JULY 2018 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Inside Features: Danelle Stroble First Team Real Estate

Ornela Torres Berkshire Hathaway HS

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EXECUTIVE AGENT OF THE MONTH

Leslie Lawson Big Block Realty

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Inside Features

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Danelle Stroble

Ornela Torres

First Team Real Estate

Berkshire Hathaway HS ExecutiveAgent Magazine

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 Fred@eamag.net www.ExecutiveAgentMag.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 - IE City of Hope..........................................................34 Finance of America Mortgage..................................36

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

iPhotography Studio...............................................23 loanDepot®..............................................................2 NAHREP.................................................................30 PWAOR...................................................................27

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

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

VAREP.....................................................................31 WCR........................................................................26

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, Mark Victor Hansen, Brian Tracy, Denis Waitley

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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

Written by Haley Freeman

“The Knowledge to Empower Others”

Ornela Torres

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ealtor® Ornela Torres proves that knowledge is power. Born in Mexico City to parents who were teachers, Ornela immigrated to the United States on her own when she was still a teenager. When she arrived, learned to speak English and assimilated into the culture while earning money to support herself.

“Because of what I went through, I can relate to a lot of people. It was difficult, and I worked hard to acquire the knowledge I have now. But it was a great learning experience, and I’ve learned to embrace difficult situations because they take me to a new level as a person and a professional.”

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With her indomitable spirit, Ornela has forged more than one successful career. As a young adult, she encountered a mentor who helped her to hone her customer service skills. “I learned the importance of building relationships and caring about people and listening to them.

He was one of the great role models in my life, and I’m still in touch with him.”

Ornela went on to an 11-year career as a luxury retail executive with prestigious brands including Calvin Klein, Chanel and Christian Dior. “Working in retail management taught me so much about business. I learned to deal with people under pressure and remain calm, and to guide people under my wing by taking notice of what they wanted. I went back to school and gained more knowledge about personalities, and it helped me to understand that whatever people buy, it’s all emotional.”

One day, as Ornela was working at Christian Dior in Beverly Hills, she realized that she wanted to be a part of something greater. She left the company and went to work for an outreach program in LA. A short time later, when she and her husband were refinancing their house, she was offered an opportunity to work for Bank of America. She worked hard to learn the ins and outs of mortgage lending, and when the housing market crashed and everyone else was leaving the industry, Ornela stood fast and applied herself to acquiring the knowledge to help people succeed in those difficult times. “I started learning all the programs and doing what I could for people. I did a lot of pro bono work, and I ended up getting a lot of referrals.”

It is no surprise that this compassionate people person ultimately decided to apply her talents to real estate. Today, she is an agent at Berkshire Hathaway HomeServices, and she has found that real estate is the perfect place for her to utilize all she has learned so far. Her first transaction was a $1 million purchase for a business owner, and her extensive knowledge of home lending was instrumental in his successful closing. All of the goodwill Ornela has

created along her journey is paying off. Her business so far is 100 percent referral-based, and she is so busy, that she relies upon the support of a marketing assistant and two transaction coordinators.

Ornela takes the long view in her advice to clients, looking out for their future best interests. “I believe the right time to invest is always today, but I also think you have to have a vision, because it is your home and your investment at the same time. It’s important to have a goal you want to attain. My job is to share my knowledge and guide people so they can achieve their goal. I want to help them buy the right home so they will be completely satisfied and find peace and happiness there. It is the place they will have their memories and have stories to tell.”

As a real estate investor herself, Ornela is also wellinformed about property management and can give timely advice to other investors who are building and managing their real estate portfolios.

Ornela says she is always learning because knowledge is the tool that has empowered her throughout her life. It is also her gift to others. “Knowledge is one of the most powerful tools a human being can have. My knowledge of real estate has empowered me and now allows me to empower other people to make the right decisions and attain their goals.”

Ornela Torres Berkshire Hathaway HomeServices California Properties 11642 Firestone Blvd.

Norwalk, CA 90650 Tel: 562.972.1372 Email: OrnelaTorres.Realty@gmail.com www.berkshirehathawayhs.com/ornela-torres-real-estate-agent CalBRE # 01970564

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

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Written by Haley Freeman

Danelle Stroble

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ust a few years ago, Danelle Stroble was a busy stayat-home mom with three kids. As her oldest was entering high school, she thought it would be nice if she could earn enough money to pay for private school.

Although she was educated to become a teacher, Danelle had always had an interest in real estate. She decided to get her license and see what she could create.

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Danelle strategically joined First Team Real Estate, the number one independent real estate company in Southern California, where she knew she would receive the training and support she needed to succeed while providing her clients with excellent service. What she didn’t know is that within a few short months, her business would skyrocket.

From her relatively small sphere of influence, Danelle began reaching out to other parents in her community, door-knocking, sitting at open houses and working the up desk at her office, and in her first year, she closed a staggering 22 transactions! She has remained a top-producer ever since, winning numerous awards along the way.

One thing she has learned is that real estate is not the potentially part-time career she had imagined. It is a rigorous and demanding vocation, but one she is utterly passionate about. “It’s so rewarding to help people with the home where they are going to live, raise their family and retire. It’s my job to be there for them whenever they need me, and I want to be there. I could never just turn my phone off at 5:00 p.m. and miss talking to them when they need an answer or are worried or excited about something.”

Danelle continues to work as a solo agent based in her home community of Chino Hills, with the support of an assistant and a transaction coordinator. Since she has lived in Chino Hills her entire adult life and the surrounding areas her entire life, she is intimately familiar with the unique features that make this a great community in which to invest in a home and raise a family. Her zealous client advocacy and unfailing attention to detail smooth the way for clients who are buying or selling homes, and her goal is to become everyone’s Realtor® for life. Today, her business is almost entirely driven by referrals, and she is thankful for everyone.

Dozens of clients have taken the time to share their experiences in vivid detail, giving Danelle the highest reviews while sharing how her professionalism and care contributed to the success of their real estate journey.

Here is what some of them said: “Our real estate transaction required coordination between selling and purchasing a replacement property

which can be an extremely complicated process when purchasing on a contingency to sell. Danelle was available 24x7 - honestly, we exchanged emails and text messages at midnight and 5:30 a.m. Her customer focus and commitment to service made us feel as though we were her only clients. And, when it was necessary to deliver less than favorable news, she did so with grace and integrity.

She worked tirelessly on our behalf and always provided solid and creative options to the challenges real estate transactions entail.”

“My wife and I are extremely blessed to have worked with Danelle throughout this process, but, most importantly, to know that we have a friendship for life. Every once in a while you meet someone who is dynamic, a go-getter, trustworthy, knowledgeable and down to earth. Danelle is all of the above and then some. From the moment we met her, we knew we had found our Realtor® for life. She was always willing to show us more homes, willing to answer all our questions and willing to go the extra mile. Danelle helped us find our new home to purchase. We highly, highly recommend her. If you are looking for a Realtor®, stop here - you have found her. Danelle and her entire team are rockstars!”

Danelle’s meteoric rise to real estate success was an adjustment for her family, all of whom are still in awe of their wife and mom turned real estate phenom. Now, all three kids are attending private school. For Danelle, it has been an exciting journey of self-discovery, one on which she has uncovered her professional passion and found the means by which to contribute to the happiness of other families while taking care of her own. “When all is said and done, I want people to be happy and love their home. It’s a privilege to be the one to guide them on their journey.”

Danelle Stroble First Team Real Estate 5861 Pine Ave. Chino Hills, CA 91709 Tel: 909-260-5534 Email: DanelleStroble@firstteam.com Web: www.Danellestroble.firstteam.com CalDRE # 01918815

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

ExecutiveAgent Magazine

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Yesterday’s Impossibles

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ExecutiveAgent Magazine

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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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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

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Cover Story

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

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f you’re looking for a dose of inspiration with your real estate experience, look no further than Leslie Lawson. This fire wife, mom, marathoner, NPC figure competitor and Realtor® not only wows with her best-inclass service, she inspires the best in everyone around her.

Leslie’s parents were her earliest source of inspiration.

“My family is from the Azores Islands off the coast of Portugal. My parents came to the U.S. not speaking a word of English, with limited funds and education. They became citizens, learned the language, and worked hard. I’m proud of my parents, and I am who I am today because of their role model.”

Following her parents’ example, Leslie applied herself to hard work, earning her way up from front desk, to sales and marketing, to management at Marriott. She later applied

her well-honed customer service skills as an internship coordinator at UC Merced.

Along the way, Leslie encountered her next great inspiration, her husband, Kevin, now a Deputy Chief with 29 years’ experience at CAL FIRE. When Leslie had trouble with her weight after giving birth to their two children, Taylor and Trevor (now 20 and 18), Kevin became her champion for change. “I was in a funk. I thought that genetically, this is what I was supposed to look like. My husband encouraged me to take up running. I went from a mini triathlon, to multiple half marathons, to finally becoming an NPC figure competitor. I realized that I had filled my head with a lot of ‘nos’ in life. An inspired experience comes from overcoming that feeling of ‘no’ and having the mental determination that comes with having somebody on your side telling you, ‘Yes, you can.’”

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Leslie had been intrigued with real estate ever since she and Kevin had purchased their first home, but she lacked the confidence to pursue it as a career. After her fitness transformation and her family’s relocation from Central to Southern California, Leslie decided she was also ready for a professional transformation. She approached a real estate contact and asked for an internship. Then she dedicated herself to learning real-world business skills while preparing to take her real estate exam, launching her new career on solid footing. She also obtained her license to practice in Nevada.

Recently, Leslie began a new season of her career when

she joined Big Block Realty, an innovative new real estate company dedicated to the success of both home owners and real estate professionals. “Coming here inspired me to grow as an agent and fulfill a goal I’ve always had - to build a team. I pride myself on my customer service, and as I’ve gotten busier, I don’t want to spread myself too thin. I won’t compromise service for my clients. So far, I’ve brought one person on with me, George Khazanovskiy, who has similar attributes and goals. I’m excited about mentoring other agents and helping them grow their business and selfconfidence. It’s a way of paying forward what others have done for me. And I’m excited about being able to help many more families become homeowners.”

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Becoming a team leader has added a new level of accountability and self-discipline to Leslie’s practice. “It’s one thing to be accountable to yourself when you’re working by yourself, but when you bring on somebody else, people are watching. You have to practice what you preach and hold yourself to the same standard that you want them to strive toward. I won’t ask anyone who works with me to do anything I haven’t done or am not willing to do.”

Her clients’ inspired experience comes from Leslie’s unfailing dedication to service excellence, which is enhanced by the genuine connection she forges with everyone she encounters. She is recognized as an approachable, responsive and caring person who is relentless in pursuing her clients’ best interests. She is more than a trusted advisor; she is a friend. “I’ve cried with my clients, I’ve screamed with them, and I even drink wine with them,” she laughs. “Seeing their life story evolve is one of the great rewards of my business. I approach every transaction like it’s a story that we’re writing together. As we go

on this journey together, I approach everything ethically and honestly, and I hope everything I say and do will be viewed in light of trust. I want to exceed my clients’ expectations so they will tell that story with a megaphone.

I think they can tell a better story about me than I can.”

With her five-star Zillow reviews approaching 100, her clients are not shy about broadcasting their enthusiastic praise of Leslie’s service. Here are comments from two of the many clients she has inspired: “Leslie is the best Realtor® in Temecula Valley! There is no one who will work harder for you. Her responsiveness to calls, texts and emails is unparalleled in the community (which is a rare thing today). Her knowledge of the market and trends is amazing, and she always is willing to take the extra minute to hear you and really understand what you need. We have had Leslie as our Realtor® on over five transactions and will only use Leslie moving forward! If you’re looking for a smart, resourceful and kind Realtor®, Leslie is your person!”

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“Leslie is the best! She is so personable and felt like family from the first time we met her. She was patient, supportive and responsive (literally day and night) throughout the home selling and buying process, even when we didn’t make it easy for her.

Leslie had our house sold with an above-asking offer the day it was listed! She then kept a smile and positive attitude while we searched for our new home. She went above and beyond to do all the leg work, and followed up with listing agents again and again without us ever asking. In addition to all of this, Leslie is a genuine and generous person. If you are looking to sell and/or buy, you won’t regret taking the journey with Leslie!”

As a 23-year fire wife, Leslie has a special passion for supporting first responders, whether she is helping them find the perfect home or acknowledging their service to the community. She is always willing to make herself available at odd hours to accommodate their work schedules and is sensitive to the special demands that are placed on family members during a move. Leslie has helped organize a safety fair within her HOA community, connecting her neighbors with local emergency services and the people who deliver them. She is also a supporter of the fire fighter’s benevolent fund, and she delivers cookies and cakes to local fire and police stations on a quarterly basis.

Leslie is dedicated to helping people silence the inner voices that perpetuate fear and doubt about buying a home, replacing them with the excitement that comes with embracing a new life. “I want to inspire people who have been renters all their life to experience the joy of owning their own home. I want to help people who have had short sales or fallen on hard times to rebuild their personal wealth. I want to help people overcome the fear of relocation and moving to experience something new. I have gone through similar things, and I can connect with what they’re feeling. But I’m proof that with the motivation and the support of people who believe in you, everything is possible.”

Kevin and Leslie Lawson attending the Burn Institute Spirit of Courage Awards Banquet in San Diego

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LESLIE LAWSON Big Block Realty 27450 Ynez Rd., Suite 316, Temecula, CA 92591 Tel: 951-852-0080 - Email: Leslie@leslielawsonhomes.com Web: leslielawsonhomes.com - DRE #01896125 - BBR DRE # 01885775

ExecutiveAgent Magazine

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 24

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

SILENCE ExecutiveAgent Magazine

25

Our Mission statement is We are a Network of successful Realtors®, advancing women as professionals and leaders in business, the industry and the communities we serve.

My name is Nancy Marshall I am President for Women’s Council of Realtors® Southwest Riverside County 2018.

Why should you join Women’s Council of Realtors® as a Realtor®?

Today Women’s Council is a Nationwide community of 16,000 real estate professionals who include many of the best and brightest in the business.

There is a large opportunity to receive referrals.

Women’s Council of Realtor® members make generally more money than your average Realtor®.

We have educational programs to help our Realtors® in their business.

Today, Women’s Council is the twelfth largest U.S. women’s professional organization and has one of the most successful communication network in the NAR family.

I also want to let you know that Woman’s Council is not just for women we have a lot of men joining our network because they also see the benefit of Women’s Council.

Southwest Riverside County consists of a really strong board.

Looking forward in meeting you soon.

Thanks Nancy Marshall / Real Estate Places REALTOR® / NAR 2018 Women's Council of Realtors® - President DRE Broker # 01903556 DRE # 01896743 (909)-631-1672

Want to sign up or have questions about membership please contact our Director of Membership Terri Parker at 951-377-4111

8TH ANNUAL CHARITY GOLF TOURNAMENT

MONDAY

JULY 23

ANAHEIM HILLS GOLF COURSE 6501 East Nohl Ranch Rd, Anaheim, CA 92807

SHOTGUN START AT 9 AM

$175 SUPERTICKET

$40 INCLUDES:

PER PLAYER INCLUDES:

• Green Fee • Cart Fee • Range Balls

• Lunch • Longest Drive Contest • Awards Mixer

• Putting Contest • 2 Mulligans • Straight Drive Contest • Raffle Prizes

• Scratcher Game • Closest to the Pin Contest – Winner Receives a TESLA for 24 Hours

SIGN UP AT WWW.PWR.NET/GOLF TAX ID: 03-0511249

3 Money Habits That Separate the Rich From the Poor

H

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.

ExecutiveAgent Magazine

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.

ExecutiveAgent Magazine

29

Introducing: L'ATTITUDE !

NAHREP is partnering with L’ATTITUDE, a new event concept that highlights the powerhouse of Latino buying power, political capital and technological innovation that is propelling the American economy forward. Engaging entrepreneurs, business leaders, artists, politicians and industry influencers, NAHREP at L’ATTITUDE is more than an event, it is a movement.

at

L'ATTITUDE SEPTEMBER 8 - 11, 2018 MANCHESTER GRAND HYATT HOTEL, SAN DIEGO

Four days of content focusing on:

MEDIA, ARTS & ENTERTAINMENT POLITICS & CULTURE BUSINESS & ENTREPRENEURSHIP TECHNOLOGY & THE FUTURE OF EVERYTHING

Register at nahrep.org/convention

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Los Angeles chapter Veteran Charity Fundraiser - Golf Tournament

66 HOUSING SUMMITS

Friday • August 24, 2018 Rio Hondo Golf Club 10627 Old River School Rd • Downey, CA 90241

TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy VAREP SOUTHERN CALIFORNIA CHAPTERS

Coachella Valley Riverside San Bernardino

San Diego Los Angeles Orange County

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

The Importance of Constant Self-Improvement

C

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.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

33

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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