AUGUST 2016 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

TM

Inside Features:

Necole Abboud

Paul Conti Berkshire Hathaway HS

Executive Agent of the Month

Doug Davis Finance of America Mortgage Hung Hoang

New Empire Realty Christopher Phipps Keller Williams Realty

NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Sophie Abboud

Alan Cipolletti

Doug Davis

NMLS-342621

NMLS-653005

(949) 584-5363

(949) 394-1757

NMLS-249349

Robert Fair

Rodney Felipe

Brandon Garcia

NMLS-816387

NMLS-487714

NMLS-950014

Senior Mortgage Originator

Senior Mortgage Originator

(714) 566-5400

Michael Keegan

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

(562) 673-0376

Senior Mortgage Originator

(714) 227-5032

(949) 375-5566

Senior Mortgage Originator

Senior Mortgage Originator

Barry David Krevoy

Mark Martinez

NMLS-187195

NMLS-923896

NMLS-302745

(949) 887-8493

(949) 735-4009

(714) 863-8470

Lynn Nelson

Shawn Pagano

Jeff Shortley

NMLS-653022

NMLS-1411764

NMLS-1441083

Senior Mortgage Originator

(714) 412-8608

James Theel

Senior Mortgage Originator

(949) 633-7852

Senior Mortgage Originator

(949) 291-9273

Jim Thiel

Senior Mortgage Originator

Senior Mortgage Originator

(949) 294-8177

(949) 521-0039

NMLS-891331

Senior Mortgage Originator

NMLS-907893

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2015 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

Executive Agent of the Month

21 19 Necole Abboud RE/MAX Prestige Properties

Professional Profiles

4

32

6

26

14

Paul Conti

Doug Davis

Hung Hoang

Christopher Phipps

Berkshire Hathaway HS

Finance of America Mortgage

New Empire Realty

Keller Williams Realty

ExecutiveAgent Magazine

August, 2016 - S. Orange County

Editorials

E XECUTIVE AGENT

TM

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

30

Sense of Humor -Tony Alessandra

10

How Do You Get And Keep Enthusiasm?

-Kare Anderson

ADVERTISERS’ INDEX Finance of America Mortgage...........................2

28

Successful Realtor® Profile -Linda Brakeall

Guaranteed Rate...................................................9 i Photography Studio.............................................25 Kinecta Federal Credit Union...............................13 PWAOR...................................................................12

34

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

The Termite Guy......................................................3 Ticor Title Company...................................................40 Wells Fargo Home Loans.............................................39

36

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

16

Understanding The Process -Dirk Zeller

© Copyright 2016 Executive Agent Magazine. All rights reserved.

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.

8

Why I Love America -Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Doug Davis A Sacred Trust Written by Haley Freeman

D

oug Davis, sales manager at Finance of America Mortgage, has been helping families in Orange County achieve the American Dream of home ownership for 16 years. His is a business with “no

angles,” one that is characterized by his authentic representation of self and candid communication with clients.

Doug believes that all of life’s relationships are founded on trust, and that the trust granted to him by someone purchasing a home is a sacred one.

Doug graduated from the University of California, Berkeley, where he was awarded the prestigious Regents Chancellor Scholarship. He went on to a career in IT and became the project manager for a web development company. When the dotcom bubble burst, Doug turned his focus to financial planning and mortgage lending.

Today, he uses his unique blend of technological and financial experience to help home buyers formulate a beneficial finance strategy.

“I believe in doing business with absolute transparency, with hands wide open,” he says.

“When I work with a client I say, ‘Here’s what you’re going to get.’”

But you don’t have to take his word for it. In fact, Doug would prefer you didn’t. He wants his clients and other industry professionals to do business with him based upon the word of others who have experienced Doug’s unwavering integrity firsthand.

ExecutiveAgent Magazine

EA

Today’s professionals are constantly being evaluated by their clients via the many online platforms and social media sites where consumers go for advice on who to hire and where to spend their money. Doug’s clients are showing that they are eager to share the positive experiences they have had working with him. In 2015, Doug was awarded the Angie’s List Super Service Award, and he enjoys enthusiastic five star ratings across numerous consumer platforms from Yelp to LendingTree. Here are some examples: “Doug is an amazing mortgage broker! We had a very challenging re-fi and he got it done where others failed.

Doug walked us through the entire difficult process. He is extremely thorough and addressed all of our concerns. He is very pleasant to work with and has an excellent staff.

We are now saving over $1,400 a month in interest! Huge help for our family. Thank you,” says Tom D. “I wish Yelp gave a 10-star option for exceptional customer service, professionalism and elite client management. If so, Doug Davis would easily receive them!

My husband and I have dealt with various lenders in our time. Never has any lender handled our business with such care and concern as Doug. This lender is top notch! We had some serious issues that needed to be addressed and our case was quite complex. I thought we were not going to come out ahead of the game, but Doug’s diligence in doing right by us exceeded what we imagined possible with our loan. I highly and wholeheartedly recommend Doug Davis for all lender needs. I honestly will never take my business to anyone else. Thank you Doug for helping us with the biggest investment of our life,” says Kathy G. Doug’s phenomenal service is backed by a substantial company with the financial clout to offer competitive programs and pricing, and the agility to get loans done quickly and efficiently. “In my office there is tremendous capacity. Our philosophy is to overbuild infrastructure to create amazing turn-times. If I need to get something done quickly, I have the ability to hit the turbo button and have

the system work. My own production is large enough that I have my own personal infrastructure, as well.”

Doug and Finance of America Mortgage are dynamic business partners for Realtors®, providing professional photography and videography services, and outstanding marketing resources. In addition, Doug is eager to share his expertise to help real estate professionals utilize the internet to capture the online recommendations that are so vital to driving business today. “The internet is where people go now to find a real estate or mortgage professional. An authentic online presence is huge for establishing what real people are saying about the service they receive. It’s the first step in establishing trust.”

From the beginning of his career, Doug’s focus has never changed. It has always been on taking care of clients and establishing a trust that leads to lifelong relationships.

DOUG DAVIS NMLS ID 249349 Finance of America Mortgage 3501 Jamboree Road, Suite 200 Newport Beach, CA 92660 Tel: 949.398.3674 Email: doug.davis@financeofamerica.com Web: www.financeofamerica.com/dougdavis

©2016 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

ExecutiveAgent Magazine

EA

Why I Love America

I

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

Written By Zig Ziglar 8

ExecutiveAgent Magazine

"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

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.

10

ExecutiveAgent Magazine

EA

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.

ExecutiveAgent Magazine

11

WHERE REALTOR® INFORMATION LIVES

100+ VIDEOS AND COUNTING

• • • •

TECHNOLOGY QUICK TIPS AGENT SPOTLIGHTS INTERVIEWS WITH CITY AND STATE OFFICIALS AND MORE!

SUBSCRIBE TO PWR REALTORS® NETWORK YOUTUBE CHANNEL WWW.YOUTUBE.COM/C/REALTORSNETWORK

KEYWORD: REALTORS NETWORK

WE’RE HIRING MORTGAGE LOAN CONSULTANTS We’ll help you take your business to the next level and ensure you maintain a work life balance.

• • • •

High commission splits Twice monthly pay Generous company matching 401k Company laptop and mobile phone

• • • •

Full benefits Non-producing managers Marketing budget and support Direct Lender with local operations

We are looking for talented, driven individuals to help fuel our growth.

Please connect with us at your convenience to discuss!

Erik Jenner, NMLS# 38025 Mgr., Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

APPLY NOW at www.kinecta.org or e-mail resumes to maryam.ghafarinia@kinecta.org

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Kinecta is an Equal Opportunity Employer.

12453-06/16

E XECUTIVE AGENT

TM

MAGAZINE

Christopher Phipps

R

ealtor® Christopher Phipps at Keller Williams Realty has been connecting Orange County families with the right home for more than a decade.

His down-to-earth, friendly nature is a refreshing change from the high-pressure sales image that has long charac-

terized the industry. He goes to work every day and is simply himself, and for that, business is booming.

Christopher grew up with hard-working parents who both had real estate-related careers, but Christopher began his professional journey in restaurant management.

When his daughter was born, he sought an opportunity for greater work/life balance, and he found it in real estate. He was able to join his two great passions, his love of people and his love of technology, in a career with unlimited potential. “I love selling houses and making people happy,” he says, “and I still love working with buyers. There’s nothing like seeing the smile on someone’s face when you hand them the keys to their new home.”

Christopher has hit on just the right blend of high tech/high touch service. He embraces new tools that maximize value for buyers and sellers, while never compromising customer service. “For buyers, I do personalized video tours and upload them to Dropbox. For listings, I provide 3-D tours that walk through the property like Google Street View, high-definition photography and extensive online advertising.”

Technology is one of the many reasons Christopher has chosen to build his business with the nation’s largest real estate brand, Keller Williams. “Our technology is cutting edge, and there is always training going on here to learn more about how to deal with people and different kinds of transactions. Through our huge network of agents, I have taken on clients from other parts of California or the country. But ultimately, real estate is still hyper-local. It still takes a person on the ground to know what people are buying.”

ExecutiveAgent Magazine

Bringing Happiness Home Written by Haley Freeman

While Christopher works throughout Orange County, his hyper-local focus is on historic Park Santiago in North Santa Ana, adjacent to the city of Orange. He and his family love living in the area. One of their favorite local outings is to the OC Night Market at the OC Fair & Event Center.

“We all love to eat,” Christopher says. “They bring in lots of food trucks, and we have fun exploring all of the exotic foods. Last week we had pork belly sliders and crab sushi tacos.”

When the bottom fell out of the real estate market in 2008, Christopher followed in his father’s footsteps and got into contracting. “There was an obvious synergy with real estate, and it was a good way to supplement through the lean years. As I got back into real estate full-time, it became a nice niche for me with investors. I still do some contracting work with my partners at CBSS, Inc., so I’m able to bring a lot of value to clients who need advice about repairs or improvements. Some things are a lot less expensive to do than people think. I’ve flipped quite a few houses and done mold remediation work.”

Aside from his lengthy experience in real estate Chris also brings extensive construction knowledge to the table, helping us estimate the costs of potential projects and repairs when going through each home we saw. We will for sure be singing his praises to everyone we know looking to purchase a home, we can’t recommend him highly enough!”

Christopher has boundless passion and energy for his work. He takes care of serious business with honesty and professionalism, but also with a smile and a sense of humor. “This is often a difficult and stressful process. But it is also the biggest deal of most people’s lives. It should be enjoyable! I tell people, ‘The return policy on a house is zero days. Once you buy it, it’s yours.’ I am very diligent about making sure the home they choose is the right one for them.”

Proof of Christopher’s extraordinary client service is his distinction as a Redfin Partner Agent with 47 five-star client reviews. One recently wrote: “With us being firsttime buyers in a very competitive location and price-point, Chris has been an absolute god-send to us. He’s mentored through every step of the process – from showing us our first listing all the way to the final signature for closing.

Not only that, but he’s done it all with a smile on his face. He was always extremely accommodating, making himself available whenever it was most convenient to us.

ExecutiveAgent Magazine

Christopher Phipps Keller Williams Realty 2100 Main St. Huntington Beach, CA 92706 Tel: 714-206-1479 Email: Christopher@ochomz.com Web: www.OCHomz.com CalBRE # 01504980

EA

Written By Dirk Zeller 16

ExecutiveAgent Magazine

EA

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.

ExecutiveAgent Magazine

17

Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

Necole Abboud Executive Agent of the Month

ExecutiveAgent Magazine

Necole Abboud “Going Above & Beyond” Written by Haley Freeman - Photography by Ian Wiant

N

ecole Abboud remembers the day clearly. She was just seven years old when her father came home with exciting news: He had been laid off from his job as an engineer! Instead of being upset, her father saw opportunity. He had been working in real estate part time and built a small real estate portfolio as a back plan, and now had the chance to fully devote himself to a career with no limits.

“My father came to America as an immigrant with no money,” Necole states, “and he created a wonderful life for us. I always admired the way he took that risk to go into real estate full time, when he had a wife and four kids depending on him.”

Necoles’ father, Jason Abboud, went on to build a successful career as a real estate broker and investor. Today he is the Broker/Owner of RE/MAX Prestige Properties… and Necole is successfully following in his footsteps.

Necole initially planned to be a lawyer By the time she was 14, some of Necole’s responsibilities included helping her mom with bookkeeping and filing. She would also meet with potential tenants at the family’s real estate holdings when a property became vacant, and be in charge of assisting with their lease applications. When the contractors were finished rehabbing the families vacant properties she would hand the paychecks to the contractors. However, although she grew up in the real estate business, Necole did not initially think that a real estate career was for her. In fact, she earned her bachelor’s degree in Business Economics from UC Irvine with the intention of going on to law school.

While she was in college the Great Recession hit and the real estate market collapsed. “I remember sitting in class,” Necole recalls, “hearing horrible stories about people losing their homes. I’m a really empathetic person, so this sparked my interest in being able to help families.”

ExecutiveAgent Magazine

Still thinking that the best way to help people would be through a career in law, Necole started an internship at a bankruptcy law firm. Here she learned alternative solutions for helping families stay in their properties a little longer, in ways that would not destroy their credit. She followed that with an internship at a law firm specializing in helping immigrants come to the U.S. under the auspices of the EB-5 Immigrant Investor Program. This program allows foreign nationals who invest a minimum of $500,000 in a business that creates jobs on American soil to immigrate to the U.S. Then she went on a three month internship to Washington, DC, adding work for the Attorney General and the US Department of Labor to her experience base.

Real estate turned out to be Necole’s ideal professional fit Necole started working in real estate while she was studying for the law school entrance exam. She did pass the LSAT exam, however ultimately she decided to put law school on hold and go for her broker’s license, realizing that this would provide an excellent vehicle for her to help both her own family and other families to achieve their dreams. In

2012, when Necole was a 22-year-old real estate Broker, the Abboud family opened a RE/MAX franchise, RE/MAX Prestige Properties in Mission Viejo, California.

“We were drawn to the RE/MAX brand because of its strong international reputation,” Necole explains. “RE/MAX operates in 96 countries. The organization’s over 7,000 offices worldwide give us a global network that makes our brokerage even stronger.”

Necole quickly rose to the top of her field It didn’t take long for Necole to realize that real estate is her ideal profession and she quickly found success.

During Necole’s first two years in the business she helped 43 families buy and sell homes. After just one year in the field she was recognized by the “Good Day LA” television show on FOX 11 news as one of the top real estate agents in Orange County. And she’s still going strong today. After seeing her establishment in real estate, and the sense of reward she received by seeing families so joyful for her services, she decided to no longer pursue going to law school.

ExecutiveAgent Magazine

“With real estate I get the perfect mixture,” Necole relates. “I feel like I’m not ‘just’ a real estate agent. I’m also a matchmaker, consultant and financial advisor. I love helping other people, and it’s a natural joy for me to meet new people. On the legal side of the business I still get to do negotiating and contracts, and on the people side I’m able to help people as a counselor and develop new friendships.

Plus, of course, I get to work with my father and mother, which is a huge joy in itself.”

What are the secrets to Necole’s success?

Earning the trust and respect of clients and coworkers is no easy task for someone so young, no matter how capable. Necole has applied herself in every way, honing her general business and real estate knowledge so that clients can retain her with confidence. As her clients quickly learn, Necole is extremely tenacious. She works hard, and with purpose. Clients appreciate how her patience and empathy make her so easy to work with, and the way her technological savvy, negotiating skills and proficiency with con-

tracts make her a force to be reckoned with as a Realtor®.

But one of the biggest keys to Necole’s success has been her willingness to invest in marketing to attract both buyers and sellers to her business. “My mentor taught me that, You can’t be afraid to spend money!” Necole exclaims. “You will see a return on your investment. One hundred percent of my business has come from my investment in marketing.

I do mailings, use internet marketing, take advantage of the RE/MAX platform to get referrals, and spend time knocking on doors. I will go to 250 houses in a day. I also don’t mind paying for leads. But you can’t just call once and give up. You have to call, text, email and go to their door. To be successful in real estate you must be both disciplined and consistent.”

As part of her marketing efforts Necole also stays involved in the community. She was a Chamber of Commerce Ambassador, and currently serves as the alumni networking chair for her high school, Santa Margarita Catholic School.

ExecutiveAgent Magazine

Necole’s education and experiences have also contributed to her success. For example, her extensive expertise in the EB-5 Immigrant Investor Program is a big advantage for many of the international buyers with whom she works. As the daughter of immigrants, Necole finds it especially fulfilling to help other immigrants achieve the American Dream.

Creating a successful brokerage At RE/MAX Prestige Properties Necole, who is bilingual, is helping to build a multicultural and multilingual group of agents who can help a broad range of clients.

The office culture at RE/MAX Prestige Properties is one that inspires respect and growth among agents. “This is a family business and everyone here is part of one big family,” Necole says. “My father has over 30 years of experience, and has helped many of the agents, we also have many experienced agents and brokers that have a lot of experience and they constantly ask for his help on commercial properties and investments. We want this to be an office where everyone pushes one another to succeed. We go out door-knocking together. We also try to provide technology support with all of the new things coming out, such as 3-D virtual tours, and we provide photography and leads for our agents.”

RE/MAX Prestige Properties operates as a “one-stop shop,” guiding clients through all aspects of their real estate transaction. They have their own escrow company, which is a big convenience for their clients, a property management division, and strong relationships with attorneys, CPAs, lenders and other area professionals.

A joyful career A lifetime resident of Mission Viejo, Necole knows and loves her community, and she is passionate about helping people find their perfect home or career in Orange County real estate. She is following her father’s example and finding her joy and success in a career with no limits. “I remember being in middle school,” Necole recalls, “and my father would be driving me to school and waving to strangers. He’s nice to everyone, and he naturally loves people. I learned that from him. I really respect my parents who have inspired me to work hard and taught me financial discipline. I’m not just an agent. My duty is to give good advice. I care a lot about seeing other people succeed. Helping others brings me great joy.”

ExecutiveAgent Magazine

Necole Abboud RE/MAX Prestige Properties 23120 Alicia Parkway, Suite 100 Mission Viejo, CA 92692 Tel: 949-910-6454 NecoleAbboud@gmail.com www.remaxprestigeproperties.com CalBRE # 01925204 ExecutiveAgent Magazine

E XECUTIVE AGENT

TM

MAGAZINE

P

Paul Conti

aul Conti, top-producing RealtorÂŽ and co-manager at Berkshire Hathaway HomeServices, California Properties, is inspired by helping people come together on something they both want to achieve. A

careful listener, skillful negotiator and master in his trade, Paul is at his very best when creating win-wins for parties who are engaged in the process of buying and selling real property.

ExecutiveAgent Magazine

Creating Value in his Community Written by Haley Freeman

A Realtor® at only 21 years old, Paul completed his degree in marketing at California State University, Long Beach and went to work for a small advertising agency.

Then Paul joined an elite commercial team at Grubb & Ellis, where he leveraged his ability to connect with people and produced phenomenal results as a lead generation specialist. “I was living and working in L.A., and became the cold-call front man, calling shopping center investors to see if they were interested in any of our listings or wanted to list any of their properties. It was exciting getting faceto-face with both private and big, institutional investors.”

But as the residential market was heating up in the early 2000s, Paul joined Berkshire Hathaway (then Prudential), and he never looked back. He has spent the last 14 years honing creative, win-win business strategies centered on developing deep connections to the community and real relationships with the people who live there. As a leader, Paul is generous about sharing his knowledge with agents in his office, helping them to build more successful businesses and deliver better service to their clients.

Paul’s specialty is developing a sphere of influence inside a targeted geographic area, where he makes himself an integral part of the community. “I believe the best Realtors® are geographic experts,” Paul explains. “They can speak intelligently about schools both private and public, what’s going on in the neighborhood, commercial development and cultural events. They know when certain homes sold at a certain price, and why they are back on the market at another price. They understand the differences in construction, and where the neighborhoods are divided by school district boundaries. They have insider information about homes that are coming on the market, because they know the people who live there and the events happening in their lives that lead to the sale of real estate. This is the kind of community information people want their Realtor® to have.”

The culture Paul fosters in his office is one of support for new agents, and one of inspiration for seasoned agents who want to revitalize their businesses. Paul is available to guide agents through their first transactions and answer the myriad questions that arise as new scenarios occur.

He also leads regular trainings centered on his geo-centric marketing approach. “It is important to build relationships within the small, geographic area where you specialize.

All of the people in your sphere of influence should live and work within 15 miles of each other. I teach every agent how to build that for themselves. They need to become a presence – sponsoring yard sales, doing open houses, door

knocking, mailers, sponsoring or attending local events, patronizing local businesses. Every person you meet and bond with should become part of your database. Down the road, you will have strong relationships with a community of people who live and work close to each other. Then you become the kind of Realtor® who provides the best value to your clients.”

Creating value is the cornerstone of Paul’s success. For instance, Paul uses open houses as an opportunity to network with businesses in his East Costa Mesa farm area. “I approach local businesses and ask if I can sponsor them on my information board. I make it about them. I don’t ask if I can leave my flyers at their business; I ask if they have brochures or anything I can offer to promote them.

I recently went to a wine shop in my farm area and asked if I could promote them. The owner had a great idea. She suggested that I raffle off a bottle of her wine. It became a great way to get phone numbers and email addresses from visitors to the open house. Then I made sure the winner of the raffle had to go to her shop to pick up the bottle they won. That person had a chance to discover this business, and the owner could see that the raffle was successful.

Business owners are great referral sources, since they’re always talking with local people who come in.”

Paul says that the best leaders are those who listen more than they talk. They ask open-ended questions, and they seek to truly understand the person with whom they are conversing. These are the qualities that make Paul a dynamic business leader and a trusted real estate advisor to people in his neighborhood, one who brings real value to his community.

Paul Conti Berkshire Hathaway HS 1666 N. Main Street, # 103 Santa Ana, CA 92701 Tel: 714-418-3427 Email: Paul@contirealestate.com Web: www.ContiRealEstate.com CalBRE # 01007130

ExecutiveAgent Magazine

EA

28

ExecutiveAgent Magazine

EA

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.

ExecutiveAgent Magazine

29

EA

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

30

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.

ExecutiveAgent Magazine

EA

Look for humor in everyday life ExecutiveAgent Magazine

31

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

H

ung Hoang, broker/owner of New Empire Realty, understands the value of home. A home is not just a dwelling; it is not just shelter. A home is a place to call your own; a place to build family and

memories; a place to build a legacy. Hung understands the value of home because when he came to this country as a young refugee from Vietnam, he had no home. He has found great joy in a career spent helping families on their journey home.

When Hung first arrived in the U.S. at only 19 years old, he attended college, determined to learn the language and find work. He also felt compelled to make a contribution to the country that had taken him in and offered him a second chance at life, so Hung dedicated five years to service in the United States Marine Corps.

“My philosophy is that I don’t like owing someone something, and this country was good to me,” Hung says. “I wanted to pay it back, and I felt being in the service was fair and square.”

After his military service, Hung was inspired to begin a career in real estate, where he could be truly independent and create unlimited opportunities for himself. He spent the first ten years at CENTURY 21, and then he obtained his broker’s license and struck out on his own to open New Empire Realty in Garden Grove. For 10 years now, Hung and his team have built a reputation for caring service, reliable advice and expert real estate representation.

Hung Hoang ExecutiveAgent Magazine

EA

A Rewarding and Honorable Calling

As evidence of Hung’s integrity and professionalism, his business never faltered during the distressed market, and today he operates almost exclusively by referral. “In real estate, many people think that after one transaction, they will never see the person again. That’s not true at all.

When you give good service, people will remember you and say good things about you. They will refer you to their friends and family members.”

Honesty is an essential element of Hung’s service to his clients. “When you say something, you must do it,” he says. “People respect that.”

Hung’s competent, easy-going nature puts people at ease. His expertise in all areas of real estate, including residential, commercial and the sale of businesses make him a trusted advisor to clients from first-time homebuyers to savvy investors and entrepreneurs. Although he is in much demand, he is careful not to take on more clients than he can serve with best results. “You have to give every transaction 100 percent, so I don’t take more clients than I can handle. People need to be taken care of.”

and current. “Trust is the most important thing. But once someone trusts you, they also want to know that you are capable. I need to show that I am capable. When they see that I have all of the new technology, they are more confident that I know how to serve them.”

To Hung, helping another person on their journey home is a rewarding and honorable calling. “Real estate is a high profession. It is important to many people. Even some of the highest investors first came here homeless. I know what it feels like not to have a home, and also what it feels like to have something to call your own. Giving the best service to clients is something I take seriously. I love real estate because there are always new people and personalities, and every day and every transaction is a new challenge.”

As a leader, Hung is dedicated to the success of his agents. He provides regular training and support, and he is always available to mentor new agents and answer questions. “I learned in the Marine Corps that being a leader means taking care of people. In my office we have copied the Corps logo with the words ‘Motivated and Dedicated.’ I believe in taking care of agents the right way and in a timely manner, and I want them to be successful.

I’m very hands-on because of my experience. I love being in the field, and I am always up-to-date on new laws and information so I can help my agents out. I’m always looking for a positive addition to the company, one who is a good fit. Decent human beings are what I am looking for.”

Hung is also highly adaptable when it comes to technology, recognizing that the utilization of the latest tools is not just essential to providing cutting edge service, but also to demonstrating that he and his team are capable

ExecutiveAgent Magazine

Hung Hoang New Empire Realty 12913 Harbor Blvd., # Q-1 Garden Grove, CA 92840 Tel: 714-588-0654 Email: hunghoang1@gmail.com Web: www.NewEmpireRealty.com CalBRE # 01198103

EA

It’s Time For Plan B:

34

ExecutiveAgent Magazine

EA

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.

ExecutiveAgent Magazine

35

EA

36

ExecutiveAgent Magazine

EA

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.

ExecutiveAgent Magazine

37

EXECUTIVEAGENT MAGAZINE

SEARCHING FOR OUR NEXT

DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: info@eamag.net www.ExecutiveAgentMagazine.com Call us at: 949.366.3349

TM

Let’s work together to help more homebuyers achieve their goals Let’s start the conversation today.

Julie A. Piccione Branch Manager 714-934-2061 NMLSR ID 409747

Kevin Thach 714-454-9810 NMLSR ID 455195

Jenn Levin 714-904-9424 NMLSR ID 448482

Jason Doby 949-445-3629 NMLSR ID 823512

AJ Kouhi 909-255-6844 NMLSR ID 883069

Kathy Niemczyk 714-934-2065 NMLSR ID 433497

Nathan Lindsey 714-394-0506 NMLSR ID 665133

Mary C. Lee 714-308-8576 NMLSR ID 420573

Robert Bruch 714-717-6617 NMLSR ID 223111

Chip Esajian 714-934-7397 NMLSR ID 883067

Mark W. Bowman 866-531-3229 NMLSR ID 450934

Robert Michael Garin 714-483-5504 NMLSR ID 490240

Yoona Kim 714-886-7484 NMLSR ID 461746

Kristi Nguyen 714-580-5211 NMLSR ID 457844

Rommel Salazar 714-934-2063 NMLSR ID 798673

Rishant Taneja 714-655-8861 NMLSR ID 473697

Devon Doan 714-767-5664 NMLSR ID 754683

Julie D Pham 714-934-7381 NMLSR ID 811690

Ross Varahrami 949-424-7677 NMLSR ID 904125

Information is for real estate professionals and is not intended for consumers.

Information is accurate as of date of printing and is subject to change without notice.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2016 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801.

AS220979 Expires 05/2017