30am - 1pm
8
Joint Sales Meeting 10am - 12pm
Palm Desert Branch Sales Meeting 10am - 12pm
FRI 2
1st Friday Breakfast Carlsbad Chamber
SAT 3
7am - 9am
9 Coffee Connection 10 Carlsbad Chamber 8am - 9am
BIA Golf Tournament 11am - 4:30pm
11
12
13
COLUMBUS DAY HOLIDAY
14
15
16
17
22
23
24
29
30
31
Business Breakfast Desert Willow Golf 7am - 9pm
BIA Breakfast Marriott Del Mar 7:30am - 9:30am
YPN Happy Hour PIRCH 5pm - 8pm
18
19
UTC Branch Sales Meeting 10am - 12pm
20
Eastlake Branch Sales Meeting 1pm - 3pm
Branch 21 Carlsbad Sales Meeting 1pm - 3pm
Sundowner Carlsbad 5:00pm - 7:00pm
Profit Connection Lunch Palm Desert Chamber 11:30am - 1pm
New Hire Orientation
25
26
27
Holly Nanula Harcourts
Real Estate Networking 4:30pm - 6:30pm
28
WCR Fall Opening Day at the Races 1pm - 5pm
make sure you areare in the picture. Send a Please share pictures of all your industry events, conventions, awards, sales meetings and -- and make sure you in the picture. picture Blanca Fonseca (blanca.fonseca@imortgage.com) a small explanation ofevent. the event. Send toto Holly Johnson (holly.johnson@imortgage.com) withwith a small explanation of the imortgageisislicensed licensed by the Department of Business Oversight theResidential California Mortgage Residential Mortgage Lending Act CRMLA imortgage by the Department of Business Oversight under theunder California Lending Act CRMLA 4131040. Corporate NMLS ID 174457. Corporate All rights reserved. 4131040. NMLS ID 174457. All rights reserved.