JULY 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

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Julio Cardenas Executive Agent of the Month

Inside Features: Blanca Arellano Adams Prudential California Realty Quyen Tran CENTURY 21 King

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Executive Agent of the Month

19 17 Julio Cardenas CENTURY 21 King

Professional Profiles

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Blanca Arellano Adams

Quyen Tran CENTURY 21 King

Prudential California Realty

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ExecutiveAgent Magazine

July, 2016 - Inland Empire Editorials

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E XECUTIVE AGENT

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MAGAZINE

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

The Thinker Leadership

Style -Tony Alessandra

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A Team Is More Than A Group of People -Patricia Fripp

ADVERTISERS’ INDEX City of Hope..........................................................35

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imortgage..................................................................2

Six Powerful Prospecting

Tips -John Boe

i Photography Studio.............................................23 Kinecta Federal Credit Union...............................36 PWAOR...................................................................30

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

Patterns Of Buying -Linda Brakeall

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

The Best Little Sales Book in the World -Bill Brooks

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© Copyright 2016 Executive Agent Magazine. All rights reserved.

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

Speed, Convenience, Choice -Saul Klein

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The Time to Act -Jim Rohn

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E XECUTIVE AGENT

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MAGAZINE

Quyen Tran Written by Haley Freeman

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uyen Tran is an award-winning Realtor® at Century 21 King whose positivity and passion inspire everyone around her. Quyen lives her life by the words of Zig Ziglar: “If you help enough people get what they want in life, you can have everything you want in life.”

Quyen came to America as a refugee from Vietnam when she was only 17 years old. She spoke no English, but she

was determined to embrace her new life and make the most of the opportunities ahead of her. She attended high school and learned English, but she realized she would need more than a high school education to have a prosperous life. She went on to earn her bachelor’s degree in child development, with a goal of becoming a teacher. However, Quyen utilized her multi-lingual abilities working for AT&T, where she became a foreign language, long-distance call center manager overseeing more than 60 employees. But as technology changed, and after 10 years of service, Quyen’s department was eliminated. It was time for her to reinvent herself yet again.

Quyen bravely rose to the challenge. She had obtained her real estate license some years before, but the timing had never been right for her to pursue real estate as a career. “One day I drove by on the freeway and saw a sign that said ‘Future Home of Century 21 King.’ It was a nice location. I went to the broker, Julio, and asked for a job. That was 11 years ago, and it was definitely the right decision for me.”

According to Quyen she has found the perfect home for her business at Century 21 King, where she works among professionals who share her high standards for integrity and service, while leveraging the brand’s global reputation for excellence. From her first day, Quyen showed up ready to learn and work. She determinedly reached out to people with her characteristic warmth and professionalism and grew a business that now includes hundreds of happy clients.

Quyen’s first listing was for an 80-acre plot of vacant land. She learned all she could about land sales, and within a few months, she began receiving calls from clients who recognized her as a land expert. In time Quyen began selling land to multiple investors. Then when the market took a downturn, Quyen’s expertise opened the door to an REO account. “An REO manager found me based on one piece of vacant land I had just sold.

He noticed the sale and called me to say he had another piece of land near the same location. I offered to do some research and find some comparables for him. After that, I became an REO agent and sold at least 40 properties for him.”

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Quyen constantly strives to keep learning new skills so that she is always well-equipped to give her clients timely and profitable advice. “I keep building skills and knowledge so that when opportunities come, it comes naturally to me. I’m not just helping clients to purchase a home, I’m helping them with a long-term investment. They need the right information and education up front in order to make the right decision. I give advice like a consultant. I think this approach is the reason so many clients come back to me and refer their friends and family.”

help other agents grow, as well as to do good in the community. “When I came here 35 years ago, I came with nothing – no money, education or skill. Now I look back and know that if I didn’t get so much support from other people, I would not be here today. This is my opportunity to give back and help others to be successful. It’s a great feeling of fulfillment to help people achieve their American Dream for home ownership and turning their dreams into reality.”

Quyen speaks four languages: English, Vietnamese, Mandarin and Cantonese. Her understanding of Asian cultures and her ability to translate vital documents into clients’ native languages makes her a wonderful representative for foreign buyers investing in U.S. properties.

“Many foreigners come to the U.S. to invest in real estate.

This is the American Dream for them. Some come here with 30 or even 50 percent down payment in cash. They have worked their entire life and are putting all of their savings into this home. It is important for them to feel they are working with somebody they can trust.”

This year, Quyen is serving as president of the Inland Empire chapter of the Asian Real Estate Association of America (AREAA). She gives her time and expertise to ExecutiveAgent Magazine

Quyen Tran Century 21 King 8338 Day Creek Blvd.

Rancho Cucamonga, CA 91739 Tel: 626-290-8990 Email: quyentran123@gmail.com Web: www.RealQuyen.com WeChat: quyentran21 CalBRE # 01086351

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The Time to Act

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ngaging in genuine discipline requires that you develop the ability to take action. You don’t need to be hasty if it isn’t required, but you don’t want to lose much time either. Here’s the time to act: when the idea is hot and the emotion is strong.

Let’s say you would like to build your library. If that is a strong desire for you, what you’ve got to do is get the first book. Then get the second book. Take action as soon as possible, before the feeling passes and before the idea dims.

If you don’t, here’s what happens - You Fall Prey To The Law Of Diminishing Intent We intend to take action when the idea strikes us. We intend to do something when the emotion is high. But if we don’t translate that intention into action fairly soon, the urgency starts to diminish. A month from now the passion is cold. A year from now it can’t be found.

So take action. Set up a discipline when the emotions are high and the idea is strong, clear, and powerful. If somebody talks about good health and you’re motivated by it, you need to get a book on nutrition. Get the book before the idea passes, before the emotion gets cold. Begin the process. Fall on the floor and do some push-ups. You’ve got to take action; otherwise the wisdom is wasted. The emotion soon passes unless you apply it to a disciplined activity. Discipline enables you to capture the emotion and the wisdom and translate them into action. The key is to increase your motivation by quickly setting up the disciplines. By doing so, you’ve started a whole new life process.

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Here is the greatest value of discipline: self-worth, also known as self-esteem. Many people who are teaching selfesteem these days don’t connect it to discipline. But once we sense the least lack of discipline within ourselves, it starts to erode our psyche. One of the greatest temptations is to just ease up a little bit. Instead of doing your best, you allow yourself to do just a little less than your best. Sure enough, you’ve started in the slightest way to decrease your sense of self-worth.

There is a problem with even a little bit of neglect.

Neglect starts as an infection. If you don’t take care of it, it becomes a disease. And one neglect leads to another. Worst of all, when neglect starts, it diminishes our self-worth.

Once this has happened, how can you regain your selfrespect? All you have to do is act now! Start with the smallest discipline that corresponds to your own philosophy. Make the commitment: “I will discipline myself to achieve my goals so that in the years ahead I can celebrate my successes.”

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://FrogPond.com

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The Thinker Leadership Style

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f You’re a Thinker...Your high standards are a twoedged sword. Your employees are inspired by your quest for excellence, but often they feel frustrated because they can never quite seem to please you.

One of the best things you can do is lessen and soften your criticisms spoken or unspoken. You can seem so stern sometimes!

Ease up on your need to control. Walk around and spend more time with the troops, chatting up people at the water cooler or in the lunchroom.

Wake up to the fact that you can have high standards without requiring perfection in each instance. That’ll take a load off your shoulders--and off your employees, too.

concerns, their strengths and weaknesses, you can get the most from your people as well as leave them more satisfied.

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. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, 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; http://www.frogpond.com

Whatever your style, being adaptable can help you to build bridges to your employees and make them feel valued. By learning to best respond to their interests and

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ExecutiveAgent Magazine

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Written By Tony Alessandra

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MAGAZINE

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lanca Arellano Adams has been a builder of community throughout her career. The Inland Empire is a better place to live because of her leadership in promoting profitable businesses, secure homes and

jobs, and stable families. For 16 years she has committed herself to helping families make an investment in the right home, procuring for themselves a foundation upon which to build their financial future.

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Building Community Blanca began her career as chief administrative officer for the Inland Valley Economic Development Corporation, a nonprofit organization dedicated to business expansion and relocation throughout Southern California. She became the youngest woman to head such an organization when she was elected as CEO in 1994. During the market downturn of that era, many area neighborhoods were negatively impacted by the high number of home foreclosures. She explains, “Homes were being broken into, and there was drug activity. We became certified through HUD to acquire, rehab and resell their uninsurable properties.” Blanca developed a unique understanding of real estate through her participation in that process, and in 2000 she obtained her license.

Blanca’s whole life changed in 2001 when she married her husband, Ray, and entered real estate full time. She still works diligently to live up to her motto: My Goal is Your Success. Blanca is well-qualified to advise her clients about the economy and market conditions, helping them to formulate a real estate strategy that addresses their short and long-term needs.

Blanca has a keen understanding of mortgage financing, and she is well-versed in down payment assistance programs. She can help buyers to evaluate their readiness for a loan and ensure that they are getting the best possible terms for their circumstances. She is also knowledgeable about area neighborhoods and schools, and can educate buyers about the community that best fits their family and lifestyle.

Blanca brings tremendous value to sellers by assisting with all of the details that will make their home outshine the competition. She is currently promoting a campaign she calls “Happy Sellers. It’s all about focusing on people, not the transaction. In addition to beautiful marketing and a well-thought-out selling strategy, I help with staging, cleaning and repairs – all of the things that give a seller anxiety and stress. I want to make sure they get top dollar for their home and don’t have to worry about a thing.”

her four siblings on her own. “She has been my guiding light. She went to night school and got her GED, and then she worked hard to provide for us. My confidence to apply for the CEO position when I was only 27 came from my mom’s example and the mindset she instilled in us when we were young. When you have the support of the people around you, it brings out the best in you.”

Blanca and Ray have a seven-year-old daughter, Amanda, and together they share a life governed by their commitment to faith, family and community. They are both graduates of the School of Ministry, and serving others is a central part of their lives. “I still love nonprofit work,” Blanca says. “I’ve been a Rotarian since 1994, and I’ve served on the boards of a number of organizations including the Girl Scouts, United Way and the Inland Valley Hope Partners. We also try to include Amanda in the things we do. We adopt a family every Christmas, and she helps us wrap and deliver the gifts.”

Among Blanca’s many professional qualifications, she is also a Dave Ramsey Endorsed Local Provider. “He endorses trusted advisors in various areas, and I am one of those. It is a big honor for me.” Blanca was also recently recognized among the top three percent of Prudential agents in the nation.

Blanca loves her work, her community, and the people within them. “When you’re doing worthy work that you’re passionate about, it makes everything in life worthwhile. I want to make a positive impact on the people around me.

I believe that owning a home is one of the most critical steps to building stability for a family and their wealth for generations to come. Real estate may be the starting point, but my goal is to help people in all areas of life and develop a lasting relationship with them.”

Recently, Blanca sold a home for a client who had previously talked with three other agents about listing.

“If I’d chosen them,” he said, “I’d have sold my home for $40,000 less. You were so positive and optimistic, and you did it!” These are the results that make Blanca’s clients her clients for life.

Blanca says her inspiration to succeed comes from her mother, who after her parents divorced, raised Blanca and ExecutiveAgent Magazine

Blanca Arellano Adams, Realtor® Prudential California Realty 12335 Baseline Road, Ste. 101 Rancho Cucamonga, CA 91739 Tel: 909-262-8844 Email: BlancasProperties@gmail.com Web: www.BlancasProperties.com CalBRE # 01291487

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Speed, Convenience, Choice

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he Real Estate Professionals and companies that survive the major changes taking place in this industry are those that can quantify what they do and how they earn their money.

One method of doing this is to look at what consumers, not just real estate consumers, but all consumers are looking for today as they shop for products and services.

These items can be referred to as “Consumer Demands” and when you look at what you do, how you do it, and how you market it, bring as many of these driving forces to bear as possible: Speed - think of fast food and 1 hour film developing.

The quicker you can take care of the administrative aspects of a purchase or sale, the more valuable you are.

Convenience - think of Seven Eleven stores. Also remember that people will often pay a premium for convenience. What do you do for the convenience and comfort of your clients?

Choice - the more alternatives initially, the more consumers like it, but then they narrow it down. Don’t we all enjoy choice, from ice cream (31 Flavors) to Coffee (Starbucks). What can you do to give your client more alternatives.

Value-added - people like to get MORE than they pay for, this is value added. Real Estate Professionals provide value added services everyday, but few take the time to reenforce it to their clients. Have you ever cleaned or painted a house for a client after a sale? Helped them move something...or something like that, an extra, that WASN’T in

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the listing agreement but you did it anyway? That’s “Value Added” Discounts - If it is convenient enough, you will use a coupon. Lots of people look for discounts in everything they do. This doesn’t mean you should offer discounts, but you must be aware that for many this is a “driving force” so play to your strengths in your marketing Quality - Are you willing to pay more for quality? Many people are Service - think of Norstroms who prides itself in its service Information - this is the age of information! Consumers won’t by a toaster or a microwave without first buying a copy of Consumer’s Guide”, let alone a piece of real estate.

Make it quick (speed) and convenient for your clients to access lots of (choice) information.

Deliver the above at every available opportunity and your clients will not only love you, they will send you more business.

Saul Klein is a principal of RealTown™, an Internet training, consulting, and publishing company. For additional information, please contact The Frog Pond Group at 800-704-FROG (3764) or email: susie@frogpondgroup.com

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Written By Saul Klein ExecutiveAgent Magazine

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EXECUTIVEAGENT MAGAZINE

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Julio Cardenas Executive Agent of the Month

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Julio Cardenas Written by Haley Freeman - Ian Wiant Photographer

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ulio Cardenas, broker/owner of Century 21 King, is a respected leader in real estate and his community.

This down-to-earth professional helps to guide clients and agents to real estate success by utilizing tried-and-true methods drawn from his own life and experience. He has built a business culture based upon the same values he embraces in his personal life, proving the adage that what makes you a success at home is the same as what makes you a success in business.

Julio remembers being intrigued by one of his high school teachers who seemed to have all of the trappings of success. Julio learned from another student that the teacher was also a Realtor®. Soon after he graduated, an ambitious young Julio went to work as a property manager, overseeing a 22-unit apartment building and two houses in Los Angeles. He authorized improvements and purchases, hired and managed contractors, and collected rents. By the time he was 20 years old, he had passed his

real estate exam and began pursuing real estate sales.

Julio is humble about looking back and admitting that in those early days, he lacked the discipline and experience to be truly successful. “I didn’t know how to manage money. I would close a transaction and then give myself a day off. I was going about it the wrong way.” Julio was married with his first child when he came to realize that he needed to make some changes if real estate was to be his profession.

“Together with not knowing how to manage money, I didn’t know much about sales and that there is an actual skill that needs to be learned. I had to look at myself and take responsibility for what I had been doing wrong. I dove in with both feet, first learning to budget and then learning to present myself as a professional sales person.

I immersed myself in learning and becoming a student in the trade, and I had a big paradigm shift.”

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A friend gave Julio a set of cassette tapes by legendary real estate trainer Tom Hopkins. “I immersed myself in his ‘How to Master the Art of Selling’ program, and what I learned is that no one can teach you that which they have not done. Now as a broker, I mentor other agents, passing on what I have learned and the successes it has brought me in sales.”

Today Julio puts his nearly 30 years of experience as a salesperson, manager and owner to excellent use helping the nearly 150 agents at his two Inland Empire offices to serve clients with the utmost care and professionalism. He has devised a well-articulated set of core values: teamwork;

urgency; attention to detail; personal growth; and integrity.

“It is our goal to implement these core values in everything we do,” Julio explains. “The culture in my office is a learning environment, with a focus on personal growth and having integrity. Everybody is here to help one another, and we pay attention to details by making sure we are learning all aspects of the business. We all demonstrate urgency by not putting off what we can do today. We want all of our agents to be professional in dealing with buyers and sellers because we want them to come back to us when it’s time for them to make their next move.”

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Happiness Begins Now Julio personally meets with his support staff every two weeks, reviewing the successes everyone has had and evaluating what may need to change or adjust. “Mistakes are just an opportunity for us to learn what we need to do going forward,” Julio says.

Julio believes that being a good leader for his team requires that he give himself fully to the tasks of team management and development. He does not compete with agents; therefore, he is always available to assist them in growing their businesses. “There comes a time when you can’t do it all. I made a conscious decision not to compete with my agents, and now I dedicate my time to building the organization. That’s a big issue I hear about from agents, that their broker competes so all of the leads go to him and his team. I think if you’re going to be an effective leader and owner, you have to be available to your team.”

A pivotal word in Julio’s culture is “hospitality.” He explains that in his organization, hospitality indicates a willing spirit that delights in serving others. “There is quality, and there is service. That’s the minimum you should give to clients. But when we talk about hospitality, that’s a different level of client care. We do whatever is necessary to provide service in a way that

does not come across as burdensome.”

Hospitality is a trait that is also demonstrated with colleagues inside the office. “For example, I might be walking out and one of the agents comes up and needs help with something. I may have an urgent matter of my own, but I must stop and think about how I can help to fix their problem and be hospitable to them. Through my demeanor, I could come across as being burdened. Instead, the right thing to do is to stop and say, ‘Let me help you.’”

Julio has weathered all kinds of markets during his career, and he has learned to ignore negative propaganda and focus on creating positive momentum. “A client who owned many properties taught me something I’ve taken with me for a long time. He said, ‘If you sharpen your pencil too much, you’ll never see opportunities.’ I bought Century 21 King back in 2008, and I knew I was in for a rocky ride, I just didn’t know how hard it was going to be.

I had a hundred agents depending on me to keep the doors open, and I decided I wasn’t going to listen to the negative naysayers. I told agents we need to get out and talk to people and find the people who need our help. In any market there is still a certain percentage of agents who do well. Let’s get out there and be those agents.”

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Julio continues to apply that positivity to his goal of becoming one of the nation’s top five Century 21 franchises.

“Right now we are at number 30 out of 6,000 offices nationwide, but I never lose sight of our goal. I believe we can achieve it. We are still moving forward every day and hiring great people.”

and family are taken care of. She has definitely been my inspiration and motivation.” Sitting down to dinner with the family has always been an important tradition in their home, along with service to church and community. In addition to real estate, Julio also loves music, golf, running marathons and playing basketball with his boys.

Julio is the same man at home that he is at work, as evidenced by his happy, 28-year marriage. He and his wife, Vicky, have four boys between the ages of 13 and 24. “We are very proud of all of them, and my wife has done a tremendous job of being the mom they deserve. I have been fortunate to have her be our home engineer. It allowed me to go to work with peace of mind knowing my home

Zig Ziglar said, “People who have good relationships at home are more effective in the marketplace.” Julio Cardenas proves that these words are true.

ExecutiveAgent Magazine

Julio Cardenas CENTURY 21 King 8338 Day Creek Blvd., Ste. 101 Rancho Cucamonga, CA 91739 Tel: 909-481-6082 Email: JulioC21King@gmail.com Web: www.century21king.com CalBRE # 01841615 ExecutiveAgent Magazine

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Six Powerful Prospecting Tips

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or her way to recommend you to a friend or associate.

Most customers are initially reluctant to provide referrals without some basic training and motivation.

The answer to this question is painfully simple; the sixfigure sales reps spend more time on the phone and never forget to ask for referrals!

Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief roleplaying exercise will build your advocate’s confidence and keep them from over educating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance.

hy is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet?

Top producers don’t need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.

Six Powerful Prospecting Tips to Build Your Business Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his

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This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.

Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner.

Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to

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Written by John Boe

have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confidence and professional.

Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or

services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally.

Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success.

By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed!

John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. © 2008, John Boe International.

All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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A Team Is More Than A Group of People

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hen John Amatt led the 1982 Canadian team on a successful Mount Everest Expedition, only three people reached the summit. Many climbers who were part of the team, whose lifetime ambition was to stand on top of Everest, made the conscious choice to stay in the base camp. Why? Because they knew the effort was likely to fail if everyone tried to make it. They chose to forego their individual dreams in favor of helping the team succeed.

This wasn’t John Amatt’s first time to plan an Everest expedition. Ten years earlier, with one of his friends from Norway, he had gathered a team of world- class climbers from many different countries, for the challenge. But at the last minute, he backed out. Officially, it was to get married. “But that was just an excuse,” he said later. “I knew that, despite having the best climbers in the world, this expedition would not succeed. Everyone wanted to reach the top for their own glory or that of their country.

No one seemed willing to make decisions for the good of the team.”

His fears proved founded. Not only did the team not cooperate to make it to the top, at one point these sophisticated expert climbers even indulged in a rockthrowing fight.

A “team” is not just people who work at the same time in the same place. A real team is a group of very different individuals who share a commitment to working together to achieve common goals. Most likely they are not all

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equal in experience, talent or education, but they are equal in one vitally important way, their commitment to the good of the organization. Any group of people -- your family, your workplace or your community -- gets the best results by working as a team.

I believe that all of us want to be part of something bigger than we are. Team relationships fulfill that basic need.

They are an immensely powerful force, yet they always need to be nurtured. Be sure to show each team member exactly how far reaching his or her contribution can be.

The team, each member, and the larger organization will enjoy greater enthusiasm and ultimately greater success.

What makes a team? Individuals who are not equal in talent, experience or education, but equal in commitment.

It is not realistic to think we can live or work with others without some conflict, but by communicating about the differences, focusing on the common goals and not throwing verbal rocks, we will make great strides.

Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. Copyright© 2006, Patricia Fripp.

For information about Patricia’s Keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://FrogPond.com

ExecutiveAgent Magazine

EA

Written By Patricia Fripp

ExecutiveAgent Magazine

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EA

The Best Little Sales Book in the World

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s a professional salesperson I invariably find myself gravitating towards books, tapes, audios and videos that allow me to improve my selling skills. Perhaps I should read more novels, thrillers or even books about our local Triad history.

Unfortunately, I am a real sales and personal improvement junkie - in fact I own over 2,000 books related to sales and personal growth! I was recently browsing my personal library and came across a book that is, truly, one of the absolute best I have ever read on sales.

Originally published in 1992, it is titled Questions That Make The Sale and the author is a good friend of mine, Bill Bethel. In this little jewel (196 pages) Bill reveals all the secrets. A true sales genius, Bill Bethel believes what I, too, believe. And that is this - questions make the sale. Not flashy presentations (remember the movie Robocop?), not scores of “closing skills” (remember the movie Tinmen?)... instead, the sale is made with questions.

Bill breaks questions down to 5 basic types. Here they are: • Open-ended questions - “What do you think?”

• Reflective questions - “Let’s see if I’m clear on this. You’re saying that...”

• Directive questions - “Where do you think this would help you the most?”

• Multiple Choice questions - “Red? Blue? Green?”

• Closed-End questions - “Do you understand what I mean?”

This initial breakdown may look familiar to you. But let me ask you this. How often do you utilize them in your day-to-day selling? How often do you find yourself telling, presenting, selling and overcoming objections instead of utilizing just the right type of question at precisely the right time?

Bill goes on to explain that there are 8 classifications of questions.

They are: • Motivation questions - “What do you think you need to get the job done?”

• Prospecting questions - “May I see the owner?”

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• Qualifying questions - “What is your organization’s position in the market?”

• Probing questions - “What problems do you absolutely want to avoid?”

• Presentation questions - “How much time would this save you?”

• Objection questions - “You say it’s too complicated. What do you mean by that?”

• Closing questions - “What do we have to do to get started?”

• Follow-up questions - “Is it performing up to your expectations?”

It is my belief that if every salesperson could simply master the art of questioning, products and services would be sold at increasingly higher volumes and at increasingly higher margins within every organization from coast to coast. Not only here in the Triad.

Here’s my challenge to you. I would like you to do two specific things first, make a conscious effort to observe sales interactions around you and keep a mental log of what you see. How many questions are being asked? Is there a lot more telling and selling than asking? I believe you already know the answer.

Next, I’d like you to take Bill Bethel’s advice. I’d urge you to learn the masterful art of questions. Professional selling is all about asking. Not telling. It’s about working just as hard on the questions you ask as the product you sell. It’s all about discovery and determining needs, motivations, objections, problems, challenges, clarification and more from prospects.

There is little doubt that sales education is sadly lacking as it relates to what really (and I mean, really) does drive the success of a sale. Think about your sales education.

How many of Bill Bethel’s questioning skills have you been taught? How many do you use?

Better yet, how could your productivity improve if you learned them. I urge you to think more about the questions than the answers and you, too, like Bill Bethel, will become a top flight, first class sales professional.

ExecutiveAgent Magazine

EA

Written By Bill Brooks ExecutiveAgent Magazine

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JUNE 27, 2016 | OLD RANCH COUNTRY CLUB ALREADY IN OUR SIXTH YEAR, THE PWR CHARITY FOUNDATION’S PWR GOLF CLASSIC HAS BECOME A HIGHLY ANTICIPATED EVENT FOR PWR MEMBERS AND THEIR FRIENDS & FAMILY, AS WELL AS OUR AFFILIATES AND SPONSORS. GREEN FEE, CART FEE, RANGE BALLS, LUNCH, CLOSEST TO THE PIN CONTEST, LONGEST DRIVE CONTEST, AFTER PARTY

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Patterns Of Buying

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here are four common types of buyers out there in buyerland:

1. The Impulse Buyer - sees it & buys it.

2. The Investigator - researches, studies, thinks and buys.

3. The Fooler - researches (for maybe a year) and then one day walks in and buys. Looks like The Impulse Buyer.

4. The Never Buyer - investigates, agitates, & procrastinates. (Every salesperson’s nightmare!)

How do you identify who buys how? Ask questions.

You might ask the prospect directly or you might ask an assistant if the opportunity arises. “I noticed you just got a new phone system. How did that happen?” OR . . . “How did you buy your last car (or computer)?”

• Did some of the B activities, then one day called and had the phones installed the following week. (style #3) • Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4) Once you know the buying pattern you can tailor your presentation and your expectations to that buying style.

The reason so many salespeople - in real estate, mortgages or widgets - get frustrated is because they expect faster decisions. Many people cannot make fast decisions.

Morgan Carter, the Chicago PR guru, says: “Frustration is a function of expectations.” If your expectations are appropriate, your frustration is diminished. Lower frustration means more energy and that equals more sales.

Investigate those buying patterns!

With just a little prompting, people will tell you how they decided they need new phones: • They got out the yellow pages, made three calls, listened to three presentations the next day and had the system in place the following Friday. (Style #1) • They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the phones installed. ( Style #2)

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

ExecutiveAgent Magazine

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Written By Linda Brakeall

ExecutiveAgent Magazine

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BANKER EXECUTIVE

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

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

11/25/13 6:02 PM

Surpassing the status quo.

At Kinecta, we do it impeccably well.

Commitment? We’ve got loads of it.

• Ground-level marketing and sales support – For your clients who are selling their home, 7 days a week.

• Local direct lender means personal attention – We’re within reach and your clients are our top priority.

Value? Now we’re talking.

• First-time buyers – As low as 3% down payment, FHA loans, discounted credit union MI. • Jumbo Loans – To 90% LTV, up to $3 million.

Service? Nothing less than top notch!

• Your clients will be more than customers, they’ll be members. Member satisfaction score of over 85% in 2015!† • Free education & resources – Homebuyer and seller workshops, and homebuyer kit.

Curious? Allow us to share more – Contact us.

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

Member satisfaction score derived from Net Promoter Score, which measures how likely someone would be to recommend Kinecta.

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

10726-02/16

†