JUNE 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Victor And Carolina Executive Agents of the Month

Inside Features: Matt Ahlmann Social Networx Inc. Pauline Woelky United One Realty

TM

CALL imortgage TODAY!

909.912.7835

WELCOME ABOARD! At imortgage we understand that in today’s market, home financing requires a company with a proven track record, financial strength and integrity. Our unwavering commitment to excellence in these three key areas has earned us a reputation as one of the most well respected companies in the industry.

Check out our branches in Rancho Cucamonga and Temecula Today!

RICHARD HEDRICK Branch Manager

Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 01222016ke

Executive Agents of the Month

21 17 Victor & Carolina Prieto RE/MAX Champions

Professional Profiles

6

12

Matt Ahlmann Social Networx Inc.

4

Pauline Woelky United One Realty

ExecutiveAgent Magazine

June, 2016 - Inland Empire Editorials

E XECUTIVE AGENT

TM

MAGAZINE

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

10

The Best Things In Life Aren’t Things -Tony Alessandra

26

Boost Your Business Become An Advisor -Bob Corcoran

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

24

HARCOURTS Premier Properties..................................31

Go Google Yourself! How Are You Known In The Marketplace?

-Graig Harrison

imortgage..................................................................2 i Photography Studio.............................................23 PWAOR...................................................................30

32

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

Quit Being A Salesperson...

-Mark Hunter

United Loan Center................................................36

28

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

Executive Briefing -Richard Weylman

14

© Copyright 2016 Executive Agent Magazine. All rights reserved.

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

Finding The Right Way To Motivate Your Employees -Chris Widener

8

Planning!!

-Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

Matt Ahlmann

W

hen we introduce ourselves to people, the first thing we usually do is share our story – where we come from, what our family is like, what we do for work, how we spend our free time. Statistics demonstrate that more than 80 percent of potential clients

will have their first contact with us online. So who is the person they are meeting when they visit our websites, our online profiles and our blogs? Are all of these sources presenting a consistent and accurate picture of who we are and what we do today?

ExecutiveAgent Magazine

Using Technology to Present the Real You Matt Ahlmann and his team of creative geniuses at Social Netoworx Inc. are helping real estate and small business people to utilize the right technology tools and social media platforms to introduce themselves to the people they want to meet and then deliver the services people are seeking.

Matt and his three co-founders, John D. Reyes, Margie Kossman and Liz Kossman are old high school friends who first braved the business world together working at McDonald’s. The four joined forces again years later to open their own phenomenally successful mortgage lending office. Through that experience, they learned the nuances of real estate and developed relationships with numerous professionals. And as technology changed the industry’s landscape, they observed that “there was a huge void in the industry in terms of familiarity with technology and how to use it,” Matt recalls. “We said we’d bridge the gap.

Our company helps professionals evolve by learning to leverage social networking and mobile technology, and we deliver these skills with an understanding of real estate and lending, because we did it.”

As a technology translator, Matt speaks to real estate audiences around the nation in plain language. He takes the fear and frustration out of using these miraculous and sometimes baffling tools, with the patience to assist professionals of every skill level. From those who can’t copy and paste an email, to those who live their lives on social media, Matt and his team can help anyone become more tech savvy in their business.

“It’s not just about being familiar with the various platforms,” Matt explains. “In the end the question is, is the medium making you money? First we figure out who your target audience is, consider what kind of content you’re putting out there, and if it’s in the right place to be heard.

Then we can help to leverage it.”

Brand consistency is also vital. “Real estate professionals need to understand the importance of being found quickly and in the manner the consumer is looking for them. When agents jump from one company to another, they leave behind a trail of digital bread crumbs. Consumers get confused about who the agent is, and the agent instantly loses credibility. We’re here to help build a digital presence that showcases professionals correctly, one that builds trust and communicates with the public the way they want to be communicated with.”

The experts at Social Networx have developed a full range of resources to help business owners understand and utilize technology, from live seminar training and

an Online University, to services like website design, high profile video production and fully integrated online branding. They have also developed a service called Smart Listing Solution, a comprehensive marketing package for real estate listings designed to wow clients and deliver quick sales results.

Matt and his colleagues are widely recognized across the industry as the go-to technology experts. Social Networx teamed up with CAR Education to provide one of the first structured social media marketing solutions for their 160,000-plus members. “Agents are going to start seeing our on demand training available through whatever associations they are affiliated with. If they don’t currently have it through their association, they just need to let their association know they want it, and we’ll get it done.”

Matt and John also work very closely with Century 21, one of the most recognized brands in real estate. For nearly four years they have been invited to speak across the nation at individual franchises and at notable corporate events.

They also conduct social media trainings at select Apple retail stores in California. “A few years ago we showed them that we were using iPad to teach agents to do digital signings, and they saw we could help them sell more products. Working with them has been a lot of fun and a big honor, and our classes continue to grow in popularity.”

At 35 years old, Matt is highly relatable to clients who are both ahead and behind him in terms of age and tech proficiency. “I grew up with vinyl records and Polaroids, so I understand the old school and the new. When I’m speaking to a group of people, my goal is to connect with them and inspire them to try new things. Even when it’s uncomfortable, sometimes you just have to do jump in and do it.

That’s how you get past the fear, and we’re here to help.”

In this digital age, where so many encounters begin with a series of keystrokes and clicks, relationships remain the currency of business. The art of connecting requires that professionals are easily accessible, represent themselves authentically and offer the information people are looking for, resulting in a high-tech image that truly reflects the person behind the brand.

Matt Ahlmann - Social Media Strategist Social Networx Tel: 909-786-2107 Cell: 909-917-1717 Email: Matt@socialnetworxinc.con Web: www.SocialNetworxinc.com

ExecutiveAgent Magazine

EA

Planning!!

I

f I were to ask the question, Would you like to improve your productivity dramatically without working any longer or any harder? Chances are pretty good that you would say, “That would be nice! I’d be more effective and I’d probably get a raise! I might even have more fun in the process.”

Question: How many of you, on the night before the day you were going on vacation, sat down and wrote out a list of the things you wanted to be certain to do before you left work the next day? Chances are extremely good that most of you would say you had done that. And most of you would also admit that you managed to complete more than twice the number of tasks you complete on a normal day.

Now think about this for a moment: If planning your job on the day before you go on vacation increases your productivity, doesn’t it make sense that if you were to spend a few minutes every day before you start your work day contemplating what is really important and what you really need to accomplish, that you would have the same great results? And the chances are excellent – definitely better than good – that this process will attract favorable attention, probably leading to more job security, perhaps a raise, and maybe even a significant promotion.

The reality is, productivity has a direct bearing on profitability, and all businesses are interested – very much so – in profits. Profitability comes from loyalty, productivity, and having a character base from which to work. So as you ponder this question, I hope you will seriously consider not only planning your schedule as you prepare to go on vacation, but that every day you will spend a few minutes before you go to work planning how you can be more effective that day It doesn’t take long to plan; it does take a lot of time not to plan, because without a plan of action, people will impose on your time with idle chatter and requests that take you away from the task at hand. Not only will you be less effective, but the effectiveness of the people, who take your time for casual

8

chatter, or in some cases gossip, will be greatly reduced and everybody, including management and leadership, will be very unhappy about that.

Chances are good, regardless of the job market, the most productive people with the right attitude are the ones who really have more job security, and in most cases a better income. When you feel good about yourself and your productivity, you probably will also be performing better at home. When there is no job related stress you are more aware of your mate and children, if you are a parent. You will spend more time being better organized so you can spend more time having that balanced life that all of us are really interested in.

Planning for a balanced life will enable you to deal with the physical, the mental, and the spiritual aspects of your life. It will also enable you to develop more friendships, and stronger, better, more lasting relationships. There are many benefits that go with making the plan a daily part of your life. Time well spent results in more money to spend, more money to save, and more time to vacation. It will allow you to attend more of your children’s ball games or school functions as well.

A plan is always successful if the plan is good. And if you’ve been on the job for any length of time, you can develop a better plan of action so that everyone benefits from it. I’m talking about planning today for tomorrow’s future.

Think about it. I promise you’ll be more productive, happier, healthier, and have a much better chance for increased income when you are secure in who you are, where you are, and what you’re doing. I sincerely hope you’ll take action immediately to get that plan into your daily life.

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

EA

Written By Zig Ziglar ExecutiveAgent Magazine

9

EA

The Best Things In Life Aren’t Things

I

t’s been said that success is getting what you want, but happiness is wanting what you get. Or to put it another way: perspective, next to money, is the easiest thing to lose.

So, by all means, seek to increase your charisma. Try to become the most effective person you can be. Work at making a good first impression and projecting a positive image-but also try to retain self-awareness.

Look around you; think how you appear to others; be alert to the impression you’re creating, or trying to create.

If you try too hard to impress, or make a big to-do of the grand gesture, or come on too strong or too insensitively, you’ll often end up creating a negative impression.

The best impression and the surest way to charisma often just means putting others first. It’s been reported that one New York cab driver, for example, makes $30,000 more a year in tips alone than other cabbies.

Why? Because he offers passengers a choice of several newspapers, cold drinks, or fresh fruit. He asks them what kind of music they’d prefer, and otherwise does his best to make his customers comfortable. In hectic, brusque Manhattan, his small acts of decency make him stand out.

Thus, folks with the most effective images often are those who are the least obtrusive about it. In fact, sometimes it’s a simple act or gesture of courtesy-like announcing your

10

first and last name when you see someone who may possibly have forgotten them-that burnishes your image, that really sets you pleasantly apart. Or maybe it’s a short note of thanks for some favor. Or saying something nice and genuine about someone in front of his or her boss.

If never made, these gestures probably wouldn’t be missed; that’s why they’re so obvious when you make them. In other words, being a genuinely good person, who cares about others and who does things because they are the right things to do, may be the ultimate key to increasing your personal magnetism, or charisma.

Always do right because, as Mark Twain said, that will gratify some people and astonish the rest.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com

ExecutiveAgent Magazine

EA

Always do right because, as Mark Twain said, that will gratify some people and astonish the rest.

Written By Tony Alessandra

ExecutiveAgent Magazine

11

E XECUTIVE AGENT

TM

MAGAZINE

Pauline Woelky Written by Haley Freeman

U

nited One Realty is a local, family brokerage owned by Pauline Woelky and her husband, Mark.

They don’t lure clients with a big box name or kitschy taglines. They simply deliver the same reliable, expert service to their clients that they would give to members of their own family. As a result, clients become

the perfect home. Her first career selling pools provided a great segue to real estate. “A swimming pool is often the biggest purchase someone will make for their home.

I had a lot of experience sitting at the kitchen table with clients talking with them about making the investment and designing the perfect pool for the family memories they wanted to create. It prepared me for the same kinds of conversations I would have with home buyers and sellers.”

Pauline began her career working for another boutique real estate firm, and when she and Mark opened United One Realty, she wanted to bring that same personal, family atmosphere to their company. “Our clients are not just a number here,” Pauline shares. “We don’t just do a transaction and move on. We build friendships that last a lifetime.

It’s not really about how many homes we sell; it’s about making a difference in someone’s life. We want our clients to be excited to work with us again and eager to tell their family and friends about us.”

Mark also owns local mortgage company, United Loan Center. Together, Pauline and Mark are equipped to give their clients comprehensive guidance through every stage of a transaction. They manage the details quickly and efficiently, maximizing accountability and minimizing stress for their clients.

These same benefits make United One a great place for agents to work. “We want everyone who comes on board to feel like part of the team. As each agent builds their own business, we can all rely on each other to make sure clients get the best service possible. Mark and I are always available to answer questions or help with a meeting or transaction. Our goal is to build a solid core of six-to-ten, like-minded agents so that we can help each other work efficiently and do the best for our clients.”

like family, and that is exactly the kind of company Pauline and Mark want United One Realty to be.

Pauline is a multi-million-dollar producer with more than a decade of experience helping area families find ExecutiveAgent Magazine

Pauline and Mark weathered the recession years together as industry professionals. That experience helped them to be more versatile, and Pauline says they are better people and professionals as a result. “We decided to stay positive and make whatever sacrifices we needed to make to continue with both of our careers. We counted on each other along the way, and I feel that time brought us closer together as a married couple. Instead of thinking about ourselves, we focused on helping other people. I became certified as a distressed property expert, and I learned to be a better negotiator by helping buyers get their offers accepted over all-cash investors. I honed a lot of skills and developed many relationships that remain with me today.”

A determined and self-motivated professional, Pauline works hard to create fantastic results. She keeps pace with changes in the market and innovates new ideas to get homes sold. “When I take a listing, I don’t just put it on the MLS and wait to see what happens. I launch a full marketing campaign with videos, flyers, social media and networking with other agents. I will always go above and beyond to accomplish my clients’ goals. They’ve hired me and trusted me to get the job done, so I work hard to live up to, and exceed, their expectations.”

Pauline’s respectful peer relationships further enhance her real estate practice. She is an active member of the Finest Women in Real Estate, where she has “made valued friendships and learned from and been inspired by other women.” Pauline was recently elected as incoming president of the Southwest Riverside County Young Professional Network.

As the parents of three young children, Pauline and Mark are constantly striving to find balance and integrate all of the things that are most important in their lives, so they look for opportunities to cultivate relationships, support the community and spend time together as a family.

They love working in a profession that gives them the flexibility to be present for their daughters’ dance recitals and their son’s football games. Pauline and Mark recently participated in the Temecula Valley Fashion Show for the Inland Valley Community Business Foundation. They were the event’s business leaders and put together a fun dance number to open the show. Pauline was also a dress committee member for this year’s Operation Prom Girl where underprivileged high school students were able to pick out prom dresses, as well as receive inspiration and help with college planning and job placement, and she continueus to pickup any prom dress or shoes for next year’s event.

Pauline is fully invested in her community as a parent, homeowner and business owner. She enjoys welcoming new families to the neighborhood, adding to an extended family that grows larger every day.

Pauline Woelky United One Realty 41663 Date Street #100 Murrieta, CA 92563 Tel: 951-536-5550 Email: Pauline@unitedonerealty.com Web: www.MurrietaHomeSource.com CalBRE # 01484050

ExecutiveAgent Magazine

EA

14

ExecutiveAgent Magazine

EA

Finding The Right Way To Motivate Your Employees

Z

ig Ziglar says that there are three main ways to motivate people in general and employees specifically.

They are fear, incentives and growth. Let’s take a look at each one.

Fear. This is not good. Number one, it is not right, and number two, it does not work well in the long run and is not good for the overall health of the organization. Yet, still there are people who use it. They make blatant or veiled threats in order to get people to work. There is a better way.

Incentives. John Maxwell says that “What gets rewarded, gets done.” This is the technique that says, “If you do this, then you will get this.” The problem Ziglar sees, and I concur, is that people will be led this way for a while, and it will surely be profitable and productive. Yet eventually, most people come to the end of being driven by incentive.

This is because most people are innately driven by something even deeper.

• Days off to pursue personal development opportunities.

Invest in your employee’s personal growth and they will reward you with high motivation!

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

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

Growth. Personal growth. Do you ever wonder how the personal growth industry has gotten so huge? It is because it scratches an itch that lies within each person. Every person has within them, a desire to get better.

Now, obviously, some are more in tune with that desire than others, but each person has it, and it can be a great motivating factor.

First, here is how it does not work. You do not say “If you do this, then I will give you a personal growth opportunity.” That is still incentive.

Here is how it does work: You simply make it a core value of your business or organization that management will give regular opportunity for personal and professional growth to all members of the staff.

I say both personal and professional growth very purposely. There will always be the opportunity and need for professional growth, and the employees expect that. They may or may not appreciate it though.

However, personal growth opportunities, given with no strings attached, will be appreciated, and rewarded with ultra-motivated employees. Here are some simple ideas: • A “Family Library” stocked with books and tapes that help them in their family life.

• A Financial Resources section.

• Any kind of Development Seminar that will benefit the employee.

ExecutiveAgent Magazine

15

EXECUTIVEAGENT MAGAZINE

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

TM

Cover Story

Victor And Carolina Executive Agents of the Month

ExecutiveAgent Magazine

Victor And Carolina “One Call Is All It Takes” Written by Haley Freeman - Ian Wiant Photographer

R

eal estate is not their first success story. Before becoming Realtors®, Victor and Carolina owned and operated a highly successful service company begun by Victor, that eventually grew to two thriving locations due to their efficient business systems and spot-on customer service. They worked with large companies and even celebrities, but they eventually felt the desire to try something new. Victor says, “I bought some investment property, and the broker I was working with suggested that I get my real estate license.”

True to his resolute nature, Victor spent the next 30 days studying and then passed his real estate exam on the first try. At his next meeting with the broker, he announced that he had obtained his license and was ready to go to work.

“Victor & Carolina helped sell us our first home. We are

very lucky these two agents know all the ins and outs of the real estate business. They told my husband and I each step, and they explained everything to us. They always answered when I had a question. We will be using their services to buy our forever home. I now have family members asking for their number so they can get help from them. They are a great team, and I recommend them to everybody I know.”

“We are third time home buyers, and our experience with Victor and Carolina was, without question, the best experience we’ve had buying a home. Responsiveness was very important for both my wife and I. Victor and Carolina were consistent with regular communications. We would receive calls from one of them daily, even if it was just to tell us there were no new updates. It was a pleasure working with both of them. We plan to purchase rental property in the future, and when we do, they have our business.”

ExecutiveAgent Magazine

“Victor and Carolina helped us get what we wanted for the home we sold. The photos they took of the home were extraordinary and pulled customers in. We received several offers, and we were able to sell for full price. Using Victor and Carolina as our agents allowed us to save so much money on commission, and we did not have to price our house higher just to break even.”

These are just a few examples of the highly satisfied buyers and sellers who have worked with the powerhouse husband and wife team of Victor and Carolina Prieto at RE/MAX Champions. Victor and Carolina entered the industry with a fierce determination to succeed and a strong desire to help others achieve their goals and dreams through real estate. In their first nine months, they sold

more than 25 homes and earned the title of Rookie of the Year. They have continued as top-producing agents, supported by the number one brand, office and broker in their region and a team of outstanding professionals they have brought together to provide award-winning service to every client.

Victor and Carolina’s success in real estate is rooted in their genuine care for people and their love for what they do. Their high energy and positivity are constantly fueled by their Christian faith and by their steady intake of personal development from such teachers as Tony Robbins, Deepak Chopra, Wayne Dyer and Joseph Campbell, whose philosophy was summarized in the phrase, “Follow your bliss.”

ExecutiveAgent Magazine

Helping Others and Paying it Forward Victor and Carolina are indeed following their bliss, giving their very best to the people they meet every day and yielding happy results. Victor explains, “I always say we are in business because of our clients. We eat because of our clients, and we should be grateful to them. So we never take advantage of them, and we never take them for granted. Our obligation is to look out for their best interests, so that’s what we do on a daily basis. God is everything to us, so we say thank you for another day of life and for these beautiful people he has put in our path.

Everything else is just an extra bonus.”

in real estate. In every market, there are always people who need to sell their homes, but who do not have enough equity to pay sizeable real estate commissions. Creative problem solvers Victor and Carolina have come up with a series of innovative campaigns to help individuals who are in this difficult situation. “Sometimes people aren’t trying to make money selling their home. They just want to list it at a realistic price and get out of it as soon as possible. But adding six percent in real estate commissions may make it impossible to sell. So we’ve offered a series of discounts to sell people’s homes and help them get on with their lives.”

Victor and Carolina continue to invest in themselves by coaching with legendary trainer Craig Proctor and remaining up-to-date with industry trends. Technology and access to information are rapidly transforming both client expectations and the way services are delivered. The Prietos are well-informed and constantly adapting to the changing needs of their clients.

Every client, whether a transaction is large or small, receives the same professional care, which includes professional photography, comprehensive marketing and 24-7 customer service. Victor and Carolina’s methods are so effective that in the past four months, they have sold five different houses in only one day! Buyers also receive the benefit of Victor and Carolina’s network of solid peer relationships, granting them access to off-market inventory and eager acceptance of their offers based on the Prieto’s track record of integrity and reliability.

Motivated by their clients’ best interests rather than money, Victor and Carolina noticed an underserved area

Victor and Carolina with Broker Jennifer Puglisi ExecutiveAgent Magazine

Victor also describes himself as “the king of open houses. I love to talk with people. I am willing to spend all day there when other agents just want to spend a few hours. I meet a lot of qualified buyers who are looking for homes, and it’s one of the reasons we are able to sell our clients’ listings so fast.”

Victor and Carolina are supported by two transaction coordinators and a full-time assistant. “We also work with one of the best lenders in the business,” Victor says. “We have built the support for a larger team, and we are now looking to add more like-minded buyers’ agents, so we can help more people. Our broker, Jennifer Puglisi, is a humble, down-to-earth person who is always here to back us up.”

Now ranked among the top five agents in the company, people are constantly asking the Prietos for the secret to their success. According to Victor, the formula is simple:

“We genuinely love to help others, and we pay it forward wherever we can.”

Victor says he will never forget a transaction he and Carolina did early in their career. “We met a couple at an open house, and two years later they came to us for help in buying a home. Both of their daughters were in wheel chairs, and they were living in a 1,000 square foot apartment. The mom was a full-time caregiver. It took 20 minutes to get the girls from the van and inside each time we looked at a house. We promised we would find them a perfect home for their needs and we did! We beat out cash offers and negotiated the purchase of a 2,000 square foot home. I will never forget that family; there was a reason why God put them in our path. I know I have already closed my most rewarding transaction, and it still reminds me that this is what is most important about the work we do every day.”

ExecutiveAgent Magazine

Victor & Carolina Prieto RE/MAX Champions 121 S. Mountain Ave. Upland, CA 91786 Tel: 626-616-9100 - 626-616-8016 Email: VictorAndCarolina@yahoo.com Web: http://www.victorandcarolina.com CalBRE #01738957/01844386 ExecutiveAgent Magazine

EA

Go Google Yourself! How Are You Known In The Marketplace?

H

ow does the world see you? It may not be the way you see yourself. Either way, it’s time you find out!

Recently I typed my own name into a series of search engines to see how well known I was. Surprise surprise!

I learned in England I am a soccer star with adoring fan clubs and celebrity status; in New Zealand I’m a playwright, author and editor. Stateside I am either a Gastroenterologist in Kalispell, Montana or a gospel singer with 4 CDs to my name in Ohio. Who knew!

My point? We need to know how our customers regard us. Is there market clarity or market confusion? Are customers as clear about who we are and what we can do for them as we are? If not, it’s our responsibility to send a clear and consistent message about who we are and what’s special about us.

Be the Best At What You Do Best In our quest for customers there’s a tendency to try to be all things to all people. In our desire to be serviceoriented when a customer says “jump” we naturally say “how high?” Yet you should operate from a position of strength. Signal to others what it is that you do best. Let it flow off your tongue in your elevator speech, sparkle in your web banner ads and be reinforced throughout your collateral material. Whether it is your product line, company or the services you provide you must tell the world in a consistent fashion what it is that you excel in.

TAG — It’s You! Does your, or your product or service’s tag line tell a tale that’s embraceable? Many company names leave customers pondering what your core business is. If your name does not say it all, make sure your tag line tells the tale. Focus on the benefits, not the features. Emphasize the results of the work, not the process. The clearer you are on the results that accrue to your customers, the better they will be able to determine how best to hire you or buy your products.

24

ExecutiveAgent Magazine

EA

Written by Craig Harrison It’s Your Defining Moment If you do not define yourself and your business effectively your marketplace will do it for you. In terms of positioning, you want to be the focal point. There was once a database company whose brilliant engineering was undermined by weak marketing. Despite superior products, they lacked name recognition. They were resigned to introducing their company name, then having to say “Have you heard of Oracle? We’re a competitor of theirs.” As you can imagine, they no longer exist.

Carve your own niche, stake claim to your own territories and position yourself appropriately. Be known for your strength. When you come from that place of strength, competitors will be left to carve out what’s left.

Once you Google yourself successfully you will leave the rest of the Yahoos in the dust!

Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com.

EA

ExecutiveAgent Magazine

25

EA

Boost Your Business

T

he joke goes like this: A friend at school tells little Johnny all adults are hiding at least one dark secret and to blackmail them just say, “I know the whole truth.”

So Johnny goes home and tells his mother, “I know the whole truth.” His mother hands him $20 and says, “Just don’t tell your father.”

Pleased, little Johnny greets his dad coming home from work with, “I know the whole truth.” The father gives him $40 and says, “Please don’t tell your mother.”

The next day on the way to school he tries it on the mailman, “I know the whole truth.” The mailman drops the mail, opens his arms and says, “Then come give your daddy a great big hug!”

Knowing the truth can really shake things up!

True in life and especially true in today’s real estate industry.

And knowing your facts now has never been more important for brokers and agents because buyers and sellers come armed with loads of information. The

26

days of showering sellers with stacks of information have gone the way of the dinosaur.

That means if you want to make a good living in real estate, you must kick it up a notch and know more facts than you’ve ever known before.

In short, you need to become an advisor.

The dictionary defines advisor simply as “an expert who gives advice.”

And that’s exactly what buyers and sellers need today -- an agent who can interpret information for them and guide them through the buying and selling process. They need an agent who’s confident and who expects success, and eagerly tells the truth like it is.

So what is the difference between an agent and an advisor?

Agents just want to list a home and hope it sells.

Advisors help their clients lead the market, not follow the market. They do that by knowing their market inside and out.

ExecutiveAgent Magazine

EA

Become An Advisor

Written By Bob Corcoran Advisors also put a premium on understanding the motivation of their clients. One of the questions we pose on what we call our Seller Information Sheet (feel free to visit our site for a copy of this at http://www.corcorancoaching.com/BrokerAgent.php) is why are you selling? When you learn the answer to that question, realize what you have is the client’s hot button and react accordingly.

Advisors are inquisitive because they know they must understand where potential clients are in the process. When you understand that along with understanding their motivation, you’re on your way to being a great advisor.

And please take a minute to read an article that gets more in depth at the job of an advisor titled “Tough Listing Is Tough Love”. The article covers some of the key traits of advisors: confident, optimistic, visionary, motivated, informed and many more.

To me, it all comes down to a mindset. You must adopt the mindset that you are an expert and make a commitment to work hard every day to make yourself better at your job.

Know your facts. Or, like Johnny, know the whole truth!

Best of luck to you!

And start promoting yourself as an advisor.

Consumers aren’t stupid, they know the real estate game has changed just like you do; they know they need advising when they reach the right point in buying or selling.

So look over your marketing materials – your brand – and determine if you’re coming across as an advisor and as someone who stands out from the crowd. As an expert.

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2008, Bob Corcoran. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com; http://www.FrogPond.com.

ExecutiveAgent Magazine

27

EA

Written By Richard Weylman

Acquisition—Growing Your Business With The Affluent and Wealthy Sales Keep You in Business--Only Marketing Can Keep You in Sales

28

ExecutiveAgent Magazine

EA

EXECUTIVE BRIEFING

A

dvisors are typically investing more time running their business than growing their business, i.e., becoming well known and trusted in the markets in which they desire to work. Part of the challenge is that many advisors are unsure just how to position and promote themselves to the affluent and wealthy market. The result is that their positioning and promotion is replete with mixed messages and weak value propositions that diminish their access and acceptance. Once the advisor has identified the market in which they intend to focus their efforts, they need to be clear about the value they can bring to these targeted groups and promote themselves appropriately. Unfortunately, few advisors understand the difference between selling and marketing. The confusion is largely due to the fact that most advisors believe their success path lies in their ability to make a sale. However, contrary to this belief, the fact is that the affluent and wealthy will only conduct business with advisors with whom they have developed a relationship and they feel they can trust. What are your advisors doing to become known and trusted in the markets in which they want to work?

Merchandisers Focus on Products-- Marketers Focus on People Much communication in the industry supports the concept that affluent and wealthy individuals buy solutions to their problems. For this reason, many advisors typically focus on promoting products and services to penetrate this market. However, successful market access requires more than targeting individuals with a product approach just because they have money in motion or have substantial assets. What significantly increases the advisors opportunity for success is their ability to focus on the “people side” of the business—getting to know and understand them and discovering what they are most passionate about.

Effective advisors act as marketers by identifying how their best clients and prospects network and communicate with one another based upon where and what they do for enterprise and/or recreation and what their special interest involvements are such as cultural and charitable. Thus, advisors gain favored access into their targeted markets by: (1) demonstrating a passion for their clients and prospects as individuals, (2) getting involved and becoming visible in their network, and (3) being authentically curious, interested, and engaged about their goals, dreams, lifestyle, and business activities. This approach establishes and cultivates the relationship. Further, the client or prospect gains confidence in the fact that the advisor has the desire

to partner with them to address their particular issues rather than solely to sell a product or service. Are your advisors focused on marketing to the people or on merchandising the products?

Stop, Look, and Listen The affluent and wealthy buy people before they buy products and services. By scheduling a meeting, they have already acknowledged that the advisor has the capabilities and credentials and the brand represented has value. That portion of the “sale” has been made. Therefore, instead of the advisor spending time at the meeting presenting a lengthy review of their credentials and experience, they should attend with a mindset to engage the client or prospect, observe, listen, and learn—listen intently to what they value and prefer, ask questions that reveal issues, and be open to discussion. With the insight gained, the advisor is more attuned to the particular needs and issues of their clients and prospects. This new awareness will enable the advisor to present an entire platform of specialized services and products available through them instead of pushing singular concepts or products. The end result is a positive presentation of informed solutions that differentiate.

When meeting with prospects and clients, are your advisors focused on themselves or gaining insight into issues?

C. Richard Weylman is an expert in helping financial services professionals and their organizations grow their business with the affluent and wealthy. To discover the many resources available to you call 800-535-4332 or visit www.richardweylman.com. CopyrightC 2002, Richard Weylman. All right reserved. Richard Weylman, CSP, serves as President of The Achievement Group, Inc., an Florida-based consulting firm dedicated to professionally and ethically help people move to the next level of productivity and fulfillment. He is the author of “Opening Closed Doors, Keys to Reaching Hard-to-Reach People” and numerous other sales, relationship marketing and management audio and video programs. To receive more ideas and insight on how to market to high net worth people, recruit quality people, or practice management issues, schedule Richard to speak at your next meeting, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com

ExecutiveAgent Magazine

29

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

Leader in innovation.

As profiled by Apple.

Harcourts are industry leaders in Real Estate technology. Our suite of mobile applications has been recognized by Apple as world class. Harcourts is one of the fastest growing real estate brands on the globe, now operating in 10 countries, selling over $13 billion of property per year.

To find out more about why Apple has identified Harcourts as a leader in innovations, and how the impact of our apps is helping our team win more business go to apple.com/business/harcourts

“Tools that help deliver even better service to customers.�

Apple Inc. press release, October 2015.

Harcourts Premier Properties P 949-877-3710 E hello@harcourtspremier.com

2017 Apple profile ad 7.5x10 HARCOURTS USA.indd 1

26/02/16 10:49 am

EA

Written By Mark Hunter 32

ExecutiveAgent Magazine

EA

Quit Being A Salesperson...

M

any sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can overwhelm the customer, causing them to become confused, ultimately losing any sale.

For the salesperson, it all begins when Marketing comes out with what they perceive as the greatest new product or service to hit the market. Marketing will proclaim that their latest creation will solve all of the problems any customer has or could possible ever have. They continue to lay it on with an assortment of product characteristics all matched to whatever issues the customer has.

Meanwhile, attentive salespeople absorb this information and subconsciously begin to look for ways to apply everything Marketing has proclaimed. It is only natural for sales professionals to believe the information and to assume that it applies to everyone. Once they adapt this mindset, one of the biggest “quiet mistakes” in Sales occurs. It is not an error made in front of a customer such as misquoting a price or missing a key date. Rather, it is a “quiet mistake” because it happens long before a sales call, and, therefore, becomes hard to see how it could result in a lost sale.

Anytime a salesperson is dealing with a customer, patience must be exhibited to not only find out what their needs are, but also to discover which particular need best matches what is being offered.

Unfortunately, salespeople often do not take the time to validate the needs they hear. Instead, they treat all of the needs as being equal, remember what Marketing has told them, and begin to think they have come across the perfect customer for their product/service.

This is where many sales are lost because the salesperson does not narrow their focus. Therefore, it is critical for sales professionals to think “sale”, not “sales.”

Top performing salespeople are confident of their skills and their ability to close a sale. They focus on helping the customer fulfill their primary need. Average salespeople, on the other hand, attempt to satisfy numerous needs and in so doing, end up losing the sales by overwhelming the customer.

The key to being a successful salesperson is to focus on selling to the primary need of the customer, not on multiple needs. This will result in a higher closing percentage and, in the long-run, allow you the opportunity to continue the relationship by helping the customer solve the other issues they have identified.

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http://www.TheSalesHunter.com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@ FrogPOnd.com; http://www.FrogPond.com

ExecutiveAgent Magazine

33

BANKER EXECUTIVE

TM

Nomination Form

Nominate a fellow colleague to be featured as Executive Banker of the Month.

All candidates must be nominated by an industry professional and are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

BANKER E X E C UTIVE

I Nominate: TM

Name:__________________________________ Company:_______________________________ Address:________________________________ ________________________________________ City/Stae/Zip:____________________________

Richard Hedrick

________________________________________

Executive Banker of the Month

Phone:__________________________________ ExEcutivEAgEnt Magazine

Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949-266-8757 Email: Fred@eamag.net Ph: 949-366-3349

Email:__________________________________

Submitted by:____________________________ Name:__________________________________ Company:_______________________________ Phone:__________________________________ Email:__________________________________

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

LIVE YOUR DREAM With a little help from NHF Sapphire

Thousands of people each year dream of becoming homeowners. The NHF Sapphire Program may help that dream become reality. This homebuyer assistance program currently provides low-to-moderate income families and individuals with a choice of a 3% or 5% Grant* that does not have to be repaid. The grant can be used towards down payment or closing costs. Many times this allows homebuyers to purchase a home much sooner than they thought possible. The NHF Sapphire Program is available for the purchase of an owner-occupied single-family residence, approved condominium, or planned unit development located in the state of California. The Program is available for purchases of both new and existing homes and is NOT limit ed t o fi rst­t ime homebuyers. *Differing rates apply to 3% and 5% Grants respectively

• • • • •

Down payment assistance (Currently in the form of a 3% or 5% Grant)* For the purchase of primary residences New or existing properties are eligible Program is NOT limited to first-time homebuyers Income limits up to 115% of HUD Area Median Income

Mark Woelky Broker - Chief Executive Officer

CALL United Loan Center 951-536-2288

Licence #806124 mark@unitedloancenter.com www.unitedloancenter.com

©2016 United Loan Center. All rights reserved. The information contained in this material is neither a promise to lend nor a guarantee of credit. Terms and conditions of this and all United Loan Center loan programs are subject to change without notice. Contact a United Loan Center loan officer for information about loan qualifications. United Loan Center is licenses by the Bureau of Real Estate, License #01904009 and the Nationwide Mortgage Licensing System & Registry, License #806124