February-San Diego

Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

Dan & Pattie Conway Executive Agents of the Month

I NSIDE F EATURES: LESLIE M ILLER Main Street Realtors®

CHRIS M ONTES Dominion Property Investments

M ICHELLE Q UEYREL HÔM Real Estate Group

J OHN WOOLSON MetLife Home Loans

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Friendly, expert service from your local home loan professionals

The professionals at MetLife Home Loans, a division of MetLife Bank, N.A., are committed to helping homeowners and homebuyers find loan options that fit their needs. Whether purchasing a new home or refinancing, we can help you find a solution that’s right for your customers.

For more information on how we can assist you and your customers, contact a member of our team today!

Kurt Olson

Eric Burgess

Nancy Anderson

James Georgas

John Woolson

Branch Manager 619-507-4642 kolson3@metlife.com

Mortgage Consultant 619-238-2700 eburgess@metlife.com

Mortgage Consultant 619-417-0407 nanderson2@metlife.com

Mortgage Consultant 619-840-9591 jgeorgas@metlife.com

Mortgage Consultant 619-742-4297 jwoolson@metlife.com

Kevin Serafini Mortgage Consultant 760-518-2878 kserafini@metlife.com

Bill Reiter Mortgage Consultant 619-384-4357 wreiter@metlife.com

Marty Hayek Mortgage Consultant 858-519-7606 mhayek@metlife.com

Matt Redman

Scot Zwonitzer

Richard DeLaCruz

Mortgage Consultant 619-318-5081 mredman@metlife.com

Mortgage Consultant 619-665-0839 szwonitzer@metlife.com

Mortgage Consultant 760-419-6199 rdelacruz@metlife.com

11455 El Camino Real, Suite 365 • San Diego, CA 92130 • MAIN: 858-847-3092

For business and professional use only. Not for consumer distribution.

All loans subject to approval. Certain conditions and fees apply. Mortgage financing provided by MetLife Home Loans, a division of MetLife Bank, N.A. Equal Housing Lender.

1111-4149 © 2011 METLIFE, INC. L1110141967[exp1211][All States][DC] © 2010 PNTS

ExecutiveAgent

Magazine

contents FEBRUARY, 2012

VOL. 2 NO.3

Cover Story

Editorials

27 - Tony Alessandra: Visualization

16 - Linda Brakeall: BECOME A SPECIALIST!

12 - Mark Victor Hansen: Liberate Yourself From The Opinions And Judgments Of Others

Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.EAMag.net

32 - C.J. Hayden: Marketing The REAL YOU

22 - Rich Levin: 5 Dan & Pattie Conway Executive Agents of the Month

ADVERTISERS’ INDEX Advantage Title.................................11

Your Secret Presentation Weapon Escrow Leaders..................................36

30 - Dirk Zeller: Acquiring The Most Important Skill Of All

Harcourts.............................25 i Photography Studio.........................35 MetLife Home Loans..........................2 NAHREP.....................................34 PWAOR.....................................24 The Termite Guy................................26

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20 Leslie Miller

Michelle Queyrel

Main Street Realtors®

HÔM Real Estate Group

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18

Chris Montes

John Woolson

Dominion Property Investments

MetLife Home Loans ExecutiveAgent Magazine

Photography: i Photography Studio, Rob Paino, I Pro Imaging Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2011 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.

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NO MINAT I O N

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E XECUTIVE A GENT EXECUTIVEAGENT Ê

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Nominate a fellow REALTOR® to be profiled 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 or affiliate. 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.

Nomination form I nominate:

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NAME:______________________________ COMPANY:__________________________ ADDRESS:___________________________ ____________________________________ CITY/STATE/ZIP:_____________________ ____________________________________ PHONE:_____________________________ E-MAIL:_____________________________ REASON:____________________________ _____________________________________ _____________________________________

MAIL, Fax or E-mail:

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_____________________________________ Submitted by: NAME:______________________________ COMPANY:__________________________ PHONE:_____________________________ E-MAIL:_____________________________

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Cover Story

Dan & Pattie Conway Executive Agents of the Month

ExecutiveAgent Magazine

Dan & Pattie Conway

By Lalaena Gonzalez-Figueroa - Ian Wiant Photography

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dynamic husband and wife real estate duo who lead a team of successful agents, Dan and Pattie Conway with over 30 years of real estate experience are thrilled with the opportunity to make a difference in their clients’ lives. A strategic business approach is enhanced by the personal and positive relationships that the Conways cultivate with their clientele, and the support of a solid team ensures that clients’ needs are consistently and expediently met throughout the course of every transaction.

Dan’s athletic background has been a key component to his business success. A former pro-football player with the Buffalo Bills, he went on to utilize his skills as a high school football coach and educator.

He is a natural leader, highly adept at creating effective game plans tailored to each client’s needs, and executing them with precision and efficacy.

His move into real estate was a natural transition, says Dan. “Pattie was working in new home sales with a builder, her family is in real estate and my brother is a builder. There was a tremendous amount of support and information available to me, and I had a solid sphere of influence with which to start.” He also had a competitive streak and an inherent drive to succeed. “I didn’t want it to not work out,” acknowledges Dan. So he did what it took to build his business. “There were many long days, answering e-mails at three in the morning, constant education, and a lot of outreach within my farm.” It wasn’t long before he became recognized as a neighborhood specialist, lauded for his willingness to go the extra mile for his clientele. “Whatever it took,” he laughs. “There was a lot of work.”

Now well-established within his marketplace, Dan continues his commitment to consistently meeting his clients’ needs. A listing specialist with a knack for marketing and advertising, he has identified and implemented strategic campaigns designed to resist a challenged market’s unsavory trends. “Planning is key,” he asserts. “I’ve regularly invested in my business, and that has yielded great results for me and for my clients.”

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L to R: Anne Jones, Jason Fogelman, Elaine Walker, Pattie Conway, Don Colapinto, Dan Conway, Chris Plato, Darren Malet, Sarah Murphy ExecutiveAgent Magazine

In The Zone His focused approach is tempered by a wry sense of humor. Dan’s affable nature allows him to connect readily with a range of personality types, garnering him a solid reputation among clients and colleagues alike.

Clients also appreciate his consultative business style, which encourages their input and ideas. “We are a team in the process,” he says. “I’m here to advocate for and represent my clients throughout the course of their transactions, but this is about their lives and futures, so of course I want to hear what they have to say.”

When a pregnant Marcella Segal and her husband contacted Dan, time was of the essence. “We wanted to sell our condo and buy a new home before the baby came,” she says. “It was a whirlwind.” Dan rose to the challenge, and in less than a week the couple was scheduled for a full day of property previews. “What I really appreciated was the way he handled the process,” recalls Marcella. “He’d give us space as we walked through a home, then he’d point out elements that we hadn’t considered, like the way the layout would impact the home’s resale value.” Dan maintained an objective presence throughout the process, providing the couple with resources and information that guided them through the sale of their condo as well as the purchase and lending phases of their transactions. Notes Marcella, “With our first transaction we felt like we were just signing on the

dotted line. Dan made us feel like educated homeowners, and we are so appreciative. Working with him has been a great experience.”

Pattie Conway is extremely professional and knowledgeable, but she also has the type of charm that makes her immediately endearing, like a longtime friend.

Her ready laugh and direct communication style make her an ideal fit for her specialty as a buyer’s representative.

Prior to joining Dan’s team, she spent over two decades working with builders in new home sales throughout San Diego. “I’ve always loved working with buyers, creating relationships and learning about their wants and needs,” she says.

Pattie’s market knowledge is incomparable; after years in the industry, she has amassed an intimate knowledge of much of the region’s inventory. And what she doesn’t already know, she’ll learn. “There’s a lot of background work involved in finding the right homes for my buyers,” she acknowledges. “I investigate the community, building an understanding of everything from school districts to local stores.” She explains, “As a real estate professional, my responsibility is not to just sell a home but to provide my clients with the information they need to find their home. I’m well-prepared and knowledgeable, because that’s what my clients deserve.”

ExecutiveAgent Magazine

An exceptional experience is a given with Dan, Pattie and their associates. Exceptional listing packages include staging, professional photography and videography, and a comprehensive print and online presence.

“Each of our clients feels like our priority, because they are,” states Dan. “We’ve developed effective systems, put together a great team, and developed solid relationships with industry-related specialists including lenders, title and escrow professionals. From start to finish, our clients enjoy transactions that run as smoothly and stress-free as possible.”

Clients Briana Alexander and Anthony Secviar laud Pattie and the team for their stellar service. “It couldn’t have been better or easier,” asserts Briana of the couple’s experience as firsttime buyers. “We never felt lost, were never left wondering what the next step in the process would be. Pattie was incredibly informative and communicative, providing us with the information we needed to know on a daily basis.” Her proactive approach, notes Briana, was enhanced by the convenience of technology. “We spoke regularly, but Pattie also connected us with an online account that was updated daily with links to homes that fit our criteria. It was so easy to preview new properties, and we’re in a wonderful home.” Briana was referred to Pattie through a family friend, and notes that she wouldn’t hesitate to recommend her to friends and family. “Definitely,” she asserts. “I love the entire team.

They’re great!”

Enhancing the efforts of Dan, Pattie and their team is the remarkable wealth of resources available through their brokerage, Prudential California Realty. The firm is known worldwide for its solid brand and range of consumer-based products. “There is a great deal of trust associated with Prudential,” notes Dan. “It’s a company that has created success by developing products designed to meet the ongoing needs of a range of individuals.” Their office, adds Pattie, is well-equipped and ideally located. In-house personnel are available to support real estate professionals and their clientele, with ongoing training and cutting-edge technology keeping them focused on future business.

As a challenging market continues to make extraordinary demands of real estate professionals, individuals like Dan and Pattie Conway are staying positive and proactive in their business. “We make it fun,” remarks Pattie. “Dan and I truly enjoy what we’re doing, so we don’t let the challenges stop our success.”

Dan adds, “This is a profession that Pattie and I have committed ourselves to. It’s about our clients, and we’re doing what it takes to ensure that they are happy.”

Though their professional partnership leads to regular after-hours strategy sessions, Dan and Pattie do find time to enjoy themselves outside of work. They’re a close-knit family and regularly spend time with their three adult children.

Reflecting on their business, Dan and Pattie echo each other’s sentiments. “We love what we’re doing, and have found our niche,” smiles Pattie.

Adds Dan, “This is a great industry to be in, and we are grateful for the opportunity to build relationships and make a difference in the lives of our clients. We’re looking forward to continued success.”

ExecutiveAgent Magazine

DAN CONWAY & ASSOCIATES Prudential California Realty 3790 Via De La Valle, Suite 201 Del Mar, CA 92014 Ph: 858.243.5278 DanConway@prusd.com www.CarmelValleyHomesSanDiego.com DRE # 01416672 DRE # 01011467

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Liberate Yourself From The Opin

By Mark Victor Hansen

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ou can’t make everyone happy. I’m sure you’ve heard this most of your life. It seems like a surface statement – it goes in one ear and out the other – but it runs very deep. You will never be able to please everyone. No matter what you do, what decisions you make, what kind of car you drive or where you live – someone is going to be disappointed with you. Putting the opinions and judgments of others before your own will only result in your failure.

Learn to trust and believe in yourself for phenomenal success.

Are you constantly trying to maintain the peace in your office or home by making sure everyone is happy?

Do you find yourself walking on eggshells everywhere you go, hoping no one will “start something”? Are you afraid of ruffling feathers when you’re out with your friends, so you agree with whatever they say? If you said yes to any of these questions then you my friend are a people pleaser, or on the fast track to becoming one.

I’m not saying there’s anything wrong with wanting everyone to be happy. Heck no! I want everyone to be happy 24 hours a day. But I’m not willing to compromise who I am to make that happen.

Sometimes you have to ruffle a few feathers – and that’s okay. You can’t be a “lesser” you just to make someone else happy. That’s not the way it works.

Express yourself. Go ahead. But do it with love and a gentle voice. You’re not challenging anyone. You’re just being your authentic self.

When you stop saying “yes” to everyone and start expressing how you really feel, be prepared. The people you have only known the “suppressed” you are going to give you funny looks and you’ll probably hear “what’s gotten into you” quite a bit. A few so-called friends may not ever speak to you again.

But isn’t it better to know who your true friends are?

There is no such thing as a superiority complex. It’s only an inferiority complex hiding as superiority.

Action Step Do you have people in your life that you are constantly trying to please? Are these people who you look to for approval? Do they always have opinions about your life and what you’re doing wrong?

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nions And Judgments Of Others Normally, we all have at least one of these people in our lives. But why do people act negatively towards us when we try to better ourselves? It’s not usually out of spite. Most of the time these people are either insecure about themselves and their lives, or afraid that once we begin living our dreams they’ll be left behind.

So, how do you keep your mind and your focus on your goals when these people are around? Well, the first step would be decide who you really want in your life – people who are going to support you or people who are going to bring you down. You are going to change your life and you don’t need any negative distractions. If those around you can’t listen and support you in your efforts, then they have no place in your life. Period.

If for some reason you cannot remove these people from your life, then you’ll have to decide not to discuss your life with them. If they ask you questions about what’s going on in your life tell them you’d rather not discuss it with them.

Eventually they will stop asking and go away. If they offer advice anyway, simply thank them for the advice and ignore them. Try this a few times and see what happens. Negativity only survives where it is allowed to feed – starve it and it will move on.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. Copyright(c)2004, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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Michelle Queyrel

By Lalaena Gonzalez-Figueroa

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ynamic, resourceful and in tune with the regional market, real estate professional Michelle Queyrel has cultivated a thriving business throughout Orange County. A graduate of the University of Southern California’s Marshall School of Business, she excels in developing solid relationships with her clientele, who appreciate her knowledge and her hands-on approach.

She has achieved remarkable results thanks, in great part, to her straightforward business style. “In order to establish trust-based relationships with my clients, I’m obliged to tell them the truth,” she reveals candidly.

“It is imperative to me that my clients feel comfortable

entrusting their largest assets to me, and I achieve that trust through honest and direct communication.”

Her forthright approach has propelled Michelle to become a highly-accomplished professional who has consistently bucked market trends. She closed over $10 million in sales in 2011 and represents the highest-priced listing in Orange County in 2012, a stunning $37 million custom home recognized as 1 Pelican Hill Road North.

Her commitment to customer care and unwavering drive to achieve her clients’ goals has enabled Michelle to build a steadily-growing base of customers, who appreciate her fresh attitude toward the business of real estate.

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A Fresh Approach

Michelle thrives under pressure, regularly seeking solutions to challenges and maintaining a proactive approach to her responsibilities.

“Sometimes, particularly with a home that has been on the market for a while, a real estate professional can come along and identify new branding or marketing opportunities that will make the difference,” she observes. “That’s where I excel, and HÔM Real Estate Group offers the support and resources I need to accomplish my clients’ goals.”

HÔM Real Estate Group has established itself as an innovative brokerage designed to meet the needs of a broad client spectrum. In addition to offering a wealth of technological systems and exceptionally-crafted print and online marketing and advertising campaigns, the firm is also well-positioned to work with buyers and sellers around the world. The company has cultivated a strategic alliance with Sotheby’s International Realty, joining a distinguished network of luxury and high-end real estate brokerages. “It has been a fantastic move, increasing our international exposure while allowing us to maintain the brand and business we have so successfully built,” notes Michelle.

“There is so much more to a property than the number of bedrooms or its square footage.”

Representing the real estate needs of high net-worth clients presents a unique set of responsibilities and challenges, and Michelle skillfully negotiates every element of her transactions. “I’m there with my clients from start to finish,” she asserts. “From twelve-hour photo shoots, to showings and negotiations, I am the person handling the important details associated with a sale transaction.” Her diligence, she explains, allows her to better communicate with other parties involved in the process. Michelle is adept at working with professional partners, financial planners, attorneys and trustees, and maintains collaborative relationships with individuals in order to accomplish successful closings.

In an industry where technology has facilitated an abundance of information for consumers, the savvy real estate professional understands how to consistently add value to each client’s experience. This is where Michelle shines. “The MLS only provides so much information,” she reveals. “There is so much more to a property than the number of bedrooms or its square footage. It can be time consuming to attempt to navigate available properties, and dealing with disclosures and contracts can have serious financial consequences.”

She adds, “My role is to provide my clients with the information that is critical to their decision-making process, to aid them in identifying the type of property and the community that are best suited to their lifestyles and their criteria.” A skillful negotiator, Michelle maintains her clients’ short-and long-term objectives at the forefront of her actions. “I strive to earn my clients’ business,” she states. “My work consistently goes beyond a given transaction.”

Michelle’s region of expertise includes Newport Beach, Newport Coast and Corona del Mar. She works with buyers, sellers and investors. In a challenged industry, it becomes immediately obvious who is destined to survive. Michelle’s positive attitude and solid business acumen have enabled her not only to weather the market’s storm, but to thrive. She looks forward to the continued opportunity to assist her clients in accomplishing their real estate-related goals.

Michelle Queyrel HÔM Real Estate Group 1200 Newport Center Drive, Suite 100 Newport Beach, CA 92660 Telephone: 949.632.1618 michelleq@homgroup.com

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DRE No. 01864077

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BECOME A SPECIALIST!

By Linda Brakeall

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n this age of finely tuned niche marketing, I find surprisingly few Realtors® who position themselves as specialists.

you have to give him or her something to work with! If you do like the financing angle, that may be an area for you to focus on.

Most other professionals position themselves as specialists. Doctors do it. Lawyers do it. Dentists do it. Even chefs, landscapers, decorators and CPA’s specialize in one segment of the market that they know inside out. They become a knowledgeable resource and the ultimate expert in their field. And everyone likes to work with an expert.

How about working with people with damaged credit?

That certainly takes some skill and finesse. I’ve got friends in lending who just adore putting the pieces of the puzzle together till it looks like a viable loan!

You are a professional. I’m sure there is something that you do better than most other Realtors®. What is it? And how do you get the word out?

Let’s start with “what is it?” Which customers do you like to work with best? When and where are you most effective? Is there a particular area, buyer or price range that you could sell and talk about all day long?

Examples: If you are bi-lingual, you might position yourself as the lender who specializes in the .....(ethnic) community. Home-buying is tough enough to understand in your native language! If English was not my first language, I’d really appreciate having someone explain things to me in my mother tongue! You might consider compiling a glossary in that language as a resource for your clients.

Do you love working with first time home-buyers?

Does that bring out the nurturer, the teacher, the counselor in you? Position yourself as the First Time Home Buyer Specialist! Do you remember getting your first home? I do! And it was tough. No one wanted to take the time to explain all the details to me. There are wonderful booklets available free or close to free from the government’s printing office in Pueblo, Colorado.

Keep some on hand to enhance your image, and offer helpful information.

Are you really good at government loans or creative financing? That takes a certain amount of experience and expertise that not everyone has. We’ve all seen perfectly good loans rejected because an amateur didn’t know the ropes. And while a lender can back you up 16

We work together to make it happen. Again, make sure that clients and potential clients understand that what you do is not easy. We’re not talking whining but perhaps you’ve compiled “a 54 item check list to assist your clients in the process of repairing credit and getting a loan.” ¾ so that they can actually buy a house.

If nothing comes immediately to mind, you might track your last 50 buyers and see if more than 20% of them had anything in common. It might be a product, it might be a personality type or an occupation. For example, if you find that accountants really enjoy working with you and you serve their needs well, that might be a specialty that you could pursue.

Once you figure out what your specialty is then add that catchy phrase to your business card, write a couple of press releases and start giving talks at civic, social and service clubs to let people know what you do and how good you are.

Now isn’t that special?

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. Copyright© 2001, Linda Brakeall. All rights reserved.For info about Linda, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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You are a professional. I’m sure there is something that you do better than most other RealtorsŽ

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John Woolson ExecutiveAgent Magazine

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Your Partner in Success

By Lalaena Gonzalez-Figueroa

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mortgage consultant with experience in real estate sales, John Woolson understands the elements involved in facilitating a successful transaction. His approach is simple yet effective: he educates his clients – which include consumers, real estate professionals and builders - on the products and services that are available for their individual needs, and he offers an incomparable level of service throughout the lending process and beyond. “Nobody wants to worry about financing,” John observes. “I deliver as promised and follow through, and that makes all the difference in the world.”

A career in the real estate industry was a natural choice for John, who grew up around the business. His father was a broker/owner for over three decades, operating a successful firm near Pasadena. When John graduated from college with a degree in Finance, he was focused on joining the family business and cultivating his own success as a licensed broker. It wasn’t long, though, before he discovered that his true passion wasn’t in selling houses, but working with his clients on the financing elements of their transactions. He capitalized on an opportunity to relocate to San Diego, and by 1991 John was completely focused on his role as a mortgage consultant. “I’ve never looked back on that decision,” he reveals.

Early in his career, John recognized the benefits of diversification. In addition to working closely with consumers and real estate professionals, he also built a solid clientele of builders and developers. This allowed him not only to cultivate a broader spectrum of industry knowledge, but also to hone his service skills. “There is little room for error in the building community,” explains John. “I realized early on that there is an incredible demand for accountability on the lending side.” He rose to that demand, developing systems that would allow him to consistently facilitate smooth and successful transactions. He applies this exceptional level of care to every client with whom he works, offering real estate agents and clients an unparalleled experience even during challenging market conditions.

It is immediately easy to connect with John, whose calm demeanor belies a well-versed professional. He is objective, thorough and focused on assisting his clients in accomplishing their goals. Through education, communication and top-notch service he readily avails

himself to their needs and provides them with the information they need to reach their long- and short-term objectives.

His experience in real estate is an invaluable asset to John’s business, because he truly understands what it takes to facilitate a successful transaction. “While it’s not my responsibility to manage a purchase contract, my knowledge allows me to thoroughly explain the entire process to my clients,” he explains. “As a partner with my professional (real estate) clientele, I am often able to alleviate their workload by fielding consumer questions about the timing of a transaction, and detailing what’s next in the process.”

He believes in the value of professional partnerships, positioning himself as a trusted and knowledgeable resource for industry colleagues as well as consumers.

“What I do goes far beyond selling rates and products,” John reveals. “That’s a given. Education adds value to my services; the more educated clients are, the smoother their transactions. They aren’t just looking for the lowest rate; they are looking for ways to accomplish a range of goals, and I work with them to identify solutions that meet their unique needs.”

John’s extensive knowledge and experience, paired with his commitment to outstanding customer care, have earned him long-term business relationships as well as ongoing professional accolades and awards. For over a decade he has consistently earned a spot among the top 5% of producers within his company, and he remains focused on building his knowledge through ongoing education and strategic partnerships.

Though John’s professional life extends beyond the 9-5, he makes time for his family and outdoor pursuits.

He and his wife Carolyn are the proud parents to a son and a daughter, and the family enjoys skiing, biking, swimming and other recreational activities.

John Woolson MetLife Home Loans 4225 Executive Square, Ste. 600 La Jolla, CA 92037 Telephone: 619.742.4297 jwoolson@metlife.com www.jwoolson.com

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Leslie Miller

Exceptional Knowledge, Incomparable Care

By Lalaena Gonzalez-Figueroa

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n accomplished stockbroker who successfully navigated the high-stakes financial sector for over a decade, Leslie Miller has found her niche in real estate. Armed with remarkable business acumen and a comprehensive understanding of complex transactions, she offers her clients diligent service and steadfast representation. She is at once personable and professional, and maintains an unwavering sense of accountability in her endeavors.

Transitioning from the stock market to real estate made sense for Leslie, who sought new opportunities as the financial industry began to experience severe declines.

“I wanted to continue to offer valuable services to my clients,” she reflects. “Investing a million dollars in a home began to make a lot more sense than in a piece of paper.” The ability to represent tangible investments was appealing, and Leslie quickly discovered that she had found her niche. “The path opened up and became broader and broader,” she recalls. “With every successful transaction, I became more intrigued at the business of real estate.”

Leslie works with a range of clients, though she specializes in meeting the demanding needs of professionals and high net-worth individuals. “Goal-oriented people with vision,” she explains. “They know what they want, and I am able to be a distinct asset to them in the process of buying or selling a home.” Her business moniker reflects her clientele: C-Suite executives including CEOs, CFOs and COOs appreciate her attentive and knowledgeable care. She adds significant value to the experience through highly effective communication, providing the information her clients need in a concise and timely manner. Her extensive financial background allows for a rare understanding of the elements involved in complex real estate transactions, as well. “My job is to help bring each client’s vision to fruition in a cost-effective, time efficient and expeditious manner,” she notes. Leslie can be of invaluable assistance when working with clients seeking to diversify their portfolios to include long-and short-term real estate holdings.

“My objective is to facilitate a seamless experience for my clients, to minimize stress throughout the process,” says Leslie. Her market knowledge complements her financial experience; she works closely with each of her clients to aid them in developing balanced portfolios.

“My piece of the puzzle must fit into the larger picture,” she observes. “There is a discernible need for this level of real estate representation, and I have the skillset necessary to meet that need for my clients.”

Her professionalism is tempered by her genial nature; Leslie is adept at connecting with a range of individuals and effuses communication with her positive perspective.

“I love what I do,” she offers. “There is something so rewarding about helping people achieve their goals.”

Facilitating a successful transaction at any level involves a collaborative effort, and Leslie notes that she maintains solid collegial relationships with all parties involved.

Ultimately, she explains, this is the agent’s primary role.

“The bottom line is that the deal is really between the buyer and the seller,” she says. “As a professional, my job is to represent my client throughout the process and to address challenges and issues before they develop into problems.”

Proactive and meticulously detail-oriented, Leslie adeptly navigates the real estate process for clients in purchases, equity sales, and distressed properties. She is unwavering in her goals, and acknowledges that she enjoys “the hunt.” From identifying the properties that will meet a client’s criteria and financial needs, to negotiating on behalf of her sellers, to advocating for individuals embarking upon short sales, Leslie thrives in the opportunity to identify and implement strategic solutions to a myriad of challenges. She utilizes technological tools and systems to maximize efficacy for buyers and sellers.

While she specializes in the high-end luxury home and investment properties, Leslie has dedicated her efforts to assisting individuals at every level of real estate. She has taught seminars for first-time buyers through the Long Beach HOPE Center, and has been tapped by the City of Long Beach as a listing agent for the city’s Neighborhood Stabilization Program (NSP).

Beyond real estate, Leslie enjoys gourmet cooking, touring wineries and traveling abroad. “It’s wonderful to visit other countries and see how people live,” she says.

“And it’s always great to come home.”

Leslie Miller Main Street Realtors® 244 Redondo Avenue Long Beach, CA 90803 Telephone: 562.477.0338 Leslie@CSuiteRealEstate.com www.CSuiteRealEstate.com DRE# 01816602

ExecutiveAgent Magazine

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By Rich Levin

Your Secret Presentation Weapon

Y

ou are at a listing presentation, and you know the seller is interviewing other agents. Would you like to distinguish yourself as the best? Here’s

how.

This is on an age-old and proven sales concept that is taught in high-level sales training in every major corporation. In real estate, it is a subtlety that most agents simply don’t build into their skill set. Those who learn and use this skill stand out and win against the competition.

Have you ever lost a listing and could not figure out why? The seller says that they had more confidence in another agent. This skill is the reason they will choose you. They may not recognize why; they just have more confidence in you.

Sample Seller Script Here’s an example. After, I’ll break it down for you so that you can apply it for yourself.

Agent: “Do you know the number one complaint owners, like you, have about their present REALTOR®?

“The agent doesn’t communicate or loses touch. It’s one of the simplest things and one of the most important. I know some of the best agents in town who sell a lot of homes and have the best intentions, but they just don’t follow up like they should, and you fall through the cracks.

“I set aside an hour each day just for staying in touch with my clients.”

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“You don’t want to be in the dark, uncertain and uncomfortable. I want you confident that we are both doing everything we can to get your property sold for the most money in the shortest time. “I like to make these calls between eleven and noon on Thursday mornings.

What is the best number to reach you at that time?”

AABC: The Breakdown There are four steps to this presentation skill. They are subtle and easy to learn. You must practice to be natural with this skill, which I call AABC. • Step one is the Action you take. In the example above, it’s communicating regularly.

• Step two is the Advantage you bring that differentiates you. In the example above, it is setting aside an hour each day.

• Step three is the Benefit to them. In the example above, it is making them certain, comfortable and confident.

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“Would you like to have the advantage of seeing the newest properties on the market, every day?”

• Step four is the Close, which is asking for a decision. In the example above, it is asking for the specific number to be reached on a specific day and time.

AABC Action: What you do.

Advantage: Your distinction.

Benefit: What’s in it for them?

Close: Asking for a decision.

something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

This has been taught by Fortune 500 Companies decades before Anthony Robbins was a twinkle in his mother’s eye. Most agents miss the mark on this in today’s competitive real estate market. To hit a bull’s eye, use AABC as your secret weapon. You will begin to notice sellers and buyers having more confidence in you, relaxing with you, and trusting your judgment.

Sample Buyer Script “Would you like to have the advantage of seeing the newest properties on the market, every day?”

A – The Action: “Every day - often twice a day - I will search for properties that are new to the market.”

A - The Advantage: “In our area there are nearly three thousand real estate agents. Every day, some of them are placing a new property on the market. Within hours, often less, I make sure that you are aware of any and every property that even remotely matches your desires.”

B - The Benefit: “You’ll have the best opportunity to find the property that has the most of what you want before you are in competition for it, and you often get it at the best price. Each year, many of the homes I sell are those fresh listings that have only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.”

C - Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice - something that looks perfect - would you be able to come fairly quickly to see it?”

The Action can be very simple. It is your Advantage - the way you do it differently - that makes the distinction.

The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations - Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright© 2008, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel ExecutiveAgent Magazine

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CRUISE GIVEAWAY BIRTHDAY

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Aaron Hodson E: aaron.hodson@harcourtsusa.com P: 949 282 4288 All approaches will be handled in the strictest of confidence. www.harcourtsusa.com

EA

VISUALIZATION

By Tony Alessandra

isualization is indispensable tools in helping people attain their goals. Musicians and athletes have proven that visualization is an effective substitute for real practice.

V

Feel. What would your tactile sensations be? You would feel people rubbing up against you in the crowded room. You would feel others shaking your hand. What else?

In visualizing your goals, you will live your accomplishments in your mind’s eye. The more of the five senses that you can involve, the greater your chances are of accomplishment.

Taste. Taste in your mind the champagne you will be drinking.

Taste the food you will be eating. Experience the sweet taste of success - in advance! Most importantly, imagine the exhilaration you will feel when your name is called to receive the award! Take your time during this exercise and enjoy it. The more you can “visually” attend this banquet, the more motivated you will become.

For example, you may want to be the Salesperson of the Year in your company. You know that each year an awards banquet is given during which a plaque is presented to the year’s sales leader. You may choose to focus on this banquet for your visualization exercise.

Here is what you do:

Make yourself comfortable. Close your eyes and relax. Slowly and systematically go through all of the five senses. Imagine what you would be experiencing at the banquet.

Sight. Imagine what you would see there. You would see other salespeople and their spouses. Imagine what they are wearing.

You would see tables decorated and waiters scurrying about.

You would see the bar and people standing around talking.

Keep expanding what you “see” for several minutes.

Sound. What would you hear? You would hear the chatter of people. You would hear laughter, the tinkling of glasses, music from a band, and people talking. You would also continually hear people coming up to congratulate you. Imagine that!

Smell. Imagine all the smells you would experience: women’s perfume, food, alcohol, men’s cologne, and the smell of floral decorations. What else?

To aid in your visualization exercise, you might want to start a visualization file. This is a file into which you

put pictures, clippings, letters, and other reminders of what it will be like to succeed. Your file should also contain letters or awards that you have received in the past. Anything that makes you feel good about yourself can be included in the file. It can then be used as a source of motivation and inspiration, especially if you begin to feel a little down or de- motivated. We all need to be reminded of our past accomplishments once in a while. Be your own best friend -- remind yourself!

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 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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E XECUTIVE AGENT MAGAZINE

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Chris Montes

By Lalaena Gonzalez-Figueroa

F

or nearly two decades, Chris Montes cultivated a thriving career as a mortgage professional who specialized in creating solid packages designed to meet each client’s unique needs. His commitment to building a solid base of industry-related knowledge was unwavering, and he eventually found himself acting as a resource for individuals who trusted his abilities and experience. “People began to suggest that I should become a full-time real estate agent,” recalls Chris.

And when the time was right to make a professional change, that’s exactly what he did. Today he represents buyers and sellers throughout Orange County and the

surrounding regions, offering his clients exceptional and knowledgeable care.

His work as a mortgage professional enabled Chris to earn his clients’ trust and respect, which often extended beyond the lending process. “When they didn’t know where to look for help with sales and leasing, my mortgage clients would call me for advice,” he recalls.

Transitioning into a role as a full time agent made sense, and Chris has thoroughly enjoyed the opportunity to continue to provide services focused on the wants and needs of his clientele.

ExecutiveAgent Magazine

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Building a Consumer Centric Business He excels as a listing agent, but it is Chris’ dedication to assisting buyers that has distinguished him among his peers. His knowledge and creative approach to identifying solutions has allowed him to consistently provide solid solutions to individuals who may otherwise find themselves stymied in the purchase process. Not only is he able to provide reasonable suggestions on price points, but he has also successfully negotiated non-traditional terms for his buyers, facilitating transactions that may otherwise have stalled or failed.

The reduction in stress for his clients, says Chris, is immeasurable.

“It can be torturous for people to have to meet with a lender and obtain prequalification before they ever look at a home with an agent,” he asserts. “My background is different; my clients and I discuss their financial outlooks while we are previewing properties, and create a clear picture of their options before they ever have to meet with a lender.” It’s an unofficial process, but one that prepares consumers for the steps they’ll take, alleviating fears of the unknown. And when a traditional mortgage simply won’t work, adds Chris, there are still opportunities to buy.

“When a seller doesn’t need all of the money up front, an owner-carry finance plan may be a great option for all parties involved,” he explains. It’s a viable plan for individuals with vacant and high-end properties, because sellers earn immediate income rather than waiting for homes to languish in a sluggish market. “Many times agents have heard of these types of transactions, but aren’t really well-versed in them,” observes Chris. “I’m happy to walk them through the process, to answer their questions and concerns. I also work with escrow companies that are experienced in these types of transactions, and who are highly skilled at managing the process.”

acknowledges. “When we meet or exceed clients’ expectations on both sides of the transaction, everyone wins.”

His business acumen isn’t limited to his own clientele; as the broker/owner of Dominion Property Investments, Chris leads a team of professionals focused on the real estate markets throughout Orange, Riverside and San Diego Counties. Agents offer top-notch representation centered on their clients’ individual needs and tailored to the unique market conditions impacting buyers and sellers today. The brokerage has also cultivated a professional partnership with Miracle Mitigation, a loan modification firm that represents residential and commercial clients. “This is a great benefit to our clients, because the company’s president, Stacie Hatfield, has developed strong working relationships with banks, asset managers and short-sale negotiators,” explains Chris. “Regardless of their needs, our clients have access to a wealth of resources.”

In every aspect of his professional endeavors, Chris strives to achieve consistent client satisfaction. “We’re building long-term relationships, working together to accomplish their short-and long-term goals,” he says. “I have appreciated the opportunity to facilitate successful transactions and to continue to capitalize on opportunities to keep myself– and my fellow agentsactive.”

Chris’ innovative approach to business has facilitated strong relationships with clients and colleagues alike. Fellow agents appreciate his ability to create business and the efficacy with which he manages his transactions. He is proactive and systematized, identifying and addressing potential barriers before they become unmanageable. “I want to slam it,” Chris

ExecutiveAgent Magazine

Chris Montes, Broker/Owner Dominion Property Investments Real Estate and Finance Services 28262 San Marcos Mission Viejo, CA 92692 Telephone: 949.294.8747 www.OCSalesAndLease.com ChrisMontes101@Yahoo.com Broker ID# 01204198 NMLS ID# 358487

EA

Acquiring The Most Important Skill Of All

By Dirk Zeller

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The way to build immunity to shifting market conditions is to arm yourself with skills in prospecting, lead follow-up, presentations, objection handling, and closing.

T

he single most important skill for a real estate agent is sales ability. No matter where you are in your real estate career, decide right now to master the skills of selling in order to fuel your success.

It’s hard to believe, but it’s true, that more than 95% of agents lack top-level real estate sales skills. The reason I know this is because I coach some of the best and highest-earning agents in the world, and even they believe their sales skills can use improvement. The difference between them and other agents is that they realize that sales skills are vital to success and they continuously seek excellence in this area.

To follow their example, make it your priority to develop and constantly improve your sales skills, especially in these areas: • Develop sales skills to secure appointments.

• Develop sales skills to persuade expired and forsale-by-owner listings to move their properties to your business. This lucrative and largely untouched field.

• Develop sales skills to make persuasive presentations that result in positive buying decisions.

You can do this in every step from prequalifying prospects to planning your presentation, perfecting your skills, addressing and overcoming objections, and ending with a logical and successful close.

According to the National Association of Realtors, over half of current real estate agents have been in the business less than three years. That means more than one out of two of today’s agents (probably including you) have never experienced a marketplace where homes sat on the market for 60, 90, or 120 days, where agents faced stiff competition to move listings, and where it took real work to find and create client leads.

and relatively easy to attract, especially buyer leads. So when the market slowed, as it inevitably would, real estate success becomes less automatic. Only great sales skills guarantee that you – instead of some other agent – will win clients no matter the market conditions. The best agents make more money in a challenging market than in a robust market.

Regardless of economics, every market contains real estate buyers and sellers. No matter how slow the economy, people need or want to change homes. Babies are born. Managers get transferred. Couples get married.

People divorce. And real estate opportunities arise for those with the best sales skills.

The way to build immunity to shifting market conditions is to arm yourself with skills in prospecting, lead follow-up, presentations, objection handling, and closing.

Dirk Zeller is a sought out speaker, celebrated author and 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. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more, please visit: http://www.realestatechampions. com/MarketDominance/. © 2010, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

We are now no longer in the robust market conditions we had experienced recently, where leads were abundant ExecutiveAgent Magazine

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ExecutiveAgent Magazine

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Marketing The REAL YOU

By C.J. Hayden

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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