AUGUST 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

ANA MARIE BELTRAN Executive Agent of the Month

Inside Features: Imee Jastillana imortgage Justin Tye Active Realty

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The #2 MORTGAGE LENDER IN AMERICA.1 Mortgage Executive Magazine, 2015

Branch office locations from coast to coast to serve you.

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Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

1) Mortgage Executive Magazine 2015, loanDepot.com, LLC dba imortgage NMLS ID 174457. 2) Enterprise wide and includes loanDepot.com, imortgage, Mortgage Master, Inc. and LDWholesale. imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

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Executive Agent of the Month

21 17 Ana Beltran Century 21 King

Professional Profiles

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12 Justin Tye Active Realty

Imee Jastillana imortgage 4

ExecutiveAgent Magazine

August, 2016 - Inland Empire Editorials

E XECUTIVE AGENT

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MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

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Sense of Humor -Tony Alessandra

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How Do You Get And Keep Enthusiasm?

-Kare Anderson

ADVERTISERS’ INDEX Benchmark Mortgage.............................................36

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City of Hope..........................................................34

Successful Realtor® Profile -Linda Brakeall

imortgage..................................................................2 i Photography Studio.............................................23 PWAOR...................................................................26

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SBAOR...................................................................27

It’s Time For Plan B: Brainstorming -Craig Harrison

The Termite Guy......................................................3

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Marketing The Real You -C. J. Hayden

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown

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Understanding The Process -Dirk Zeller

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Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Why I Love America -Zig Ziglar

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Written by Haley Freeman

Imee Jastillana ExecutiveAgent Magazine

We have a loan for every home... simple as that.®

I

mee Jastillana is a loan consultant because she cares about helping people achieve the American Dream of home ownership; she is a loan consultant at imortgage because they are a caring company.

When Imee came to America from the Philippines more than 35 years ago, she was inspired by the opportunity to create wealth and stability for her family through a wise balance of home ownership, insurance and investments.

She first worked in the insurance industry, where she learned how to use insurance tools to protect the assets that her own family and others worked so hard to create.

In time she became a licensed Realtor® and then turned her full focus to home lending. Imee is skilled at leveraging her comprehensive knowledge of the industry to help home buyers make the best use of their resources and the most profitable decisions for their families. But it is her genuine care for people that truly sets her apart as a lending professional.

Imee recently returned to the industry after a sabbatical prompted by the market crash. During that time, she and her husband, Julio, spent time traveling and working with a group called Angels of Hope USA, sponsoring large charitable building projects in the Philippines. “There are many people there who need help,” Imee says. “We are proud because with only eight couples, we have been able to sponsor a big project every year. Our first project was building a village of 30 homes. To us, helping others is an accomplishment more than something you buy – it’s giving something of your life.”

When Imee decided to return to her career mortgage lending, it was because she realized that there were still so many people who needed her help. “I have a lot of past clients who look for me and say, ‘Are you still doing this?’ Knowing I still have all of those clients I could serve made me want to challenge myself and come back to doing something I enjoy.” But finding the right company was a critical part of her decision. “I knew that belonging to imortgage was something I could be proud of. They are a service-oriented company that is always behind us and makes sure that people are taken care of.”

Imee works with team leader Michael Encarnacion, a seasoned financial professional known for his expertise, integrity and positivity. “Our customer service is what separates us. We are hands-on with our clients all the way through. Regardless of how big or small a transaction is, we understand that everything feels urgent to the client and the agent. We respond right away and give time-

frames for what to expect. I think Realtors® experience real value working with us.”

Experience, honesty and compassion combine to make Imee an outstanding loan consultant. She does her research and puts all of a client’s options on the table, so they can make an educated, unpressured decision about what is best for them. “Anybody can just take your order,” Imee explains, “but when someone is doing business with me they get a consultant, someone they can rely on to give them information about the process, down payment assistance programs or other advantages. I truly serve them because I know which programs are best for them, and I don’t push them and give them time to decide. And I give the best rates at the least cost that I can. A Realtor® really needs to partner with a good loan officer. The client is always happiest knowing they got a great house and a great loan.”

She is also patient about guiding potential buyers who may not yet qualify, giving them clear steps to reach their goals. “I also bring them back to their Realtor® when they are ready, so the agent doesn’t lose them because they went to someone else.”

Imee and Julio have been married for 42 years and have two grown sons. In addition to the charity work they do together, they are also ballroom dance enthusiasts. “We love to get dressed up and go out for dinner and dancing where we can smile and laugh and meet other people.

For the past 15 years, this is our regular date. It keeps us young at heart.” Imee’s passion for her life and work are an inspiration to people of any age. She radiates enthusiasm and joy in all she does. “I believe in it is not how much we do, how much we give but how much love we put in doing and giving,” she says. “God says to love your neighbor and treat them as your brother or sister. That’s how I strive to practice in my business.”

Imee Jastillana imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Tel: 951-545-4973 Email: Imee.Jastillana@imortgage.com Web: www.imortgage.com NMLS ID 1389564

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imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2016.

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Why I Love America

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Written By Zig Ziglar

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turned 17 on a Saturday and applied to the Navy the following Monday when World War II was being fought. I was waving the flag then and am waving the flag today.

I’m not as avid a flag waver as third generation flag waver Tom Harken from Beaumont, Texas, and since his son now does the same thing, that makes four generations of Harkens who wave the flag like nobody I’ve ever heard of! He has three flags in front of his corporate offices and one large flag in front of each of his Crazy Jose’s and Casa Ole restaurants. Each of his employees in all of these establishments waves the flag in front of his or her home.

As a boy, Tom had a considerable number of illnesses and fell through the educational cracks. As a result, he did not learn to read until he was 28 years old. Despite this fact, through hard work and persistence, he had done well even before he could read. In 1992 he was recognized as a Horatio Alger Award winner, surely the top recognition anyone receives in America for their “rags to riches” story. Tom shared with me that he never dreamed he would earn as much money as he now contributes to a number of worthwhile charities. He is a strong advocate of literacy and preaches and contributes to it everywhere he goes. Yes, Tom Harken is one reason I love America.

I also love America because of Muggsy Bogues. At age 36, Muggsy has played in the NBA for 14 years and was a member of the Dallas Mavericks, where he was highly regarded. Despite the fact that an arthritic knee is going to keep him out of action, owner Mark Cuban wanted to keep him aboard because of his attitude, leadership abilities, and commitment to the game. Mr. Cuban figures Muggsy is the kind of guy he wants in the locker room to encourage the other guys. “They will listen to him because, first of all, anybody who can survive 14 years in the NBA is special.” Now add to that in this land of giants, and particularly on the basketball court, Muggsy is five feet, three inches tall. That’s astonishing! He gives 100% effort and coaches learned long ago to measure him

not by his height, but by his heart. Only in America could a Muggsy Bogues do what he has done.

I love America because Mary Kay Ash could start a cosmetics company with the purpose of giving women a chance to create their own businesses by sharing their vision and opportunity with other women, and be well paid in the process. Outstanding performers drive pink Cadillacs, too! That’s America -- and that’s why I love it.

I love America because Neil Rudenstein became the president of Harvard University from 1991-2001. His mother is a part-time waitress and his father is a prison guard. But in America it’s not who your mother and father are; it’s who you are and what you do with what you’ve been given.

I love America because of the privileges it has given me. My mother had a fifth grade education but she was a hard working woman with lots of love and incredible wisdom. She gave me the foundation that has enabled me to visit all of the continents, speaking and writing, and to enjoy a life that was beyond my wildest imagination when I was growing up in small-town Yazoo City, Mississippi.

Yes, America is still the land of the free and the home of the brave, the land where any man or woman willing to use his or her ability to the fullest extent can enjoy not only freedom but a balanced life and success that people in many other lands only dream about. God bless America.

Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com

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Sense of Humor “Conversation never sits easier than when we now and then discharge

be regarded as a jerk rather than a person with a great sense of humor. The best humor consists of original, spontaneous comments that flow with the conversation or the ideas being discussed.

ourselves in a symphony of laughter, which may not improperly be called the chorus of conversation,” according to the eighteenthcentury essayist Sir Richard Steele.

Humor is a social lubricant. It gives us something to share and creates bonds of appreciation. We are automatically endeared to people who make us laugh.

Successful people take their commitments seriously, but seldom take themselves or life too seriously. Above all, they have the ability to laugh at themselves. People appreciate those who can see the humorous side of any situation.

Humor should be appropriate, however, if it is going to be effective. Keep the following suggestions in mind: Keep it in good taste. Know your audience and the type of material that they will appreciate. Some people are more inhibited than others. Use discretion and respect their standards of good taste.

Don’t go overboard. If you are making someone laugh, do not assume that being “on a roll” justifies going on indefinitely. If their body language indicates that it is time to get back to work, then get back to work! People appreciate digressions as long as they are short and sweet. You do not want to be known as “that clown who doesn’t know when to stop.”

Humor is not just telling old jokes. If you rehash jokes that have been circulating for years, you will

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Look for humor in everyday life. This is the best way to improve your sense of humor. Some people believe that a sense of the comic is a God-given talent, but it can be cultivated. There are numerous opportunities for you to increase your repertoire of humorous anecdotes and comments. If you make an awkward mistake, remember: Don’t take yourself too seriously.

The television star Lucille Ball is a perfect example of someone who learned to take her tasks seriously but not herself seriously. Ball was given the opportunity to audition for the part of Scarlet O’Hara in Gone With the Wind. In the middle of this serious dramatic reading, she dropped the entire script on the floor. As she kneeled down to pick it up, she tried to continue reading. She was so nervous that she continued to read right from the floor, picking up the papers as she went. The Director was shrewd enough to realize that although she was wrong for the role, she was a talented comedienne who had the ability to laugh at herself but take her tasks seriously. He ended up giving her first big break.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976.

Copyright© 1999, Tony Alessandra. All rights reserved.

This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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Look for humor in everyday life ExecutiveAgent Magazine

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Written by Haley Freeman

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Justin Tye

roker/owner of Active Realty, Justin Tye, runs a real estate practice powered by positivity, and he invites his clients to “Live Where the Future is Bright.” Justin has created a company he believes is

founded on the right vision, and for the right reasons. That vision centers on a commitment to giving people the best real estate experience they’ve ever had while providing a work environment where agents grow and prosper.

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Justin is an enthusiastic young professional with diverse industry experience spanning his work in mortgage lending and management, and real estate investment and sales. He was undeterred by the distressed market and opened Active Realty in 2008. Justin has worked on hundreds of flips with investors, but “found that it was more fulfilling helping people who really appreciated my experience and all the things I can offer service-wise. I love working with people and helping them find the right home. In the distressed market, I was spending more time trying to help people minimize the damage than fulfilling their dreams, but it was still an important service. I’ve always been able to stay busy and find where the need is in real estate and where I can help people most.”

Justin has built a dynamic team of professionals who are number one agents inside their targeted selling areas in Corona, Norco, Eastvale, Riverside and North Orange County. With a team approach that fosters individual talents and everyone’s success, most of Justin’s agents and support staff have been with him for many years.

The focus is on efficiency and fulfillment rather than competition. For the client, that means they are receiving service from a whole group of qualified professionals, all of whom are working together to customize their service experience.

“I try to put people where they will be most successful, and then when a client needs something out of the box, we can accommodate,” Justin explains. “We can always match our clients with the best-suited agents. For instance, if a team member has experience in a certain geographic area, or has lived in the immediate area where the client is looking to buy or sell, we will make that agent a partner so the client gets a better experience.”

Due to Justin’s extensive experience with investor flips, he is well-qualified to advise clients about which repairs and improvements are necessary, and which are not. He can also recommend trusted tradespeople, saving his clients valuable time and money.

According to Justin, the number one advantage of working with a boutique agency is accountability.

“Whether you are working with a sophisticated investor or a first-time home buyer, they really want to understand what you are doing for them. People want to know that if they call with a question, you will always pick up the phone and provide an answer. They get that with us. When you run a small business, your business is your life. It’s your brand and reputation. We’re more accountable, and

more transparent. We have the expertise and the experience, and we’re more efficient in our delivery.”

Part of Justin’s vision for designing the next generation of real estate firm is recognizing that clients need more than a real estate agency; they need a marketing firm.

“We are constantly adapting and looking for new media to market our properties and sell with the highest return.

We experiment to see what will excite the next buyer or seller. We are also becoming part of forums that connect us with luxury buyers and the foreign market. With our diverse group of agents who speak Mandarin, Spanish, Italian and French, we can cater to relocation and investment buyers.” Justin’s exciting next step is to partner with offices in South Orange County, L.A. and Beverly Hills to better serve diverse client needs.

Active Realty is also a family business. Justin’s wife is a talented interior designer who assists with home staging.

While running their business and raising their two children, they still make time to sponsor local sports teams and community events. “We really try to jump in and be a part of our community. We like to engage in achieving everybody’s goals. We’re never too busy; we’re always looking to create and enhance as many relationships as we can.”

Justin is committed to creating a bright future for the clients and agents in his care. “One of our taglines is ‘People. Places. Futures.’ That is our complete, overall outlook. We’re not just engaging with people about a piece of real estate. This is a part of their lives. I have surrounded myself with people with like goals, and my vision for Active Realty is that this will continue to be an organic company that grows. I want the people here to bring the next generation in behind them, and for this to be something that endures for many years.”

Justin Tye Active Realty 1871 California Ave. Corona, CA 92881 Tel: 714-699-9372 Email: jt@activerealty.com Web: www.ActiveRealty.com CalBRE # 01728694

“Live Where the Future is Bright”

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Written By Dirk Zeller 14

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Understanding The Process B

eing a salesperson is one of the greatest professions on earth. As real estate salespeople, we are helping people achieve the great “American Dream”. We get into trouble when we don’t understand the process of the sale. Most real estate salespeople have never studied sales. They have learned a few scripts and dialogues, but they don’t clearly understand the buying process. They have never become students of selling.

To be a Champion salesperson you have to understand and study sales. The first step is to understand the sales process. The truth in sales is that people make decisions based on emotion. How they feel emotionally about something governs their decision-making process. We don’t do things based on logic, reason, and intelligence.

We will use those tools to justify our decision. Reality is we all act emotionally, and our behavior is shaped by our emotions. Because we are human, we are in a constant state of trying to satisfy our emotional needs and emotional wants.

How do we talk to our clients’ or prospects’ emotions?

We need to first put ourselves in their situation. We need to clearly understand their needs, wants, and desires. We need to have true empathy for the prospect or client. To really be effective, we need to imagine what the prospects feel like. By clearly knowing their feelings, we can gently and patiently help them see our point of view.

For example, you are working with sellers who want to overprice their home. They believe they need to get above fair market value. The most effective way to turn them to reality is to empathize with their problem, to acknowledge that you understand their feelings.

Once you do that, then you can gently show them why their desires will not happen. You have to meet those overpriced sellers where they are and work them towards your position.

If you draw a line in the sand and you are worlds apart, all you are doing is yelling at them across a canyon. You have to cross the canyon to their side.

You need to lead them back across the canyon. People can often be like cows. You can push, poke, and prod them, and they won’t budge.

Your reason for your way has to be a benefit to them.

Once they see how they can benefit, they will follow your thinking. The key is to talk to people in terms of needs and emotional benefits to them. Once you have established the benefits, you can persuade people to do anything.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

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Cover Story

ANA MARIE BELTRAN Executive Agent of the Month

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ANA MARIE BELTRAN Written by Haley Freeman - Ian Wiant Photographer

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na Beltran is a broker/associate and sales manager for the Ontario office of Century 21 King.

Throughout her successful 13-year career in real estate, she has demonstrated extraordinary determination, selflessness and attention to detail, all of which make her an outstanding real estate advisor and leader in her industry.

Ana was first inspired to pursue a career in real estate after she and her husband had a series of negative experiences buying and selling their own homes. With her characteristic drive and tenacity, Ana turned a negative into a positive. She decided that she would obtain her real estate license, so that her family and friends would never have to suffer second-rate representation when they wanted to buy or sell a home. Ana gave herself one year of working parttime while she continued her regular work at California State Polytechnic University, Pomona, before taking the leap and doing real estate full-time.

Always remembering the poor service she had received and how much frustration it had caused her family, Ana set out to serve her clients with unwavering dedication to their well-being. “Always doing the right thing is a quality instilled in me by my mother, Irma Delgado,” Ana says.

“I believe that business comes to those who work hard for their clients and always look out for their best interests. I love residential real estate because it is so rewarding to help people find the right home.”

One of Ana’s areas of specialty is working with new home builders. “It’s a less competitive market and great for repeat buyers or first-time buyers. New homes don’t show up on the websites where people are doing home searches.

I do the research for them and identify the communities that fit the area, budget and lifestyle they are looking for, and then I make phone calls to set up a preview and take them to sign in. They can pick their lot and floorplan, and they won’t overpay since they’re not competing with other buyers for the property.”

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Century 21 employs a company called RealSatsified to conduct third-party evaluations of its agents, and all reviews are made public. In 2015, Ana earned the Quality Service Award for her numerous, outstanding service reviews. “It allows my clients to speak for themselves about the job I’m doing. I always let them know prior to closing that they will be getting a survey and that I would appreciate it if they would complete it and make a recommendation. I’d say 80 percent or more complete them and make a recommendation, and that’s a high percentage based on the average. This year, I’m reinforcing with all of our agents that I would love for them to receive this award, and for our office as a whole to receive one.”

Here is what some of Ana’s clients are saying about her professional expertise and her phenomenal client care: “Ana Beltran is by far the best real estate agent I have ever known. I appreciate her selling my home in Archibald Ranch. She has incredible attention to detail, excellent follow-through, and is extremely kind and personable. She provided me with outstanding advice about how to prepare my home for sale. She promptly returned all phone calls and had advertising in place as soon as possible. She went beyond the expectations of a real estate seller. I would recommend her to anyone looking to buy or sell a home, and it was a real pleasure working with her.”

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Finding Joy in Helping Others “Ana Beltran helped us with the sale of our first home and purchase of a new home. What seemed like an impossible task with the timing and closing of two escrows, Ana handled the entire transaction in a smooth manner so that we were able to move in to our new home without any major disruptions to our family. I would highly recommend Ana as your Realtor® if you are buying, selling or both. She always makes herself available to address your needs and is very efficient.”

With such rave reviews, it is no wonder that the broker/ owner of Century 21 King, Julio Cardenas, asked Ana to open and manage his new Ontario office in 2013. “I’m grateful to Julio for the opportunity to step into this role,” Ana says. “When I started, we had zero agents for this office. I started recruiting, and now we have an office full of ethical people who are all about customer service.”

Ana is a respected leader who strives to uphold the strong values that Century 21 King is known for. “We

have a very inviting location and atmosphere here with a true team spirit and no tension or animosity. I make sure we only have agents who come on board with the same attitude as far as helping each other. All of our agents say, ‘I love coming here.’ That’s very important to me.”

Agents enjoy many perks. There is ample dedicated work space so that everyone has a place to call their own, with individual phone lines and locking drawers.

The welcoming lobby and conference rooms make this a comfortable and professional place to invite clients. “We are truly a place to conduct business, not a first-come, first-served place where agents are waiting and then grab whatever desk is available. Century 21 provides a number of valuable business tools, and agents don’t pay fees unless they close a transaction. If they don’t make money, we don’t make money. We make the investment of training and giving agents the tools that they need so they go out with confidence and are effective in our community.”

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Another essential element to helping agents succeed is a rigorous schedule of training. Ana seeks to motivate and refine agents by sharing her 13 years of practical experience and expertise in areas like contracts, negotiations and marketing. She also runs regular contests to promote friendly competition and the fun of winning a reward for hard work.

“We want our agents to be more than just a name on a roster. We truly care about each person and what their goals are. Every year we get together to make vision boards and do a business plan. We analyze what we did the previous year and what we still want to accomplish.

Without goals, there is nothing to reach. Agents put up their vision boards in their workspace so it is in their face every day. We set goals in all areas of life, not just business. Having that creates another level of accountability that must be acknowledged every time they go back to their desk. If they sit there and don’t pick up the phone, they will never reach those goals.”

say: ‘It is better to be prepared for an opportunity than have an opportunity present itself and not be.’ Our agents know that they have to practice their skills and knowledge and always be ready.”

Ana has stuck with real estate through good markets and bad because she believes this is the best vehicle for her to achieve her own dreams, while helping others achieve theirs. “My family and I love to travel, and we make it a priority to take at least two trips a year. Family comes first.

Even though this business is demanding, I know I have to make the time for family a priority. It’s great to be in a business that allows me the flexibility and earning potential to make choices.”

Simply put, Ana loves helping people. She loves helping her clients find the right home where they can create a lifetime of memories, and she loves helping other agents to develop a satisfying, lifelong career.

She continues, “I enjoy a quote that I heard Les Brown ExecutiveAgent Magazine

Ana Beltran – Sales Manager CENTURY 21 King 2598 S. Archibald Avenue, Suite E Ontario, CA 91761 Tel: 909-284-7801 Email: BeltranSellsHomes@yahoo.com Web: www.AnaBeltran.com CalBRE # 01394533 ExecutiveAgent Magazine

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Successful Realtor® Profile

I

’ve been involved in a number of studies that tried to figure out why top agents are top agents.

2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”)

Do they have a common educational background?

No. Good ones have high school diplomas, masters and doctorates. No correlation.

3. They have fun and enjoy selling real estate but know that it won’t be forever.

Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful.

4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success.

Common interests? No. Other than eating, (which we Realtor-types seem to do exceptional well) the interests are widely diverse.

. . . And people like to do business with successful people so they do more business!

After 13 years in real estate sales and management, I’ve only found a few constants.

1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget. They understand that you have to spend money to make money. They know how many sales they need to make the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan.

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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David Coe Director

John Defterios Director

Mina Semenza Cheryle Ushkow Jessika Werchick Director Director Director

Sheri Fejeran Director

Crystal West Director

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Marketing The REAL YOU

I

often wonder how the practice began of pretending to be someone else in order to market your business.

You know what I’m talking about -- it’s the marketing face, the selling voice, that you often put on in order to attend a networking event or make a sales call. Who taught you to do that?

I have a suspicion where we learn this behavior. Most of us spend a lifetime observing showroom salespeople, product spokespersons in the media, and hucksters on street corners. What we see demonstrated there is artificial enthusiasm, manipulative use of language, feigned interest, and in some cases outright deception.

Sounds awful, doesn’t it? So why copy any part of this distasteful way of selling?

Psychologist Abraham Maslow said, “If all you have is a hammer, everything looks like a nail.” Perhaps we believe this is the only way we can sell because it’s the only way we know. I’m not accusing anyone of consciously deceiving prospective clients. What I’m suggesting is that what we do unconsciously and automatically is to behave inauthentically around them.

Intuitively, many of us feel as if something is wrong with this way of operating. When we have to sell ourselves, we find it unpleasant, disagreeable, even repulsive. But what if all those negative feelings were simply because we hate the artificiality and manipulation we think must be a part of selling?

Imagine what it would be like to go to a business networking event as yourself. No facade, no pretension, just plain you. When someone asks your reason for coming, you tell them the truth. You don’t have to claim you wanted to hear the speaker (if you didn’t). You can come right out and say, “I’m hoping to make some contacts that will lead to business for me.”

You wouldn’t have to invent reasons to start a conversation. You can walk up to someone who looks interesting and say, “Hi, I haven’t met you yet.” If you’re shy around strangers, you can tell the first person you meet, “I’m sort of a wallflower and feel awkward at events like this. Could you introduce me to some folks?”

Now imagine placing a follow-up call to a prospect where you are completely honest. You could say, “I

have some days open on my calendar soon and I’m wondering if this would be a good time for that project we’ve been discussing.” Or, “We haven’t talked in a while and I’d like to find out if you’re still planning to start the new training program this year.”

I see so many professionals and consultants struggle with trying to find an “excuse” to call a prospect. You don’t need some manufactured excuse. You know the reason you’re calling. Most of the time THEY know the reason you’re calling. Just say what it is.

Let’s extend this same principle to making a cold call.

Instead of stumbling around awkwardly trying to make a polished -- but unnatural -- sales approach, imagine yourself saying, “I’m not much of a salesperson, but I’m really good at what I do. Can we have a conversation about what you need and see if I’m the right person for the job?”

If you’ve been working from a cold-calling script that makes you flush and get a tight throat every time you read it, throw it out. Come up with one really good opening line that feels authentic and gets directly to the point. Then decide how you will answer -- honestly -some of the typical questions prospects ask you. My bet is that your calls will immediately get easier.

In fact, the more you become honest, direct, and authentic in all of your marketing, the more appealing selling will be to you, the more effortless it will become, and the more success you will ultimately achieve. Because most business results from building relationships, and how can you develop a relationship with someone when you never reveal who you really are?

C.J. Hayden, MCC, is a business coach and consultant who teaches people to make a better living doing what they love. Her company, Wings for Business, specializes in serving entrepreneurs, self-employed professionals, and people in marketing and sales. C.J. is the author of Get Clients Now! (AMACOM, 2007), Get Hired Now! (Bay Tree, 2005) and The One-Person Marketing Plan Workbook, and a contributing author to Guerrilla Marketing on the Front Lines. © 2008, C.J. Hayden. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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EA

How Do You Get And Keep Enthusiasm?

G

etting enthusiasm is a little like learning to breathe: Nobody can tell you exactly how to do it, but without it you’re in big trouble. No one but you can discover that compelling purpose or exciting goal that ignites enthusiasm inside you, but you can learn a great deal from others about how to use it to maximum advantage.

Here are some insights I’ve learned from some real experts on enthusiasm; what’s more, I’ve tested and proven them in the laboratory of my own life.

1.

Enthusiasm is born on the inside

In the daily grind of life you can lose touch with what really matters. There are so many routine decisions to make, so many challenges to be met, and so many burdens to carry, that you can lose your perspective.

However, as you connect with the enthusiasm planted deep within you, you’ll feel it begin to grow and grow.

Soon, you’ll be back on track.

It’s not the first mile of a long and arduous journey that gets to you - you’re excited about getting started.

And it’s not the last mile - you’re thrilled about getting there. The miles that get to you are the long and tedious ones in the middle where you can’t see where you’re coming from or where you’re going.

Always remember that enthusiasm comes from the inside out, not vice versa. It’s easier to motivate yourself from within than to pump yourself up with empty sayings.

of disposing of all the waste their cows generated. But the Waybright brothers and their brother-in-law, who run the Mason Dixon Farms near the town where I went to college - Gettysburg, decided to quit complaining about all the manure the cows were generating, and to do some generating of their own - electricity. They built a power generator that runs on methane gas produced from heated manure from the 2,000 cows.

Generating much of their own power, they cut their annual electricity bill from $30,000 to $15,000.

As you might guess, most of the other farmers laughed at the project and called it “Waybright’s folly” (and other even less flattering names). They were satisfied to see their problems and to seek out their Congressmen to complain about their miserable circumstances.

But no one’s laughing anymore. In fact farmers, Congressmen, and agriculture ministers from around the world are beating a steady path to the Mason Dixon farms. Soon the Waybright brothers were selling some of their excess power to their once jeering neighbors.

And that’s no bull!

Okay, so you’re not in the cow business, and your biggest problem is not electricity bills, but the principle works in any area of life. Enthusiasm - with all the good things that go with it - comes when you turn your eyes from the problem or circumstance and focus on the solution and opportunity.

3.

2. Enthusiasm grows when you focus on solutions and opportunities, not problems and circumstances

Enthusiasm thrives around positive people

Life for you will always be as you choose to see it. You can focus your attention on the problems and circumstances which surround you, or you can keep your eyes on the solutions and opportunities.

A lot of people say that enthusiasm is contagious.

My experience would indicate that negativism and pessimism are far more contagious. It is always easier to believe the worst than to hope for the best especially if you are struggling against overwhelming odds. It’s even worse when you’re tired, or have just suffered a severe setback.

I recently read a story that illustrates it better than I can explain it. It seems that a number of farmers in Pennsylvania were sitting around complaining about the increasing cost of electricity and the unpleasant task

Don’t waste your creative energies on people who are always putting you and your ideas down. Seek out those positive and successful people who can give you a boost.

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If you want to be enthusiastic and have the enthusiasm which produces success, always spend your time with positive, enthusiastic, and successful people.

4.

Enthusiasm recharges itself on momentum

Jerry Reed’s popular song of many years ago put it very nicely: “When you’re hot, you’re hot!” Believe me, it’s more than empty words.

Of course, William Shakespeare said it with more eloquence in these famous lines from Julius Caesar: “There is a tide in the affairs of men, Which, taken at the flood, leads on to fortune; Omitted, all the voyage of their life Is bound in shallows and miseries.”

Nothing feeds enthusiasm like success, and nothing can hold back enough enthusiasm.

Kare Anderson is a “Say It Better” expert, a Behavioral Futurist, who speaks on how to become more “thought full”, compelling communicators to create customerattracting experiences for a place, product or program.

She is a speaker, national columnist, nine-time author, Emmy-winning former TV commentator and Wall Street Journal reporter. Her online newsletter reaches over 17,000 people in 32 countries. Her latest book, Resolving Conflict Sooner, offers a 4 step method plus 100 influencing tips. Copyright© 1999, Kare Anderson.

All rights reserved. For information about Kare’s programs, please contact The Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

It’s when you feel most enthusiastic that you need to throw yourself into life’s biggest challenge. Celebrate your greatest victories by plunging into even greater challenges. Take full advantage of the momentum you gain with each hard-earned step.

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EA

It’s Time For Plan B:

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ExecutiveAgent Magazine

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O

ur workgroup was in the middle of a spirited brainstorming session – a free form session where creativity is encouraged, judgment is suspended, and the best ideas often come after ten or more minutes. The ideas were flying fast and furious, as they should, when the group gets momentum. The energy was intoxicating. And, in a fit of inspiration, I one employee suggested, “Why don’t we reverse the order of the deliverables!?”

While nine other people energetically accepted this offer as worthy of inclusion on their flip chart of ideas, their manager scowled “That will never work!”

Thus ended a productive brainstorming session. Sadly, the manager was unclear on the concept at play. She replaced a brainstorm with a brain fart and stunk up the entire process.

A Different Kind of Collaboration Brainstorming is a special type of meeting, with its own ground rules, tempo and ethos. It’s also an invaluable tool for idea generation, problem solving, innovation, teambuilding and creativity. Whether you are tasked with creating new sales contests, new strategic initiatives or simply trying to break the doldrums of your day-to-day routines, brainstorming carries the day.

Rules That Rock!

By definition, brainstorming is unlike your typical meetings. It’s unbounded by traditional rules where predetermined people speak on pre-determined subjects for prescribed times. Like a jam session of Jazz musicians, all you need to do is begin recording and let the sounds begin.

Remember, the key is to record it all. Later you can go back and edit out that which might not be considered beautiful music.

In Brainstorming sessions everyone is equal, all ideas are worthy of consideration, all judgment is suspended and a person’s rank or status is irrelevant. The goal is to fill the air with ideas, depart from conventional thinking, and allow the smorgasbord of strategies, ideas, inspirations and epiphanies to cross-pollinate each other. Think of brainstorming meetings as magnificent melting pots, a veritable giant stew bowl where bouillabaisse bubbles and bursts, unleashing new, exciting and innovative initiatives.

Consider a skilled facilitator for best results, though this isn’t a requirement.

The B-List: Preparing for Your Meeting The following recommendations will insure a successful session, whether it’s a stand-alone brainstorm or part of a larger meeting or event: • Adorn your environment with art, toys, games, crayons, colored markers or other stimuli to get the juices flowing and invite fun, free thinking and playfulness.

• Consider special written invitations in advance to set the tone, expectations and goals for the session.

• Create a mental and/or physical ice breaker to loosen everyone up.

• Consider lava lamps, beanbag chairs and even bubble-gum and bubble makers to loosen everyone up.

• Encourage participation by all.

• Language is key. Use sentences such as “What if we…”, “How about…”, “Let’s try...”, or “Suppose we...”

• Check your skepticism, negativity and ego at the door. It’s not about whose ideas are embraced. All ideas should be received, for the benefit of the group your mission.

• Employ the “Yes, AND...” approach instead of a “Yes, BUT...” stance in response to others’ ideas.

• Remind people to suspend judgment throughout the session.

• Assign a scribe or tape record the meeting. Consider a graphic recorder. (Visit http://www.graphicrecorders. com/ www.GraphicRecorders.com for one I recommend.)

• Allow enough time for people to loosen up. Often the best ideas occur once the group has gotten over any self-consciousness and gathered momentum.

Remember, like mastermind groups, brainstorming sessions rely on the reality that when multiple brainpower is applied the results are greater than the sum of their parts.

You will generate great results from the blend of talent, experience, ideas and perspectives that naturally result from giving everyone equal footing and freeing them of the usual restrictions of time, structure and rules.

By the way, what if...?

Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com.

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

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WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

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