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EXECUTIVEAGENT MAGAZINE

John Aguirre Executive Agent of the Month

Inside Features: Tanya Glasbrenner Realty ONE Group

Elizabeth Kammen Keller Williams Realty

Eugene Prince Nationwide RE Executives

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EXECUTIVE AGENT OF THE MONTH

John Aguirre RE/MAX Real Pros

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Inside Features

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Tanya Glasbrenner

Elizabeth Kammen

Eugene Prince

Realty ONE Group

Keller Williams Realty

Nationwide RE Services

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JULY, 2018 Editorials

E XECUTIVE AGENT

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MAGAZINE

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

The Importance of Constant Self-Improvement -Craig Impelman

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How to Get Agreement from Someone Saying No -Rick Kirschner

ADVERTISERS’ INDEX - CAL City of Hope.......................................................34 Fairway Independent Mortgage...........................2

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Working And Living A Successful Day, Every Day -Rich Levin

iPhotography Studio...............................................23 NAHREP..................................................................14 PWAOR.............................................................................15

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

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3 Money Habits That Separate the Rich From the Poor -Jim Rohn

VAREP..............................................................................36

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener

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VALUE OF SILENCE -Dirk Zeller

© Copyright 2018 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Yesterday’s Impossibles -Zig Ziglar

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E XECUTIVE AGENT

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MAGAZINE

TANYA GLASBRENNER “The Power of Positivity” Written by Haley Freeman

Marie has always had the vision and drive to create her own success. She chose to build her real estate practice with a company that cultivates entrepreneurialism by providing its agents with the industry’s best business support, so she can focus on providing her clients with the best service. As soon as Tanya Marie obtained her real estate license, the referrals came pouring in from friends, family and former customers who already knew her to be a person they could trust with their greatest investment. Tanya Marie hasn’t let them down. With a business philosophy rooted in honesty and integrity, she guides her clients through the purchase or sale of a home with professionalism and care. People appreciate her unfailing communication and reliable follow-through. “When someone is trusting in me, I want them to feel there is no gray area and they know everything that is happening in their transaction. I try to be fully transparent, and I believe in being direct, but in a classy way. I’d rather tell someone everything up front, and when they’re ready to sell and buy again years from now, have them want to call me because they know I was looking out for their best interest. Your word is everything, and you’d better stand

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ealtor® Tanya Marie Glasbrenner believes that with the right mindset, anything is possible. She says, “I think if you work hard and have integrity, you can have anything you want in this world.” Tanya Marie brings her signature tenacity and positivity to her real estate practice at Realty ONE Group, where she is also cultivating a team under her own brand, GLDN Realty Group. As a longtime owner of a promotional printing company with her husband, Tanya

behind it.” Tanya Marie is a marketing and branding guru, and she leverages this skill to promote not only herself and GLDN Realty Group, but also her clients’ properties. “Branding and image is a huge thing,” she says. “I know from working with other businesses how important it is to have your logos and information out there and keep putting them in front of people. I always tell people, ‘You can’t be everywhere, but your logo can be.’”

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Putting her own advice into practice, Tanya Marie has branded her face and logo on materials that she distributes and displays throughout the Inland Empire area, including two box vans that she parks in prominent locations. She also turns every open house into an event, with sidewalk springer signs, flags in the yard and banners that tell everyone passing by this is a home they’ll want to see. “People come into my open houses and tell me they’re not even looking to buy or sell. They just wanted to meet me because they’ve seen my face on everything.”

As the mother of a young daughter, Tanya Marie says all she accomplishes would not be possible without the support of her husband and mother-in-law. “Success requires a team at home, not just at the office. I’m so fortunate to have a partner who believes in the same things and is willing to support me. I think as women, we need to learn not to be so hard on ourselves if we can’t make dinner or clean the house. We have to think about how much our time is worth and make sure we’re spending it where it’s most important.”

Tanya Marie also provides professional and drone photography, because she knows the importance of eyecatching images when it comes to enticing potential buyers to view a property. “It’s not just about dumping a lot of money into postcards and things. Being in the promotions industry, I know what works and what doesn’t.”

When it comes to her passion for helping others achieve home ownership, Tanya Marie says she has learned that you can accomplish “whatever you make important. Whatever you tell yourself is what will come from life. If having a home is important to someone, I am here to help them make it happen.”

Dedicated to her ongoing personal growth, Tanya Marie is energized by positive media. “I’m big on personal development and listening to podcasts. I have apps on my phone like ‘ThinkUp’ and ‘Pep Talk,’ and I like to listen to Tony Robbins. If I’m in a funk, I hit one of those and snap myself out of it. Also, a good book I read this year is ‘The One Thing’ by Gary Keller. I remind myself every day of what is my one thing I want to accomplish in real estate, my health, my marriage, as a mom, and in my relationship with God. It must be God, family, then business, otherwise anything can overtake you.”

Tanya Marie Glasbrenner GLDN Realty Group - Realty ONE Group 1260 Corona Pointe CT., Ste. 102 Corona, CA 92879 Tel: 909-753-6554 Email: Tanya@gldnrealtygroup.com Web: www.gldnrealtygroup.com CalBRE # 01967017

With her positive approach to life and business, Tanya Marie is looking for like-minded people to join her team. “I think it’s important to be surrounded by other people who want to grow personally and in business. Whether an agent is new or seasoned, if they have those traits, those are the people I’m looking for.” ExecutiveAgent Magazine


How To Get Agreement From Someone Saying No

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iddle me this: What technique works as well with a negative person at work as it does with a two-yearold at home? Answer: The Polarity Pattern! What happens when you tell a two-year-old to go to bed when the older kids are still up, or you tell a negative coworker that things “aren’t so bad”? The conversation descends along these lines. You ask a person to do something. You ask nicely. You are reasonable. And then they say, “I don’t want to (do what you want them to).” To which you reply, “But you have to do it.” And it’s straight downhill from there. Want a better idea? Use the polarity response! Because it turns out that when people don’t want to do something, they’re having a polarity response, and using what’s there is more likely to work than fighting or withdrawing from it. The good news is that this pattern works well with negative people, probably because they are in a polarized position already. I once had an opportunity to observe a brilliant therapist use this technique on a depressed patient who was doing his best to convince the therapist that he was completely hopeless. When all else failed, the therapist playfully agreed with him, saying, “Okay, you win. Of the thousands of unhappy people that I have worked with, you have convinced me that you are the most hopeless, worthless human being I have ever seen! There’s no point in trying to help you. You are doomed, completely beyond help.” The patient looked shocked as he considered that for a long moment, then replied, “Come on. I’m not that bad.” To which the therapist replied, “You’re not? You sure?” To which the patient replied, “Yes, I’m sure.” And that’s when the change work began.

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Another time, I was there when a CEO was complaining to his assistant how the employees in his company were inefficient, incompetent, and utterly incapable of doing a single thing right. His assistant, with a look of utmost earnestness on his face, suggested, “You’re right. Let’s take them all outside, shoot them, and burn the building down!” The CEO laughed at this idea, then admitted, “Alright, it isn’t that bad!” There are two ways to apply this polarity principle when dealing with your negative person. The first is to bring up the negatives before they do. If you can anticipate that they are going to attack your idea and point out its flaws anyway, might as well invite them to do it so that they are on your side! You say, “Here’s my idea, and here’s where I see it has problems. Bill, break it down for us.” The negative person hears that you are approaching your idea realistically, and may actually be satisfied. “No, that’s okay. As long as you’re aware of the shortcomings, I’m onboard.” A second way to use this is to just agree with the hopelessness of the situation, and take it one step further. Throw down the gauntlet by insisting that even they would be incapable of finding a solution to this problem. “You’re right. It is hopeless. In fact, not even you could find a way to solve this problem.” And that’s when you get the polarity response. Because the only way a negative person can stay negative to a person agreeing with them is to go positive. Don’t be surprised to see your negative person go in the opposite direction, telling you that it can be done and how to do it. Dr. Rick Kirschner is a motivational speaker, trainer, coach and bestselling author. Learn more by going to his blog.

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E XECUTIVE AGENT EUGENE PRINCE TM

MAGAZINE

Written by Haley Freeman

The Zen of Real Estate

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ealtor®-yogi-mom Eugene Prince is helping people bring new possibilities to life. With her global outlook, positive spirit and savvy business sense, Eugene guides people home to California from

Eugene’s own journey began in South Korea. After earning her bachelor’s degree in international business, Eugene came to the United States and continued her education at California State University, Northridge, and later, UCLA. While working as a litigation paralegal, Eugene deepened her study of yoga and pilates, earning her credentials as an instructor in both disciplines. A few years ago, Eugene saw real estate as an opportunity to bring her many professional passions together, leveraging her understanding of legal processes and her genius for connecting with people to help people enjoy a seamless real estate experience. Her established community of clients and students naturally trusted her to shepherd them through the momentous process of buying or selling a home with the same care and grace she brings to all her endeavors. In just a short time, Eugene developed a thriving practice based entirely upon referrals. She is willing to go wherever her clients need her, serving families across LA, Orange and Riverside counties.

all around the world, and she brings a refreshing vitality to the process of buying and selling both residential and commercial real estate.

People frequently comment on Eugene’s contagious energy and positivity. She is upbeat and compassionate, and her genuine care for people puts them at ease as they grapple with the many life changes that accompany a change of residence. “People get super emotional when they are in the middle of a real estate transaction,” Eugene says. “Being able to comfort people is such an important skill for a Realtor® to have. I feel like my ability as a Realtor® is directly related to how much I care about the people who are my clients. I think that keeping strong relationships with clients and being a good negotiator are some of my greatest strengths.”

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Even commercial real estate transactions can place emotional demands on clients. Eugene’s commercial real estate experience began when one of her pilates students, a doctor, was interested in purchasing a distressed property. Eugene had the acumen to navigate the complex legal process and appear before the bankruptcy court to help her client obtain the property. “Although my client is a well-educated professional, she had never been to court before. It is very intimidating for anyone. I told her, ‘I’ve been going to court for 10 years. I can handle this for you.’ It all went very smoothly, and we were able to get the deal done.” Eugene has a natural gift for languages and is fluent in Korean and English, and conversant in Japanese and Chinese. Due to her linguistic skills, she often works with foreign nationals who are making a home in the U.S. She has recently been refining her grasp of Chinese in order to accommodate the large influx of Chinese-speaking buyers. “It really helps to be able to talk to someone in their own language and understand their culture. They appreciate me trying to help them when everything for them is brand new. I help with translation during their transaction, and with other things that are not just about selling or buying a home. There are a lot of Japanese companies in Irvine, so many people relocate here for work. I can help them with finding the right preschools, schools, doctors - anything to make a smooth transition.”

Being a mom to a young daughter has added a whole new dimension of joy to Eugene’s life. “Becoming a parent requires lots of patience and love. As a mom, I’m lucky to have lots of opportunities to teach and love someone without any expectations. It helps me be a better Realtor®, as well.” According to Eugene, one of the things she loves most about yoga is the opportunity it gives everyone to be their authentic selves, and she brings that same transparency to her real estate practice. “When you teach people, you build trust. In yoga, I’m there to help people resolve personal issues and improve themselves emotionally and physically. We’re all wearing yoga pants and sweating together. I’m showing who I am, and they’re showing who they are. In real estate, much is the same. It’s not about the car you drive or how you dress. It’s about getting to know and accept each other. I want to show people who I am and what I can do for them with a sincere heart.” Eugene Prince Nationwide Real Estate Executives 9170 Irvine Center Drive, Suite 100 Irvine, CA 92618 Cell: 818.271.8250 - Office: 949.334.2900 Email: Eugene.Prince@gmail.com Web: EugenePrince.nre.cloud CalBRE # 02013469

Eugene also makes a significant contribution to the community. She often partners with local companies to offer free yoga and pilates classes. She is also a past board member and frequent volunteer with the Orange County chapter of the National Association of Asian American Professionals (NAAAP) and a regular supporter of 100 Women Who Care Orange County. ExecutiveAgent Magazine


Working And Living A Successful Day, Every Day

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he coaches of Rich Levin’s Success Corps are asked this question regularly: “Do you have an outline of a day in the life of a top producing Agent?” This was a challenging question to get answered because it varied so much from one Agent to the next. On one hand it is clear that there is no such thing as a universal schedule of a perfect day. Each Agent creates their own best schedule based on personal and professional style and substance. After all Real Estate Agents are the truest form of independent contractors. We are the most independent group of employed people on earth. When it comes to scheduling, this independence is also a great challenge. After speaking to many Agents we were finally able to distinguish many common elements that will make every day more successful for you. As you create your best daily schedule, enjoy the process. Enjoy your independence and the tremendous opportunity for success that is available to you. Take advantage of your profession’s flexibility and experiment with a daily schedule that works for you. You will know if it works for you by the results you obtain. If your number of appointments, listings, and sales increases while at the same time you are able to carve time for yourself and your loved ones you have found your ideal structure. You may experiences changes – don’t panic. Each change in the market, each change in your family, in your age and health, in your priorities and changes in unlimited other things affect the structure of your day. Those challenges and those changes are wonderfully human and consistent

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with the freedom and independence of our profession. Work through the changes and adjust your schedule accordingly. What follows are suggestions for your personal schedule to help ensure a productive and successful day. First, there is a comprehensive list of activities broken down into categories. Second, these activities are broken down into a schedule that includes the most common days’ times and time frames of our highest producing clients. These suggestions can be valuable tools and information to guide you in creating the schedule for your successful day, and how to make that day every day. Communication Checking and corresponding by e-mail – Daily first thing in the morning Check and correspond to voice mail – including ‘A’ buyers - Daily first thing in the morning Setting up Showings, inspections, Appraisals, etc. – Scheduled daily as necessary Returning phone calls – Scheduled time in the morning and afternoon Service Hour during which you call and report to all listed sellers, all pending clients and high ‘B’ buyers -Scheduled one day each week, Rich chose Thursdays Success Hours during which you contact leads, referral sources, past clients, and people in your Spheres of Influence – Three or four scheduled days each week Administrative functions: Paperwork, Processing, and Preparation – Daily Listing admin Sales admin Handling personal finances Personal Marketing

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Conducting Broker’s Opens Servicing yard signs, brochure boxes and other errands – Planned into daily travel Sales Functions – Daily late afternoon Buyer presentations and rehearsals Show houses Write offers Present offers and Negotiate contracts Attend mortgage appointments Attend closings

In Summary The same schedule will not work for everyone, but use these suggestions to help you create a successful schedule that works for you. Experiment with your daily schedule. Judge its success by the results you obtain. If your appointments, listings, and sales increase while at the same time you are able to carve time for yourself and your loved ones you have found your ideal structure.

Listing functions - Daily late afternoon Listing presentations and rehearsals Price reduction presentations Staging listings Attend and negotiate inspections Lead Generating Functions Success Hours and e-mail correspondence as above under communication Conducting Open Houses – Sunday afternoons Network meetings – Lunchtimes Preview property - Daily late afternoon Opportunity time – As scheduled Planning Organize the day – First thing each morning Leadership Hour – Scheduled one day each week, Rich chose Friday morning. Miscellaneous – As scheduled Attend sales meetings and office caravans Conventions and Continuing Education Do research on new tools and services Education time

Personal Days off – At least one full each week, Rich chose Saturdays Meals – Three times daily, Recreation – Something daily Exercise – Three to five times weekly Loved one’s time – As often as possible Worship or Meditation - Personal decision Day’s end – Choose a time and honor it

Please remember to enjoy the process of discovering your best daily routine. Enjoy the independence of this profession. And look forward to the tremendous opportunity for success that is an inherent benefit of a Real Estate career. You are in a tremendous business at a great time. Please call on us to help you take advantage of it. Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. © 2008, Rich Levin. 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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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: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

John Aguirre Executive Agent of the Month

ExecutiveAgent Magazine


Written by Haley Freeman - Photography by Ian Wiant

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f you ask Juan (John) Aguirre what he does for a living, he’ll say, “I’m a person who helps other people and their families attain the American Dream of home ownership.”

This is a passion inspired by John’s family, immigrants who came to this country with aspirations of a better life for themselves and their children. “My parents have been some of my greatest role models in life,” John continues. “They taught me that everything comes down to hard work. But even though they worked hard, they never made a lot of money. At a young age, I knew I wanted to put my effort into something that would allow me to provide well for my family while still taking care of other

people. I just didn’t know what that would be.” John was introduced to mortgage lending by a family member (Ralph Wicochea), and he quickly moved up the ranks in the mortgage division at Chase Bank. Being surrounded by highly successful people motivated him to stretch his abilities further. He went on to work with a real estate broker, where he continued to succeed after the financial crash due to his REO relationships. When the housing market turned yet again, John put all his ambition and expertise into real estate sales. “I fell in love with the real estate side of the business because I love helping people and building long term relationships.”

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With his high volume of referral business, John became so busy that he needed a team to help maintain his uncompromising customer service standards. Today he is joined by three other professionals who are equally dedicated to helping families achieve the American Dream: Realtor® Jaime Diaz, Realtor®/Buyer’s Specialist Ernesto Garcia, and Team Assistant Tee Sawhney. “They are an amazing group,” John says. “We all know each other’s strengths and weaknesses, and set each other up for success. We all know our trade, and we all have a similar mindset that is based on the belief that we are in the profession of customer service. I know my team is the best anyone can have.” John and his team are also united in their personal values. With a strong emphasis on family, the team often comes together with their spouses and children to strengthen their bonds outside of work. “I consider my team part of my family, and I try to get everybody together at least every other

month for a bowling night or a barbecue at my house.” As a leader, John invests in everyone’s success. “What’s the point of having a team if only one person is having success? My ultimate goal is for everybody on the team to make a very healthy living for their family. Anyone who is driven is always wanting to grow, and I invest time and resources into my team for that reason. A small but a powerful team. I believe a well-oiled small team can generate as much as a large one, as long as everybody has the same vision.” With 75 five-star Zillow reviews and counting, The John Aguirre Team at RE/MAX Real Pros in Eastvale is proving that their service is among the best the industry has to offer. They do more than simply open the doors on properties - they provide a seamless and comprehensive real estate experience that keeps clients informed and moving forward confidently during every step of the process.

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A recent buyer commented: “We knew we were ready to buy our first home but had no idea where to start. Juan, Ernesto and Jaime were so helpful from the moment we first contacted them. They helped us every step of the way and were always available to answer our millions of questions. They made the process so easy! They never pressured us, but even still they always made themselves available to help us and show us every house we were interested in. I have zero complaints and we love our new home! The John Aguirre Team is the best. I will continue to recommend them to all my friends and family!” A happy seller said: “John Aguirre by far is one if the best Realtors® available in Eastvale. He worked professionally and diligently with his team to get our house sold quickly! Not only is John knowledgeable, but he also sincerely works hard for every customer. He is always available to

answer questions and give advice. He worked tirelessly for our family, above and beyond our expectations. I highly recommend him and his team to sell your property!” The John Aguirre Team understands that a professional presentation is vital to a successful real estate transaction. They are always poised and polished, whether it is in their professional attire, their impressive buyer and seller presentations, or their eye-catching print and digital marketing. “Our buyers and sellers receive bound, professional packages outlining exactly what our team will do for them. First, we begin with setting up deadlines, expectations, and possible outcomes. For buyers, our packet gives a detailed breakdown of what they can expect during the home buying process, with explanations of writing offers and what the escrow process entails, and why it is important to do their due diligence with inspections.”

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John continues, “For sellers, we explain step-by-step exactly what we will do to get their home sold. For instance, we send mailers to the neighborhood inviting everyone to their open house, and we continue to do open houses until the home is sold. We market the property online across a number of real estate platforms, and we are a premier agent on three different sites, which gives them enhanced marketing. Professional photography is always included in our representation. We’re big on education, and we provide our clients with up-to-date information based on where the market is today.”

at what they do and my team wouldn’t be complete without their help. They are recognized as two of the top title reps in the nation, and I consider them my mentors. I surround myself with nothing but the best in this industry.” John and his wife, Barbara, have two children, Mason and Brooklyn, who attend school in Eastvale. As a result, John is a vigorous supporter of the local schools, and community. He is also a contributor to other causes that help make Eastvale a great community to live in. John’s tagline is: “Turning Houses Into Homes!”

The John Aguirre Team is also supported in delivering outstanding real estate service by their extended team of professional affiliates. “It is important that we work with like minded people, that represent our same values and goals. We work with a very knowledgeable lender Aron Jiminez at Fairway Independent Mortgage Corporation who provides exceptional customer service to our clients. Sharon Tyrrell at Capree Escrow is my go to escrow, Sharon and her team make the escrow experience a breeze. Tim and Debra Galli at First American Title are exceptional

“It’s something I truly believe in,” he says. “A house is just a house. What makes it a home is the family that takes ownership and makes it their own. The ultimate goal for my team and I is to help as many families as possible achieve home ownership, so they can have the experience of creating the home they’ve always wanted.”

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The John Aguirre Team Juan (John) Aguirre - DRE Lic #01886773 RE/MAX Real Pros 14268 Schleisman Rd., #410, Eastvale, CA 92880 Tel: 951.662.8579 - 951.212-9066 - 951.266.0180 - Email: johncaguirre@yahoo.com www.zillow.com/profile/TheJohnAguirreTeam - www.TheJohnAguirreTeam.com ExecutiveAgent Magazine


Yesterday’s Impossibles

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remember the media coverage which accompanied Sir Edmund Hillary’s feat of being the first person to scale Mt. Everest. He became an instant celebrity, even though he had failed in his first effort and left five of his guides dead on the mountainside. England recognized Sid Edmund Hillary’s tremendous effort by giving him the highest honor awarded a foreigner. Years later he was back in the headlines when his son climbed to the peak of Mt. Everest and a radio-phone conversation was held between father and son. Today, according to the government of Nepal, it’s very common for climbers to reach the peak of Mt. Everest. As a matter of fact, a one-day record of 37 people reaching the summit of Mt. Everest has been reported. Seven teams arrived within a half-hour period and created a climber’s traffic jam. Yes, yesterday’s impossibles often become tomorrow’s standards. On September 6, 1995, one of the world’s “unbreakable” records was broken. I speak of the “Iron Man” stunt of Lou Gehrig, who played in 2,130 consecutive baseball games. Gehrig’s record was thought to be unbreakable, but Cal Ripken broke that record and extended that streak to make it even more “impossible.”

Another record considered unbreakable was the number of hits Ty Cobb had gotten, but several years ago Pete Rose broke that “unbreakable” record. Today 12-year-old girls are swimming faster than Johnny Weismuller swam when he was the Olympic Gold Medal winner. Most of us get excited when we read about super-human achievements, but something that is much more important is when we break our own personal best records for accomplishments. Achieving better grades, a better work record, a better record of “being nice,” and a host of other records will make you a better person in the most important game of all - the game of life. Think about it - give it your best shot - break your own personal records and you will be 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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VALUE OF SILENCE

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he difference between great and good is very little. It’s the last inch, or two, that separates great from good. It could be the smallest detail that gets overlooked by most people, but to the person who wants to achieve greatness, it is never overlooked. In selling, it’s the little nuances of what we say and how we say it. It’s the properly selected words we use to convince the client to move forward. Too often, we wing it without spending the time to properly craft the questions. When the questions are delivered well, they will elicit the response we desire. In selling, we need to be a wordsmith. Just as a master silversmith works with silver to craft an elegant tea service, we must work with our words to craft a compelling reason to do business with us. A master silversmith spends time refining the silver over fire. The heat of the fire removes the impurities from the silver. The mold is then built for the silver to be poured into. Once cooled, the silver piece is polished to brilliance. Your words must go through the same steps to achieve perfection. As a good salesperson, you must think, write, and rewrite your words; especially the key words contained in your prospecting scripts, listing presentation, and objection handling scripts. You then need to mold these words into a comprehensive and cohesive presentation. The presentation needs to address the benefits of doing business with you, versus anyone else. It must focus on the client and clearly answer the question: Why should I hire you? Just as the silversmith will fail if the mold is inferior, so will the salesperson. Check your mold. Next, you must polish the presentation. You need to spend hours perfecting the delivery. The silversmith polishes the silver until it shines with brilliance. He will spend hours upon hours making it perfect. Then, when it is perfect, he stamps his logo, or signature, on the piece. When was the last time you practiced your scripts? When was the last time you taped your listing presentation? You stamp your signature on every presentation. How good is your signature? One of the key areas between good and great in the presentation is the silence. It’s the silence after a 26

direct question. Too many sales people fear the dead space in a conversation and think they have to fill it up. That need to fill the void will keep you from greatness in sales. The void of silence causes our client or prospect to think. At this moment the sale is made. Arthur Rubenstein, the world famous pianist, was once asked, “How do you handle the notes on the page as well as you do?” He responded, “I handle the notes no better than many others, but the pauses… ah! That is where the art resides.” Your sale process needs to be like a great piece of music. It causes a reaction and emotion from your client or prospect. The real artistry is in the pauses. It’s in the void of quiet after the question. Don’t run through the pauses with another question or statement. Let the power of the pause take over. Rubenstein would let the note resonate throughout the hall. Let your question resonate in the conference room, living room…wherever you are making your presentation. If you step into the pause you invalidate, or soften, the last question. You are at the moment of truth. You will find out valuable information about your client or prospect at that moment The power of silence is deafening. Make sure to use it to your advantage. Becoming a great salesperson requires watching the little things. Spend time daily breaking down the words and your delivery. Invest your time into practice. Perfect your craft of sales. Lastly, work to create and leave the pause in the presentation. There is immense power in the pause. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine


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E XECUTIVE AGENT

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MAGAZINE

A Vibrant Real Estate Experience Written by Haley Freeman

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t’s rare for someone to know from childhood exactly what they want to be when they grow up, but Elizabeth Kammen did. “Even in elementary school, I would tell my mom I didn’t want to watch SpongeBob SquarePants. I wanted to watch HGTV,” Elizabeth laughs. These many years later, Elizabeth is a successful young Realtor® at Keller Williams Realty in Westlake Village who is delivering a vibrant real estate experience via her own brand, Kammen Homes. Before embarking on her real estate career, Elizabeth earned her degree in communication with an emphasis in business at Cal State University, Channel Islands. She simultaneously earned her way to a sales manager position for a luxury retail brand. “I worked with so many different personalities, and I learned how to truly serve

clients versus solely selling a product. I kept a client book with personal details like their birthdays and their jobs, because my focus was to truly connect with the client. I preferred and still prefer to approach clients as people rather than approaching them for a sale.” While completing her degree and managing a luxury retail store, Elizabeth obtained her real estate license and began diligently interviewing with various companies, looking for the right place to launch her career. She found the perfect fit at Keller Williams, a peoplecentered company that invests in the success of both agents and clients, while giving back to the community. “I liked Keller Williams’ strong training program and the fact that Keller Williams agents help each other succeed instead of being in competition.”

Elizabeth Kammen

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Inspired by Team Leader Terri Arias, Elizabeth brought her considerable passion and energy to bear on her new career, earning the Keller Williams Culture Award, which was awarded to Elizabeth for exemplifying Keller Williams’ belief and value system. In her second year, she became an assistant team leader, helping to recruit and inspire agents, while maintaining her full time real estate sales career. “Terri is such a motivator and makes you feel like you can do anything you set your mind to. She believes it for everybody, and that confidence is contagious. She truly inspired me to inspire, and still does!” Elizabeth is tireless when it comes to helping her clients achieve their goals. She doesn’t just put up a sign and wait for something to happen. “I go the extra mile. I will door-knock and send mailers in the neighborhood of my clients’ choice to find an off-market buying opportunity. If I have a listing, I door-knock the whole neighborhood to let everyone know the home was just listed, send mailers, circle-dial the neighborhood and much more. I also keep my word. If I tell someone they’re going to get updates from me every Tuesday and Thursday, I put it in my calendar and stick to it. Communication is something I pride myself on.” Both buyers and sellers are raving fans of Elizabeth’s conscientious and professional care. Elizabeth created these extraordinary results for a recent buyer: “It was a pleasure working with Elizabeth on our condo purchase. What I most appreciated about Elizabeth was her casual, no-pressure sales and the excellent communication throughout the process. Each day, she provided updates on our transaction and literally walked us through each step. At one point, when it looked like our purchase was falling through, she hired a contractor to strengthen our negotiating in getting repairs completed by the seller, (which she paid for). This crucial action resulted in us getting a great deal, (appraisal came in $20,000 over purchase price). You can’t go wrong working with Elizabeth.”

A happy seller commented: “Talk about a first class, smooth experience. Elizabeth is so easy to work with and does everything with a smile. She sold my grandmother’s house for us, and the entire transaction was a breeze. From the listing process to escrow, I can’t imagine everything getting much easier. I refer her one hundred percent of the time when I hear that friends or family might be in the market for buying or selling a home. Thanks again Elizabeth!” Elizabeth’s lively personality energizes everyone around her. While real estate is a serious business, she still likes to show people her great sense of humor to lighten the mood and help them see her as the down-to-earth person she is. Outside of real estate, Elizabeth does improv at The Groundlings theatre in LA. “Growing up, everybody said I should be in sales, or an actress or comedian. About three years ago, I decided to just jump for it. It’s a great way to let loose.” Elizabeth’s earliest instincts about her calling in life were exactly right. As a Realtor®, she is a high-energy, high-integrity problem solver who is making a contribution by helping others navigate one of life’s most significant milestones. “What inspires me most about real estate, is that it’s like a puzzle. I love solving that puzzle and knowing that I’m helping people along the way.” Elizabeth Kammen Kammen Homes - Keller Williams Realty World Class 30700 Russell Ranch Rd., Ste. 200 Westlake Village, CA 91362 Tel: 805.279.0727 Email: ElizabethKammen@KW.com Web: http://www.KammenHomes.com CalDRE # 01981773

ExecutiveAgent Magazine


3 Money Habits That Separate the Rich From the Poor

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ere is an exciting thought! Why not work full time on your job and part time on your fortune? And what a feeling you’ll have when you can honestly say, “I’m working to become wealthy. I’m not just working to pay my bills.” When you have a wealth plan, you’ll be so motivated that you’ll have a hard time going to bed at night. So if you will indulge me, I would like to share a simple formula for creating wealth. Here’s my thought on how money should be allocated. The 70/30 Rule After you pay your fair share of taxes, learn to live on 70 percent of your after-tax income. These are the necessities and luxuries you spend money on. Then, it’s important to look at how you allocate your remaining 30 percent. Let’s allocate it in the following ways: Charity Of the 30 percent not spent, one-third should go to charity. Charity is the act of giving back to the community and helping those who need assistance. I believe that

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contributing 10 percent of your after-tax income is a good amount to strive for. The act of giving should be taught early, when the amounts are small. It’s pretty easy to take a dime out of a dollar. But it’s considerably harder to give away a $100,000 out of $1 million. You say, “Oh, if I had $1 million, I’d have no trouble giving $100,000.” I’m not so sure. $100,000 is a lot of money. Start early so you’ll develop the habit before the big money comes your way. Capital Investment With the next 10 percent of your after-tax income, you’re going to create wealth. This is money you’ll use to buy, fix, manufacture or sell. The key is to engage in commerce, even if only on a part-time basis. So how do you go about creating wealth? There are lots of ways. Let your imagination roam. Take a close look at those skills you developed at work or through your hobbies; you may be able to convert these into a profitable enterprise.

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In addition, you can also learn to buy a product at wholesale and sell it for retail. Or you can purchase a piece of property and improve it. Use this 10 percent to purchase your equipment, products or equity—and get started. There is no telling what genius is inside you waiting to be awakened by the spark of opportunity. Savings The last 10 percent should be put in savings. I consider this to be one of the most exciting parts of your wealth plan because it can offer you peace of mind by preparing you for the “winters” of life. Let me give you the definition of “rich” and “poor”: Poor people spend their money and save what’s left. Rich people save their money and spend what’s left. Twenty years ago, two people each earned a $1,000 a month and they each earned the same increases over the years. One had the philosophy of spending money and saving what’s left; the other had the philosophy of saving first and spending what’s left. Today, if you knew both, you’d call one poor and the other wealthy.

So, remember that giving, investing and saving, like any form of discipline, has a subtle effect. At the end of the day, the week, the month, the results are hardly noticeable. But let five years lapse and the differences become pronounced. At the end of 10 years, the differences are dramatic. And it all starts with the same amount of money—just a different philosophy. 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 Importance of Constant Self-Improvement

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oach John Wooden challenged himself every day with constant self-improvement: Never be satisfied. Work constantly to improve. Perfection is a goal that can never be reached, but it must be the objective. The uphill climb is slow, but the downhill road is fast. He believed that valid self-analysis is crucial for improvement. In order to improve a little each day, we must constantly be learning, and to do that, we must be observing constantly and stay open-minded. A key component of Coach’s constant self-improvement program was how he worked with his assistant coaches. He encouraged them to challenge his ideas, thus creating the valid self-analysis he knew was critical to self-improvement. In his book A Game Plan for Life: The Power of Mentoring with Don Yeager, Coach describes how Abraham Lincoln inspired his approach: An incredible example of Lincoln’s wisdom can be seen in the people with whom he chose to surround himself. I pride myself on having read just about every major book ever published about Abraham Lincoln, but the one that has affected me the most in recent years is Doris Kearns Goodwin’s exceptional text Team of Rivals. In this book, Goodwin examines in profound depth a well-documented but not widely discussed political decision: When Lincoln was elected to the presidency, he appointed a number of former political opponents to serve as his advisers and to fill various posts. By selecting men whom he knew disagreed with him or differed from his own platform, he assured himself, he would be confronted with legitimate challenges to his ideas, rather than finding himself in a pool of yes-men.

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“Based on Lincoln’s example, I encouraged my assistant coaches to speak up with ideas that might differ from or even completely contradict my own. Those disagreements never got heated, but sometimes they were very intense. Just as I imagine Lincoln would have been, I was pleased when those challenges arose because it meant that my fellow coaches were as passionate about our team as I was. Nothing ruins a team more quickly than apathy.” In Coach Wooden’s book Wooden on Leadership with Steve Jamison, Denny Crum, one of his former assistant coaches, describes working with Coach: “Coach Wooden never thought he knew everything. In spite of the fact that he’d been winning championships every year—four or five of them when I got there as an assistant coach—he wanted to keep learning and improving as a coach and leader. When I came up with an idea, he would never tell me, ‘Well, this is the way we’ve always done it and we’re winning championships. So, no, I’m not changing.’ He was open to change. His approach was to listen; if he thought it made sense, try it. If it works, great. If not, move on. He was always searching for ways to improve.” As Coach liked to say: A leader destined for success asks, “What can we do to improve?” A leader destined for failure says, “That’s the way it’s always been done.” As Coach Wooden’s grandson-in-law, Craig Impelman had the opportunity to learn Coach’s teachings firsthand and wrote about those lessons for his site, www. woodenswisdom.com. He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.

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Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE

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

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