JULY 2018 SANTA CLARITA

EXECUTIVEAGENT MAGAZINE

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Jerry Gooze Executive Agent of the Month

Inside Features: Claudia Diaz Finance of America Mortgage

Elizabeth Kammen Keller Williams Realty

FIND OUT WHY WE’RE GREAT TO WORK WITH. THERE ARE BENEFITS TO WORKING WITH FAM Variety of loan options for buyers

Local underwriting for convenience

Direct lender with no middleman

Servicing to help buyers choose a loan

Grow your business with co-branding

Educating clients about home-buying

LET’S GET IN TOUCH (661) 510-8076 FOAmortgage.com/SantaClarita Visit our new branch at 25350 Magic Mountain Parkway Suite 300 | Valencia, CA 91355 This is not a commitment to lend. Prices and guidelines are subject to change without notice. Some products may not be available in all states. Subject to review of credit and/ or collateral; not all applicants will qualify for financing. It is important to make an informed decision when selecting and using a loan product; make sure to compare loan types when making a financing decision.©2018 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

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EXECUTIVE AGENT OF THE MONTH

Jerry Gooze Pinnacle Estate Properties

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17

Inside Features

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4

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Claudia Diaz

Elizabeth Kammen

Finance of America Mortgage

Keller Williams Realty

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 Direct: (949) 297-8323 Cell: (949) 702-9577 Fax: (949) 266-8757 FArrias45@gmail.com 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 - SC City of Hope.......................................................34 Finance of America Mortgage..................2 & 36

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

iPhotography Studio...............................................23 NAHREP...................................................................8 SRAR.......................................................................14 The Termite Guy......................................................3

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

VAREP.......................................................................9 WCR........................................................................15

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

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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

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Claudia Diaz Loan Consultant Written by Haley Freeman

“Claudia is a go-getter. She is equipped with years of knowledge and experience to find the right solutions.

Always friendly, courteous, professional and willing to

work with you and your needs. My experience with her was excellent. She kept us constantly informed and con-

nected throughout the entire process. Being first-time home buyers, we had many questions, and she was always available to answer even the smallest of them. She provided options and helped us lock in a good interest rate and close in 15 days. She and her team went above and beyond for us. I highly recommend her to any home buyer. You don’t need luck if you have Claudia on your side.”

The above is a comment made by just one of the many raving fans Claudia Diaz has earned in her 18-plus years in the banking and mortgage sector. Claudia began working as a bank teller shortly after she finished high school, and she soon found she had both a knack and a passion for doing home loans. After her success working with some of the industry’s largest financial institutions, Claudia joined Finance of America Mortgage, a company that takes a personal approach to home lending. This philosophy meshes well with Claudia’s warm personality and relationship-driven style of business.

Working with her longtime colleague Mike Ross, and her team member, Alma Sanchez whos background is over 20 yrs. experience in mortgage processing, and new member to the team Marie Ordaz who’s background is escrow and mortgage processing.

Claudia enjoys strong relationships and mutual respect that contribute to her professional productivity and a seamless client experience.

Creating a Path to Home Ownership ExecutiveAgent Magazine

With her depth of knowledge, Claudia is proficient in all kinds of loans, but her passion remains helping first-time buyers. “I find that down payment assistance programs are something that a lot of lenders shy away from. There is more paperwork, and it’s more time-consuming, but I don’t mind, because the objective is to help a family who maybe didn’t have the savings to achieve home ownership. I love helping them achieve the American Dream.

When someone has been told by another lender they need $30,000 to buy, and I can make it happen, it’s very rewarding.”

kinds of materials to help them generate more business. I also enjoy doing open houses with my Realtors®. It gives me a chance to get to know them, and I’m available to pre-qualify buyers on the spot.”

According to Claudia, she couldn’t do her job without the support of her husband, Rey. Outside of work, family time with their two children, Rey and Amaya, is a priority. They recently purchased a trailer for camping, and they are looking forward to new adventures together exploring California’s limitless parks and beaches.

With her positive, can-do approach to lending, Claudia is a problem solver who looks for ways to say yes to home loans. This quality is also an asset to her real estate partners, who know they can rely upon her to find solutions in challenging situations. “We may have to get creative, but I really believe there is a loan for every client. With the short home inventory we’ve been experiencing recently, I get creative by promoting some of our rehab loans.

Now we can finance some of the home repairs with the purchase to make the house the borrower’s dream home.”

Claudia was born in Mexico and raised in the San Fernando Valley and proud of her Mexican Heritage. She knows first-hand the promise and joy of achieving the American Dream. “I really care about people. They’re not just another transaction to me. I understand when they’re feeling anxiety or concern, and I try to make sure all of their questions are answered. Even if it takes six months or a year, I will create the path for them to achieve home ownership.”

Finance of America Mortgage is known as a mortgage innovator, with programs designed to meet the changing needs of the market. “Another creative product I like to recommend is our conforming 80-10-10, where the borrower puts 10 percent down with an 80 percent first and a 10 percent HELOC. There is no PMI, which can also make the difference in qualifying for the monthly payment.”

Claudia Diaz NMLS ID 266149 Finance of America Mortgage 25350 Magic Mountain Parkway, Suite 300 Valencia, CA 91355 Tel: 818.970.9496 Email: CDiaz@financeofamerica.com Web: www.foamortgage.com/cdiaz

Claudia and her real estate partners also benefit from the outstanding marketing support her team offers. “Our marketing director, Donna Ross, has two great people working with her, and together they deliver marketing on steroids! There is so much available to our Realtors®, and our team fully takes care of them. We can co-brand all

©2018 Finance of America Mortgage LLC is licensed nationwide | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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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.

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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.

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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...

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View the full VAREP Events Calendar at:

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

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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

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.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

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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

ExecutiveAgent Magazine

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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UPCOMING EVENTS & CLASSES FOR MEMBERS • July 10, 2018 Wake Up YPN

• August 13, 2018 Dodger Night

• July 18, 2018 Keys to Financing Commercial Real Estate

• August 14, 2018 Wake Up YPN

• July 19, 2018 Lunch & Learn: Financial Planning for Realtors w/ Tax Benefits

• July 24, 2018 Education Class: All About Disclosures

• August 15, 2018 Commercial Class: Effective Commercial Lease Agreement • August 16. 2018 Lunch & Learn: State Wide

Buyer & Seller Advisory Key Inspection Topics

• August 29, 2018 Deadline for Accepting Donations to Blanket & Socks Drive • August 29, 2018 Blood Drive

Visit www.SRAR.com for more information on all events and classes!

Accepting Donations Until August 29, 2018 Bring all Donations to SRAR: 7232 Balboa Blvd. Van Nuys, CA, 91406

YPN BLANKET & SOCKS DONATION DRIVE If you would like more information or a collection box for your office, call Kathryn Cooney at 818-947-2250

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Cover Story

Jerry Gooze Executive Agent of the Month

ExecutiveAgent Magazine

Helping People Move Forward in Life Written by Haley Freeman - Photography by Ian Wiant

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or nearly four decades, people in West Hills and beyond have known that when they are ready to make a move, it’s time to call Jerry Gooze and start packing! Jerry has been a trusted friend and advisor to hundreds of families, and he has successfully closed hundreds of millions in Southern California real estate along the way. He has earned numerous well-deserved honors over the course of his career, and he remains a top-producing agent at Pinnacle Estate Properties in Northridge.

Jerry is also a recognized real estate authority, who shares his insights on the “Livin’ the Good Life” radio show, on the Los Angeles Angels Radio Network (AM830).

Jerry fondly remembers his childhood home near the Arizona State Fairgrounds in Phoenix and the summer nights when he perched in his backyard treehouse, watching with wonder as fireworks shattered the night.

He also remembers how those magical moments ended when his parents divorced, and he and his brother moved

with their mother to Michigan, where they lived in an apartment. “Right away, I noticed it wasn’t the same as my house,” he recalls. “I wondered where my backyard and my treehouse went. Life was teaching me how terrific a house is.”

Jerry’s father was an attorney and a real estate broker in Arizona. While Jerry was raised to be a lawyer, his father told him, “Jerry, the law is fine, but real estate is more fun.” Jerry tried law school, and he soon found that a life of “causing trouble for other people or getting them out of trouble when they shouldn’t be” didn’t feel like a fit.

An organically positive person, Jerry wanted a career that matched his own sunny frequency. “I went to real estate school, and from the beginning, I was fascinated even by the most mundane aspects of real estate.” He got his license, joined Century 21, and made Rookie of the Year.

A short time later, he became Century 21’s number one Realtor® in the entire San Fernando Valley!

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In 40 years, Jerry’s enthusiasm for real estate has never dimmed. “I just keep helping people move forward in life,” he says. “It’s so exciting to be buying a first home, upgrading to a new home, or selling a home that’s become too big, for a profit. I believe that being a Realtor® is positive and noble work when it’s done right. I’m very proud of this profession. I feel that I am making good use of my life and making a contribution.”

Jerry’s philosophy about how to do business has never changed, either. “I know that if I take care of my client, I don’t need to worry about me. I sincerely care about people. That has to come from inside and from the heart.

There is no limit on the hours I work for someone. They don’t do this every day - that’s why they hired me. I’m always in touch, and always available all hours of the day and night. That’s what I signed up for. When a buyer or seller sees dollar signs reflected back in a Realtor’s® eyes, they shy away. A commission comes from a job well done and being worth it.”

There is no doubt that Jerry’s clients believe he is worth it. Dozens have taken the time to tell their stories on Zillow and share their reasons for recommending him. One client who sold and then bought another home with Jerry said this:

ExecutiveAgent Magazine

Call Jerry Gooze...and Start Packing!!!

“We were looking for a real estate agent who was professional, experienced, knowledgeable, responsive and courteous. Little did we know a new friend would be added to our family; Jerry is the type of person who is kind, caring, happy and always pleasant to see and deal with. Jerry’s approach to setting a fair price for the sale of our house got us an offer well above asking price. We were lucky enough to learn from his strategies that, when put into practice in this business, got us the best results without getting greedy.”

“The icing on the cake came when Jerry was able to help us get the house of our dreams after months and months of searching. Jerry was extremely patient and professional

at all times. We could have not done it without him. Jerry should be so proud to be a part of helping people live the American dream with every family who is lucky enough to have him as their real estate agent. Thank you for everything Jerry!”

Jerry is supported in delivering this exceptional level of client service by Linda Gray, a licensed agent who also acts as his assistant. “Linda does a great job, and some of my testimonials mention her, as well. She is in charge of the paperwork because I like to be with people, but she’s great with people, too. We work well together and make sure all of our clients’ needs are covered.”

ExecutiveAgent Magazine

While many senior real estate agents delegate open houses to their junior associates, Jerry still enjoys hosting his own open houses. “The first broker I worked with taught me a great thing! He said, ‘Having an open house is like having your own branch office.’ To this day, I still do it. It’s not just about selling that one home. When I put out my signs, I’ve already won. I’m telling the whole area that Jerry’s here working again. I also enjoy that oneon-one time with people. I like to create a very casual, no-pressure atmosphere and let them take in the house.

To show a house properly, you as the agent should not over-sell. I don’t believe I can sell a home to a customer. I believe they’ll choose the home, and I’ll help them get it.”

This is just some of the sage advice that Jerry shares with other agents in the classes he leads at Pinnacle Estate Properties. Jerry is excited about the next phase of his career - transitioning to become a mentor and coach. “I feel so blessed by my career, and I want to pass it on to other agents with the hope that they’ll enjoy it as much as me. I want to find the ones who love it so I can help them get as

much out of it as they can. I think that people don’t respect the expertise of Realtors® as much as they used to. We need to do a better job of explaining what we do. For those who take it seriously, this is a true profession like a doctor or a lawyer. There is a lot of money on the line, and a good agent will earn their client far more money than that client will pay in commission.”

Jerry’s goal is to help every party to a real estate transaction move forward in life. That means crafting terms that are a win-win, and his mantra is to always be “fair and reasonable.”

“I believe in working together to be fair with everybody.

I’m excited that the buyer is buying and the seller is able to move on. Buying or selling a home should be an emotionally uplifting and positive experience. I’m gratified to be able to give that to people.”

ExecutiveAgent Magazine

JERRY GOOZE Pinnacle Estate Properties 9137 Reseda Blvd., Northridge, CA 91324 Tel: 818.425.6655 – 818.999.3599 - Email: jpgooze@aol.com Web: www.jerrygooze.com - CalBRE # 00692435 ExecutiveAgent Magazine

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.

ExecutiveAgent Magazine

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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.

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SILENCE ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

A Vibrant Real Estate Experience Written by Haley Freeman

I

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

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