JANUARY 2017 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

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The Edie Israel Team Executive Agents of the Month

INSIDE FEATURES: Robin Dahlstrom RE/MAX Estate Properties Becky Lu First Team Real Estate Dave Salzman NW Real Estate Brokers

Executive Agents of the Month

The Edie Israel Team Coldwell Banker Residential Brokerage

23 19 Professional Profiles

10 Robin Dahlstrom

RE/MAX Estate Properties 4

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6 Becky Lu

Dave Salzman

First Team Real Estate

NW Real Estate Brokers

ExecutiveAgent Magazine

January, 2017 - California Edition

Editorials 26

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MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

How Will You Know A Socializer By Phone?

-Tony Alessandra

Seeds of Change -Theresa Behena ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

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How Can You Improve Your Listening Skills?

-Bill Brooks

City of Hope........................................................39 Finance of America Mortgage...........................29 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................40

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Three Wild Ideas To Help You List And Sell -Laurie Moore-Moore

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3

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36

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Ticor Title Company....................................................34

Call-Killing Phrases -Wendy Weiss

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Tony Alessandra, Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Wendy Weiss, Chris Widener, Dirk Zeller, Zig Ziglar

Bring on the Boosters -Chris Widener

© Copyright 2017 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.

Problems Vs. Opportunities -Zig Ziglar

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BECKY LU Written by Haley Freeman

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er global perspective and in-depth understanding of real estate make Becky Lu a trusted advisor to families and investors who are looking to create wealth in Orange County. Becky came to the United States from her home country of Taiwan to earn her MBA

properties. I thought that as an investor, I should know what Realtors® know. Once I passed the exam, I started thinking seriously about a career change.”

A savvy investor, Becky was discriminating when it came to selecting the company where she would build her real estate business. She chose Southern California’s number one real estate broker, First Team Real Estate, enhanced by its exclusive partnership with prestigious Christie’s International Real Estate. “I interviewed different brokers and got to know what they each do for their agents to help them succeed. First Team gives agents more knowledge and training, so I have the tools to help people achieve their dreams.”

For Becky, being a Realtor® demands more than just helping people buy and sell property. “It’s not just about putting a roof over someone’s head. Real estate is a tool for accumulating wealth. With a little planning and patience, people can achieve their financial dreams.

That’s why I love the real estate industry.”

from San Diego State University. “I love traveling, and I thought it would be a great opportunity to live in a foreign country,” she said. “I came here to experience life and go home, but I met my husband at school, and we got married and stayed here.”

Becky’s conscientious attention to detail contributed to her success in her first career in supply chain management, in which she became a logistics analyst at Samsung.

After reading Robert Kiyosaki’s book, “Rich Dad, Poor Dad,” she was inspired to begin creating wealth through real estate investment. “My husband and I had made other investments, but we decided to try a different asset. The book gave us knowledge and direction. Then we began reaching out to lenders and investors, and bought a few

Together, Becky and her husband, a successful entrepreneur and manager for Southern California Edison, now own 48 doors in several states. Investor clients look to Becky for sound advice about which properties to buy and how to structure their real estate portfolios for maximum profitability. “When I show properties to an investor, I have already vetted them. Since I have been there, done that, I understand how the numbers work and can help them look at the potential return and risk.”

Whether she is assisting an experienced investor or a first-time homebuyer, Becky’s authentic nature makes her easy to talk to and garners her clients’ trust. “If clients are working with me, they can relax. When I give my word, I will keep it. I want people to feel we are on the same team working toward the same goal. When there is a problem, I will work to solve it in a way that is a win-win situation.

I sleep good at night knowing I am doing my best to help clients any way I can. I want to be in this business for decades to come.”

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FINDING THE AMERICAN DREAM IN OC

Family trip to Germany with (Dad & Sis)

She is also a certified First Time Buyer Specialist (FTBS).

“I can successfully help not only the first-time buyers, but also the sellers, since the first-time buyers represent over one third of the market. I know what first-time buyers want and can help sellers better market their house.”

Becky also makes it a priority to give back to their community. “Giving money is easy, but I prefer to be part of something that unites people. Right now, I am helping a lady in my geo farm in Laguna Hills with a clothing drive.

She collects clothing and takes it to the Philippines, so I am helping to get the word out. We are making her house a gathering point where we will invite people to bring donations and have pizza and get to know each other. People want to do something good, but they want it to be convenient. We are making it easy for them to contribute.”

Becky with Flip or Flop hosts, Tarek and Christina El Moussa

First Team’s affiliation with Christie’s International and Luxury Portfolio International ensure that Becky’s luxury listings are seen by potential buyers from countries around the world.

Becky has visited 20 different countries around the world, but she says she always looks forward to coming home to beautiful Orange County. “My favorite place to visit so far is Japan. The people are so polite and always look happy. But my favorite country to live in is here. Everything is possible in this country. Everyone can have the American Dream if they want it enough.”

Becky is a down-to-earth person who loves real estate, traveling and meeting new people. Her international roots and fluency in three languages – English, Taiwanese and Mandarin – help her establish a unique connection with people in this multi-cultural community. “There is a huge Asian population here, but people feel more comfortable talking to me, even if they are from other parts of the world. It helps open the door because we know we are all international residents, and it opens up the conversation talking about food, traveling and how the culture is different here.”

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Becky Lu First Team Real Estate 4040 Barranca Parkway, #100 Irvine, California 92604 Tel: 949-350-3995 Email: BeckyLu@firstteam.com Web: www.beckylu.firstteam.com CalBRE # 01988113

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Seeds Of Change

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efore you freak out - this is SO not about politics. It’s about the only sure thing in our lives before death and after taxes. For most people ‘change’ is a scary word particularly if you work for a company that goes through reorganization and mergers. You’re fine with that warm fuzzy cubicle decorated with family photos, the regular pay check and your water cooler buddies. Sure you’d like more money and perhaps more job satisfaction and maybe more recognition for all you do, but hey, it pays the bills, right? The thought of stepping outside your comfort zone to change jobs is too scary for words so you don’t try.

As a keynote speaker at conferences it’s my job to inspire and encourage people to be all they can be and achieve success in their lives. I’ve spoken to diverse groups ranging from 25 year old office admins to 60 year old entrepreneurs and I discovered a common denominator about change that impacts everyone. It’s a powerful, grossly underestimated tool we can all use to achieve goals, realize dreams, be more productive on the job and create a pleasant work environment.

(Translation: Cha ching!) Curious? Read on…

Twenty odd years ago as a professional entertainer from Australia, I was playing the piano at the Shangri-La Hotel in Singapore. (Don’t be too impressed – it wasn’t like being on American Idol!) Life was good. My picture was in the local newspaper every week and I was almost a Diva in my own mind lol. It was that big fish in a small pond thing working for me….however the pond was getting smaller and starting to smell a tad fishy. I wanted to go to America but there was one major problem: I didn’t think I was a good enough musician.

I lacked the self confidence to even attempt to take the next step. (Sound familiar?)

The most popular song in Singapore at that time was “Don’t Cry For Me Argentina” by Andrew Lloyd Webber from his Broadway musical “Evita”. One night after I played that song the entire room of 150 people burst out into thunderous applause. This was totally unexpected since I hadn’t paid any attention to what I was doing. I was glowing with the instant gratification this brings and determined to maintain the excitement of the moment by playing an audience participation song with everyone clapping along. They did. Woo Hoo! Big fun! Suddenly a man came up to me at the piano and rambled on about how well I had played “Argentina”blah, blah, blah.

I was ticked. How could this dufus have such bad timing?

Couldn’t he see I was busy being a Diva? In no uncertain

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Aussie terms I told him to buzz off. He then apologized and introduced himself as… Andrew Lloyd Webber. No kidding.

He was the real thing.

Have you ever wanted to take back your words and be instantly kidnapped by aliens?

Do you realize what a tremendous impact words have on our lives? Words are seeds for change. Andrew Lloyd Webber’s few words of praise changed my thinking. They instilled belief in myself and helped realize my dream of coming to this great country. Change your mind, change your life! Words are a powerful tool that can be used creatively or destructively. What are yours doing? Maybe the changes your company is going through are a golden opportunity for you to get a grip on that dream job. Who can you talk to that will support you?

If you’re the boss reading this - think about giving an employee a huge boost with a compliment on her work efforts.

Then give yourself a pat on the back ‘coz you just gave your company a huge boost in productivity. People work harder for people they like. Got it?

Oh, by the way, please don’t send this to Andrew Lloyd Webber’s publicist.

Theresa Behenna has been delighting audiences at meetings and conferences for over a decade by combining her talent as a world class pianist with Aussie humor and a timeless message.

Her uplifting, humorous keynotes have been widely acclaimed by a variety of organizations as being unique, inspirational, fun and memorable. Theresa is a professional member of the National Speakers Association, founding member of the Australian-American Chamber of Commerce and former President of the Piano Entertainers Guild. In 2007 she was awarded the John Wolfe Award for speaking excellence by her peers at NSA-Houston. Theresa is a contributing author to the anthology “Rekindling the Human Spirit” and resides in Houston where she has yet to master the art of sounding Texan. © 2008, Theresa Behenna. 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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Written By Theresa Behenna

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Robin Dahlstrom Bringing People Together

By Haley Freeman

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fter attending the prestigious College of Visual and Performing Arts at Syracuse University, Robin Dahlstrom made her way West with aspi-

rations of leaving her mark on the Hollywood Walk of Fame. Her 10 year Entertainment career from Assistant Director to Producer included an Academy Award winning movie for Columbia Pictures, The Rolling Stones & works with Producer/ Pianist David Foster. However, when she became a single mother, she sought a new career in real estate that allowed her the flexibility to be fully-engaged as a parent while providing well for her son, Joey.

Robin approached real estate with the same passion she had applied to her film career, sold her first home during her first week in the business, and went on to earn the title of Rookie of the Year. Since, she has received many more accolades and numerous client reviews for her outstanding service. Each heartfelt review touches on the qualities that distinguish her as a soul who brings people together.

A recent seller stated: “Robin Dahlstrom is a true professional real estate agent.

Her excellence flows from the fact that she loves her job. She is calm, natural, personable and knowledgeable. She keeps the whole process in control and reacts promptly to issues that arise. She keeps you informed daily, if needed. She is intuitive because of her listening skills. As well as being resourceful, she goes out of her way to really provide you with suggestions and solutions. She always has your back and always is available and present when it is appropriate. She made the complicated and overwhelming process of selling my home a swift and successful one. You cannot go wrong with her at your side as your real estate agent.�

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Robin’s gift for bringing people together is instrumental in connecting buyers and sellers, as well as in successfully negotiating the challenges that arise during a real estate transaction. For 25 years, her tactful, professional handling of matters has inspired the trust of generations of clients from Pacific Palisades to Palos Verdes who return to her again and again. In fact, Robin recently had one of the most extraordinary experiences of her career when she was asked to resell the very first property she ever sold.

“Receiving that phone call 24 years later was amazing. It’s the kind of thing that makes me love what I do.”

One client described Robin as “not only my real estate agent, but part of my family. Robin has assisted me and my family with many real estate transactions and has always put my family’s needs above her own. It is very comforting to know that Robin is on my side and listens to my concerns. She is very trustworthy, and I am thankful that she is my real estate agent and my friend.”

Robin is joined by a buyer’s agent and an assistant who work with her to deliver the uncompromising standard of service for which she is so well known. “I don’t palm my clients off on a conveyor belt system,” she says. “It’s one of the reasons I have their trust. They know they can call me anytime, and I will answer the phone. I love the people I work with, and I live and breathe my job. That’s why I trademarked the motto: ‘Real Estate, it’s not just a job... it’s MY Lifestyle.’”

try to work this out.’ The bank actually created a department to do it, and we closed in 45 days without a hitch.”

Robin has been a speaker for the California Association of Realtors®, and she currently serves on the MLS Compliance Committee for the Beverly Hills/Los Angeles Board of Realtors®.

Robin seeks serenity and harmony in her life by practicing Buddhism. A year into her practice, her swami gave her a spiritual name, Kamala. “Kamala means ‘lotus.’ In my advertising, I have a beautiful lotus flower. Sometimes people call me just to comment on my signs.” She also enjoys yoga, biking, running and listening to music, and she is currently writing a book about her adventures in real estate, with the working title, “Tales From the Crib.”

Her connectedness to people and community makes Robin an extraordinary real estate professional, one who strives to create lasting relationships with everyone she meets. “I am passionate about building networks and friendships; I love bringing people together.”

Through market cycles good and bad, Robin has provided reliable advice and expert service to her clients. She has not only remained apace with changes and trends, she has taken the lead in creating solutions to real estate-related challenges. Robin was one of the first pioneers of short sales in the early ‘90s.

“A woman said she wanted to sell her home, but owed more than it was worth. I created a third-party letter of authorization so the bank would talk to me and said, ‘Let’s

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Robin Dahlstrom RE/MAX Estate Properties 504 Center Street El Segundo, CA 90245 Tel: 310.890.7622 Email: robin@realtor4socal.com Web: www.realtor4socal.com CalBRE # 01131013

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Three Wild Ideas To Help You List And Sell

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hen dealing with listing prospects, share information about the number of buyers in various price ranges. This sets you apart from the competition and provides the seller with important market information.

First, do your homework. Divide the specific market area you serve into specific price ranges or price bands. For instance, under $100,000 might be one price band, from $100,000 to $124,999 might be another, from $125,000 to $150,000 might be the third, and so on. The price bands which you select, will be determined by the market you serve.

Next, research the number of closed transactions per price band in the last six months. Divide the total number of closings in each price band by six. The resulting number is the average number of buyers per month in each price band. Put this data in chart form showing number of buyers per price band. You can also calculate number of buyers based on pending statistics for a more current look at the market activity.

Show sellers the actual number of buyers in a specific price range and talk about the number of properties competing for those buyers. This information can make your sellers more realistic about market activity, price and selling time. Using the “number of buyers per month” terminology rather than “number of sales” is a more powerful way to explain level of demand to a seller.

Idea #2: Enlist the children’s help to keep your listings looking spiffy. Sign them up for your neat kids club.

Have you ever had a listing or shown a home where the children’s rooms looked like a whirlwind had blown through -- toys in a jumble or dirty gym clothes hanging from the room’s light fixture?

Here’s an idea to encourage the small children who live in your just-listed properties to clean up their act and help you sell the house. Initiate a NEAT KIDS CLUB. Explain to the whole family how essential it is that the house be neat and clean in order to show well. Then let the children know how important it is that they do their part. Ask them to join your NEAT

KIDS CLUB. In return for their commitment to keep their rooms tidy, present them with a Neat Kid certificate (make these on your computer).

Then every couple of weeks until the home sells, send the kids a funny thank you card, or other small thank you item. Let the kids know they’re important in helping sell the house and they’ll be neat kids.

(Parents will appreciate this, too and view it as added value service!)

Idea #3: Develop a sweet technique for clearer communication with buyers. Ask, “What’s your favorite ice cream flavor?”

You probably know the old technique of giving a carton of ice cream to prospects who visit your open house. This sends them scurrying home to put the ice cream in the freezer rather than going on to meet other agents at other open houses. A top sales associate in the Buffalo (NY) area has developed another ice-cream related technique which he says gives him specific feedback about how well his buyer prospects like the homes he shows them.

He asks his prospects, “What’s your favorite icecream flavor?” If, for instance, they tell him, “maple walnut,” he says, “As we look at houses, I want you to tell me how close each house is to maple walnut.”

Houses they’re not impressed with become “plain vanilla” while one they like a bit better becomes “maple, but with no walnuts.” Until, ureka! They find the maple walnut house.

“The ice cream analogy makes it easier to get meaningful feedback,” says the top producer who originated the ice cream approach. “Making a game of it seems to reduce the pressure and open up communication.”

Laurie Moore-Moore is the real estate industry futurist guru. She has her finger on the pulse of today’s changing real estate business. Laurie is copublisher of REAL Trends newsletter. For information on Laurie’s speaking and consulting services, please contact The Frog Pond Group at 800-704-FROG (3764) or e-mail susie@frogpondgroup.com.

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Written by Haley Freeman

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n his 40-plus years in real estate, broker/agent Dave Salzman has successfully represented more than 1,000 clients and transactions. He has completed over 170

renovation or new construction development projects.

What does this real estate guru say is his number one priority? “Being able to provide quality service that people respect and appreciate.”

Dave grew up in what was then the small, cowboy community of Scottsdale, Arizona, and he reports that he received his “first car and first rifle at 14, one from each grandfather.”

His father was a carpenter who later became a Realtor® and bought a brokerage. Dave went on to earn his degree in business and real estate finance from Arizona State University. He bought his first home at 19 years old and began his real estate career doing fix-and-flips. After a brief, Kerouac-esque trip across the country, he was hired by IBM, where he achieved success as a salesman in their large computer division, and was later promoted to sales manager for the Western United States telecommunications division. “The further I got from selling, the less I liked it. So, I started back in real estate.”

Working with his team of six associates in Manhattan Beach, Dave says he prefers to run a boutique, neighborhood organization as opposed to working with a mega-brand. “It’s important to me for our clients to know we really care about the outcome for them. What I like most is to deal personally, one-on-one with people to help them make the biggest deal in their life. We make sure it’s done right, and they accomplish their objectives.”

His select team of professionals strikes just the right balance of youthful enthusiasm and practiced wisdom, further enhanced by a generous portion of moral character. “They’re all solid people with good track records,” Dave says.

“We do it right.”

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Dave’s wife, Carol Glover, is a local real estate attorney and broker who is also his partner in a real estate development and renovation company. “I met this beautiful redheaded woman jogging in April of ‘89, and I knew my bachelorhood was over. It took me 91 days to get her to marry me. We have two kids that we raised here in Manhattan Beach, and we’ve been married for 27 years. We really enjoy doing projects together, and it’s all worked out pretty well.”

After so many years in the market, Dave has personally witnessed many of the market’s ups and downs, and he is astute at recognizing trends and advising his clients accordingly.

Looking to the future, he says, “We’re about to see a substantial amount of family formation on the part of millennials, and we will see them cycle back to the suburbs. Boomers are the primary owners of suburban homes and are largely empty nesters. The financial and tax ramifications of selling those properties where there has been so much increase in value is creating a substantial drag on the marketplace. One of the greatest challenges of my professional career has been and will be helping people get over this hump.”

extremely fortunate, and it only makes sense to say thanks by giving back and helping other people have a shot at the same kinds of experiences. We can’t guarantee outcomes, but we can guarantee opportunity.”

Few real estate professionals can offer their clients the breadth of experience that Dave and his team possess. But it is a genuine desire to contribute to other people’s success that earns Dave and his colleagues the respect and appreciation of their clients. “I really care about creating positive outcomes for clients, and I am in a position to help them do that. It’s a positive feedback cycle. When you do a good job, people appreciate it, and they tell other people. Then we feel good, and it’s that much easier to get up in the morning and do it again. We want it done right. It’s not about the money. It’s about doing a great job. But it has to be even more than that; it has to be a great experience for everybody.”

Dave is of service to people in his community in more than just real estate. He is an Eagle Scout and an avid supporter of the Boy Scouts of America. He serves as Chairman of local BSA Cub Scout Pack 713 and Chairman of BSA Pacifica District serving Southwest LA County. He is also on the executive committee for the Greater Los Angeles Area Council and has just been named to receive Scoutings’ highest national award for adult volunteers. “Some of us have been

Dave Salzman NW Real Estate Brokers 800 Manhattan Beach Blvd., # 203 Manhattan Beach, CA 90266 Tel: 310-545-2260 – 310-871-5314 Email: Dave@davesalzman.com Web: www.AllLosAngelesHomes.com Web: www.davesalzman.com CalBRE # 00952732

DAVE SALZMAN ExecutiveAgent Magazine

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How Can You Improve

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eople who talk themselves out of sales do a vast majority of the talking and a minority of the listening. But people who use their brains instead of their mouths do a vast majority of the listening and a minority of the talking during the Probe step.

Listening is a skill that can be learned and can also be continuously improved, but most of us have never been trained to listen. For example, which do we do most during the day, read or listen? Most of us generally listen more than we read, yet how many listening skills have we been taught?

Here are some pointers that can help you sharpen your listening skills: Open your mind and ears – be receptive to the messages the person is giving.

Start listening from the first word and give the person your undivided attention.

Focus on what is being said. Avoid trying to figure out what the person is going to say; you may miss what he or she actually says.

Don’t try to read your own meanings into what you think the person is saying. Actively assist the other person in conveying his or her meanings accurately to you.

Never interrupt! It cuts off the flow of dialog.

Besides, it’s offensive and rude.

Use questions to encourage people to talk and to clarify your understanding of what they mean.

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Your Listening Skills?

Make notes of important points. Look for connections between apparently isolated remarks.

Control outside interruptions and distractions.

Get your whole body involved in listening and show that you are paying attention. Look the person squarely in one eye, and use facial expressions and gestures to show that you hear and understand what’s being said.

Stay cool! Don’t overreact to highly charged words and tones. Hear the person out then respond. Most people will cool down and begin to talk calmly once their anger and frustrations are vented.

Remember, your objective is to listen your prospect into buying, not merely to “get your two cents worth in.”

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 2004, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; www.frogpond.com

Written by Bill Brooks ExecutiveAgent Magazine

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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: FArrias45@gmail.com Tel: 949.366.3349

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Cover Story

The Edie Israel Team Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman

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n his book “Outliers: The Story of Success,” author Malcolm Gladwell asserts that it takes 10,000 hours for a person to achieve mastery in any field.

Award-winning Realtor® Edie Israel and leader of The Edie Israel Team at Coldwell Banker Residential in Yorba Linda agrees. “Success comes from paying the price and working long hours every day,” she says. “There’s no getting around it. You have to do the work to have the expertise.”

There is no doubt that Edie and her team are masters of their trade. They are recognized as the number one agent/

office in Yorba Linda, selling more than 70 homes per year. Edie was a successful corporate sales and marketing executive and entrepreneur before she turned her talents to real estate in 2003. Her husband, John, was a Fortune 500 executive prior to entering the real estate industry. He is also a theologian and charitable fundraiser. Their business partner, Jim Allen, has comprehensive experience in the industry including mortgage lending and commercial and residential real estate sales. All three hold master’s degrees and bring to their real estate practice an advanced grasp of commerce and an uncompromising desire for excellence. They are truly driven to deliver.

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But in addition to this breadth and depth of experience, each member of The Edie Israel Team shares a passion for taking care of people. “We are all equally client-focused, and we want what’s best for them. The notion of doing the right thing is consistent with all of us. When we came together, we had the idea that there had to be a better way to deliver real estate services. When you go to a high-end hotel, there is a concierge who will do anything for you.

We want to provide a service level that is helpful to the client before, during and after a real estate transaction. We want to help them meet their objectives and minimize the stress along the way.”

About working with her husband, Edie says, “It’s really been fabulous because we have our individual roles. He runs the financial side, and I run sales and marketing and the back end of the office and HR. We have different stories and experiences to share around the same clients. I have a great husband, and I enjoy working with him.”

Each team member makes a unique and valuable contribution to the group. “My husband is very handy at going through a home inspection and negotiating repairs. He even brings his tool kit along and knocks out some of the tasks himself. He also has great rela-

tionships with the various inspectors and works with them to get things completed efficiently. Our partner, Jim, is very good at negotiating contracts and remaining in constant contact with clients and managing their experience through the escrow process. My strength is more big picture. I handle marketing and vendors and am always looking for the latest and greatest that might enhance our service. I’m out connecting with the community and promoting our brand. We all try to make our presence felt and we always make ourselves available to our clients.”

Behind the scenes, two assistants work tirelessly to make sure every transaction is seamless and no detail is left untended.

While Edie and her team have a strong personal brand, they were strategic when they chose to build their brand alongside Coldwell Banker. “We could have a boutique brand, but we think that’s somewhat isolating. We’re here because Coldwell Banker is the biggest name in the world and has the best international reach. We have brick and mortar and web links all over the globe. In addition to providing us with tremendous resources, our company and leadership are very stable.”

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Helping People To ‘Right Size’ Edie and her partners have the business acumen to meet the high expectations of clients in the Yorba Linda community where their practice is focused, and they are adept at using technology to maximize reach and value. “Our community is fairly affluent, so our access to international marketing is very important for that reason. Technology has created new opportunities to market listings and ourselves. We utilize a social media consultant to drive traffic for open houses in communities where we think there may be interested buyers. For instance, if we are marketing a single-level home, we may market to an older demographic.”

Their market includes a high concentration of baby boomers who are either helping parents move out of a family home or looking to transition themselves to a different

lifestyle. “We call it helping people to ‘right size.’ We network with the active senior living community, and this is a clientele we really enjoy working together with.”

To better assist seniors and other sectors of the community, Edie holds numerous real estate designations. Among them, Senior Real Estate Specialist (SRES); Certified Residential Specialist (CRS); Certified Relocation Professional (CRP); and Real Estate Divorce Specialist (REDS).

Personal development is a constant pursuit, providing inspiration and motivation to continue setting the pace for herself and the competition. “I like to read and go to conferences. Not the rah-rah kind, but places where agents are sharing best practices. It gives me something to think about and inspires me to continue personal growth and our business.”

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The Edie Israel Team has earned over 70 five-star reviews from satisfied clients on Zillow, all of whom appreciate the professionalism and care expended on their behalf. One wrote: “I worked with Edie, John and Jim on both the selling of my home of many years and the purchase of my new home. Throughout the process, they were attentive to my needs. While they are experts in marketing, including professional staging and photography, they were also sensitive to the emotional aspects of selling a home so full of memories. Someone was always available to show property and each was quick to respond to one of my calls, texts or emails. If unexpected issues arose they could be counted on to calmly assess the situation and provide skillful problem solving. Thank you Edie, John and Jim!” Edie and her colleagues are also highly committed to giving back to their community. “We’re very intentional with that,” she says. “We enjoy supporting a number of or-

ganizations, including the Yorba Linda Chamber of Commerce. I’m involved with the Yorba Linda Woman’s Club, and my husband and I are very involved with our church where he is also in church leadership. Our clients call a lot for sponsorships of sports activities, and we virtually always say yes. Sports teams mean a lot to our family. It’s fun to support things we enjoy and believe in. We think it’s what good business owners should do.”

The Edie Israel Team is driven to deliver a real estate experience that is enjoyable and stress-free for everyone involved, including their fellow agents. They have a proven record of performance with outstanding results, demonstrating mastery of their profession. But it is their humanity that truly sets them apart from their competitors – their compassion for people in the varied life circumstances that accompany a change of home ownership.

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Edie Israel Coldwell Banker Residential Brokerage 21580 Yorba Linda Blvd., Suite 200, Yorba Linda, California 92887 Tel: 714-623-3543 - Email: Edie.Israel@camoves.com Web: www.ediesellshomes.com - CalBRE # 01399225 ExecutiveAgent Magazine

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How Will You Know A Socializer By Phone?

“What’s up?”or “What’s happening?” are usual Interacting Socializer opening lines. They are sometimes so animated that their gestures can be transmitted via the phone lines.

How? By their varied, emotional vocal inflections/intonations and their colorful choice of words that may tend toward exaggeration. “Really? That’s fantastic!” or, “You have to be kidding me!” The telephone can be a favorite toy that enables them to both prolong conversations and recharge themselves, especially when no one else is physically around. “I just called because I’m bored.” You may also detect background noise when you speak to individuals of this type. They sometimes put on the TV or radio just for the sound, visual stimulation, and activity.

On the phone, Interacting Socializers speak rapidly and emotively. “I feel that if we go through with this plan, the community will resent us as anti-environmentalists,” or, “I feel that I’ve contributed enough to this organization over the years to allow me to talk about this.” Other styles may more naturally use thinking words, instead.

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Say It With Feeling Typically, you’ll notice a wide range of vocal inflection and intonation and a tendency to want to know your reaction. “Do you feel that way, too?” They liven up conversations with personal anecdotes and may keep you on the phone longer than you had anticipated. If you need to extricate yourself from an extended monologue, try something like, “Well, Don, it’s been great talking with you. I’m really looking forward to our appointment on Monday!” If you say it with feeling, the Interacting Socializer may already eagerly anticipate your meeting.

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. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.”

Copyright© 2004, Tony Alessandra. All rights reserved.

For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com;

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THIS IS WHY REALTORS® CHOOSE PACIFIC WEST ASSOCIATION OF REALTORS®

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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2016 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

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Call-Killing Phrases

H

good time to talk?” Only someone making a sales call would use this language, and it’s all too easy for your prospect to respond negatively.

Because “How are you?” is so commonly used, how often have you started your introductory calls with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It’s an introductory call-killer, and this is why:

I know that many of you reading this will argue, “Wendy, it’s polite. It’s polite to say, ‘How are you?’ as a greeting and it’s polite to ask permission to speak.”

There are, however, many ways to greet a prospect saying “hello” works just fine. It is also equally polite to simply introduce yourself and get to the point. This is not only polite, it’s respectful of your prospect’s time, it’s more effective and it allows you to retain control of the conversation.

ow often have you started a call to a friend, family member or business associate with the phrase, “How are you?” I’m willing to bet the answer is a lot. I know I say it frequently. It’s commonly used as a greeting, as a “hello.”

1. If you ask this question, you must be prepared for the answer. What if your prospect answers, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday”? Do you really care? Is this the reason for your phone call?

2. You lose control of the call. (This is probably the most important reason.) If your prospect does respond, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday,” how are you going to get the call back on track?

3. It’s a set up, a tip off to your prospect that you are making a sales call. It gives your prospect the opportunity to say, “I’m busy. What do you want?” (See number 2 above.)

Similar issues apply with the introductory call-killing phrases, “May I have a moment of your time?” and/or “Is this a good time to talk?”

With both of these phrases, you lose control of the call right at the beginning, before you’ve had a chance to say anything at all. If the prospect answers, “no,” the call is over. These are also both tip off phrases. Friends, family and important business colleagues would probably not say, “May I have a moment of your time?” or “Is this a

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In order to be truly effective prospecting or selling by phone, it is imperative to control the conversations you have with prospects. You want to set yourself up to have the best possible conversation that you can have with any given prospect. While it is true that not all prospects will respond badly to the above phrases, why take the chance? Why risk blowing a lead at the beginning of the call if something as simple as not starting out with, “How are you?” can totally eliminate that possibility?

Say hello. Introduce yourself. Get to the point and say what you have to say. Then ask for what you want. This is the formula for a successful introductory call. Save the “How are you?” question for those whose answers really interest you.

Wendy Weiss, “The Queen of Cold Calling,” is a s.ales trainer, author and s.ales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http:www. wendyweiss.com. Get Wendy’s free e-zine at http://www. wendyweiss.com. Copyright© 2007, Wend Weiss. 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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Problems vs. Opportunities e grateful for your problems. We all frequently deal with people who complain about the trials and tribulations of their daily lives. Life seems to be one big problem for them. I would like to take a common-sense, realistic approach and address this mind-set. If there were no “problems” on your job, then your employer would hire a much less capable person than you to do the routine things that don’t require much thought. In the business world, those who are able to solve complex problems are the ones who have the most value to the employer.

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Many times the problems or challenges we face force us to grow and become more capable. The runner who trains for the mile run in the Olympics by running downhill will have no chance of winning the medal. The runner who trains by running uphill is far more likely to develop the speed, mental toughness and endurance which it takes to win the medal.

The best thing that ever happened to boxer Gene Tunney was that he broke both of his hands in the ring.

His manager felt that he could never again punch hard enough to be the heavyweight champion. Instead, Tunney decided that he would become a scientific boxer and win the title as a boxer, not a slugger. Boxing historians will tell you that he developed into one of the best boxers who ever fought. They also will tell you that as a puncher, he would not have had a chance against Jack Dempsey, who was considered by many to be the hardest hitter in heavyweight history. Tunney would never have been champion had he not had the problem of his broken hands.

Message: The next time you encounter a difficult climb, obstacle, “problem,” you should smile and say, “Here’s my chance to grow.” Develop that kind of an attitude and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator.

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

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A NIGHT IN SANTORINI friday, january 13, 2017

The installation of Rob morel and the 2017 board of directors schedule 4:30 pM COCKTAILS & CASINO 6:30 PM dinner & program Dj and dancing to follow

south bay association of realtorsÂŽ 22833 arlington ave, torrance, 90501

cocktail attire requested please rsvp to Nikki Vasquez BEFORE 1/6/17 at: nikki@southbayaor.com

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Bring on the Boosters!

N

obody becomes a success alone, period. There is no such person who is “self made.” I know this because I have regularly involved myself with some of America’s most successful people and as I listen to their stories I realize that all of them have had what I call their own “booster club.”

When I think back over my life I realize that I have had my own booster club: People who gave me a boost, either through direct help, opening doors to others or opportunities, or through their belief in or encouragement of me.

I think of my mother who was left a widow at age 40 to raise me alone. She believed in me. She sacrificed for me.

She gave up much so that I could become what I dreamed of. My mother was my booster!

I think of a man who is the CEO of a twenty five billion dollar a year company who, when I was only three years out of college and striking out on my own, sent me a check out of the blue. It wasn’t an investment; it was a gift. Then he sent another… and another. Every month for nearly 7 years he sent me a check. Nothing large enough to live on but enough to be a sign that he believed in me. When I asked him why he did it, he said, “Because I believe in what you are doing and that you are the one to do it.” To have someone of his stature believe in you!

Wow – is he ever a booster!

I think of my good friends, Tony and Jenni. When they were married they moved in right next door to us. They have become our best friends. Every step of the way they have loved us, challenged us, and encouraged us. They have been there in the darkest hours and in the brightest days. They are definitely boosters!

I think of my two friends named Kevin. The first, my best friend, lives here in Seattle. He is a guy that I laugh with, talk about things with and thoroughly enjoy all of my time with. He always comes through for me. In fact, as I right this, he came through for me just yesterday! When I know that I need a boost, he does whatever he can. And being one of the most competent men I have ever met, he always gets the job done. Major booster!

The second Kevin lives in Atlanta. He is a “new” friend but has already been a big booster. He has been willing to open doors for me that I never would have been able to budge because those on the other side would have been unwilling to open them. But on his recommendation, they have. A great booster and a person I will get to know better throughout the years.

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I think of Kyle, who I have never met in person, but have spoken with on a few occasions and swapped many emails with. Kyle has boosted me literally millions of times – ever time he publishes my articles he helps me bring my message to the masses. To know that a person like Kyle sees the value in my message is an incredible boost!

I think of my most fanatical booster, my wife Lisa. No one believes in me more than she does. In fact, there are many times I wonder who she thinks she’s married to!

She sees the best in me even when there is nothing good to see. She sticks by me through it all and encourages me to go for my dreams. What a blessing – what a booster!

I think of my kids. They boost me every time I leave in the morning and when I come through the door at night.

They boost my life and my career! Above all, they boost my happiness and my spirits each and every day. Big boosters in little bodies!

I think of God – the ultimate booster. In a scene from The Count of Monte Cristo, the Count, still in prison, tells the old man prisoner who is with him, “I don’t believe in God.” The old man replies, “That’s okay. God believes in you!” While I don’t understand everything there is to know about who God is I do believe that if God is for me, then it matters not who or what is against me! .

So where does this leave us? Is this just a trip down memory lane? No, in fact, I have two specific actions for you as it relates to boosters: One, make a list of your boosters. Then take a moment to send them a note to say thanks for what they have done and been for you!

Second, decide for yourself that you will be someone else’s booster! Be very specific and begin to invest yourself into that person’s life. Encourage them. Open doors for them. Challenge them. Give of yourself to them so that they can soar. Be their booster!

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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Our bone marrow transplant reunion is now standing room only.

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

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

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

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A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Jason Redmond, NMLS# 1234810 Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org www.kinecta.org/jredmond

Duane Reddington, NMLS# 410579 Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org www.kinecta.org/dreddington

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