MARCH 2015 N. SAN DIEGO

EXECUTIVEAGENT MAGAZINE

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Sarah Davis Executive Agent of the Month

Inside Features: Isabel Alvarez Century 21 Award

Shannon Anderson BIG BLOCK REALTY

Michael Francisco Kinecta Federal Credit Union

A Partnership

Rooted in Success

Kinecta Federal Credit Union’s mortgage professionals are committed to making the financing experience simple and seamless for you and your clients.

We support local Realtors by building personal relationships • Join us in presenting free workshops for first-time home buyers • Loan Consultants answer questions about financing options at your Open Houses • Highlight your prime properties on our Facebook House of the Week feature What your clients can expect • Pre-approvals to help save time when shopping for the right property • Fast, priority turn times for all purchases • Our Purchase Guarantee – we close on time or we pay1 • Competitive rates, flexible terms and low fees

With 75 years in the financial services industry, Kinecta understands the dynamic needs of today’s borrowers. We also are committed to building stronger communities through our network of employee volunteers. Partnering for success starts with all of us, and we look forward to partnering with you.

Contact us today!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Not-for-profit | Member-owned | Est. 1940 All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions.

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

March, 2015

N. San Diego

Editorials

Cover Story

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

32 - Tony Alessandra: Visualization

08 - Matt De La Cruz:

Work/Life Balance Having It All

24 - Jamel Gibbs:

ADVERTISERS’ INDEX

How To Take Your Real Estate Business To The Next Level

City of Hope..................................35 Greenpath Funding.........................11

14 - Jason Hanson:

How To Determine If A Seller Is Not Motivated

Sarah Davis

Executive Agent of the Month

PWAOR..........................................10

Can You Afford To Take A Break?

The Termite Guy..............................30

06 - Zig Ziglar: Worry

12 Isabel Alvarez

26 Shannon Anderson

i Photography Studio...............23 & 36 Kinecta Federal Credit Union..............2

28 - Dirk Zeller: 17

imortgage...................................31

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

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© Copyright 2014 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.

Michael Francisco

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Michael Francisco

F

rom the inception of his career in lending, when he was a junior college student working as a member service representative for a local credit union, Michael Francisco stood out as a conscientious individual, dedicated to customer service excellence. Michael’s commitment to his customers was soon rewarded with a promotion to loan processor. Today, he is a mortgage loan consultant at Kinecta Federal Credit Union in San Diego where he has proven himself a leader among his peers.

Michael attributes much of his success to the personal support he receives from his wife, Melvi, and to the professional guidance and backing he receives from his director, Jason Sasena and sales manager, Erik Jenner. “Every successful person needs the support of those around them. I have been able to move up because of the consistency and professionalism of the leadership here at Kinecta.”

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An Influential Voice in the Loan Industry Michael is a consummate professional, always striving to increase his knowledge so that he can better educate and serve clients, whether they are first-time homebuyers or savvy real estate investors. Since 2012, he has expertly assisted clients with Jumbo, refinance, FHA, multi-unit and first-time homebuyer financing.

Always up-to-the-minute on market trends, Michael is enthusiastic about the opportunities for homebuyers in 2015. “Interest rates are at an all-time low. We are seeing three percent rates coming back into the market during the first quarter of this year, and FHA is reducing PMI. With all of the Millennials now becoming homebuyers, I want to be an advocate for them, and I want them to know that there are attainable financing options. A lot of people believe you need a 20 percent down payment.

Conventional lending is now allowing a three percent down payment for first-time homebuyers.”

Michael is an articulate communicator who takes a compassionate approach with his clients. “I know that sitting down with a loan officer can be intimidating. My wife and I have been there ourselves, and we know what it is like. As a consumer, you are opening up your private life to a total stranger, revealing your credit, income and assets. I make an effort to get to know my clients and let them know where I’ve been. From there we start talking about what their goals are. 90 percent of this business is listening. I like to help define ways in which my clients can succeed.”

Few things are more gratifying than being recognized as an authority among your colleagues. Michael is truly a voice for his industry, as his professional advice has been sought to help educate consumers in a very public way.

Last year, he appeared as an industry expert on The Craig Sewing Show on KCBQ-AM radio. Michael’s appearance on the show resulted from recommendations made by real estate agents who had personally worked with him. “I was very proud and excited to participate in Craig’s talk show, which focuses on teaching consumers how to win in the market. I was asked to discuss what is changing in the market, where interest rates are headed and what is changing for first-time homebuyers.”

has been my passion since 2001. Once or twice a month, I do home buying workshops for the local community with our partners. This was a great opportunity to reach a wider audience with valuable information.”

In delivering service to his clients, Michael embraces Kinecta’s core values of being resourceful, ethical, dependable, caring, accountable and passionate. “Getting a loan done is not something I do on my own. It takes a whole team of people who believe in and are committed to the same values.” Jamie Israel, Michael’s senior loan processor, is an integral part of the team he relies upon every day.

Michael is also committed to spending time with Melvi and their three children. He and Melvi like to run halfmarathons together. “I think my love for marathons has to do with the word challenge. I want to feel challenged every single day. Marathons require mental work and discipline to achieve your goal. It is the same with home loans.”

“I have great passion for what I do, and it means a lot to me when people allow me to be a part of their American dream of owning real estate.”

Michael C. Francisco Kinecta Federal Credit Union 13161 Black Mountain Road San Diego, CA 92129 Direct: 858.335.1852 Email: Michael.Francisco@Kinecta.org Website: www.Kinecta.org NMLS ID 159895

That appearance led to a second media opportunity.

Michael was asked to participate in a roundtable discussion by local lending experts, which culminated in a four-page article in the Union-Tribune San Diego. “It is a privilege to have the recognition of your peers and be selected to share your vision of the industry. Real estate

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Worry W

orry has been described as “interest paid on trouble before it comes due.” One of America’s worst enemies is worry. Worry is like a rocking chair; it requires a lot of energy, and it gets you nowhere. Leo Buscaglia said, “Worry never robs tomorrow of its sorrow, it only saps today of its joy.”

Question: Are you a worrier? Americans take more pills to forget more worries about more things than ever before and more than people in any other nation in history. That’s bad. According to Dr. Charles Mayo, “Worry affects the circulation and the whole nervous system. I’ve never known a man who died from overwork, but I’ve known many who have died from doubt.” Doubt always creates worry, and in most cases, lack of information raises the doubt.

Life is much like Christmas. You’re more apt to get what you expect than what you want. Mathematically speaking, it really doesn’t make sense to worry. Psychologists and other researchers tell us that roughly 40 percent of what we worry about will never happen and 30 percent has already happened. Additionally, 12 percent of our worries are over unfounded health concerns. Another 10 percent of our worries involve the daily miscellaneous fretting that accomplishes nothing. That leaves only 8 percent. Plainly speaking, Americans are worrying 92 percent of the time for no good reason, and if Dr. Mayo is right, it’s killing us.

One solution that will reduce your worry is this: Don’t worry about what you can’t change. Example: For a number of years I’ve flown in excess of 200,000 miles a year. On occasion, flights are canceled or delayed. As I write this, I’m sitting on the runway waiting for my gate to clear. If I worry or get angry, nothing will change. If I take constructive action and finish this article, I’m ahead of the game. That’s a positive way to use the energy that I would have wasted on anger, frustration, or worrying.

The message is clear: If you don’t like your situation in life, don’t fret or worry--do something about it. Worry less, and act more.

Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com.

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ExecutiveAgent Magazine

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Written by Zig Ziglar

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EA

Work/Life Balance Having it all

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here are many people that don’t believe that you can have both a successful career and successful life without sacrificing one or the other, this is simply not true. We all have the capabilities and the time to have abundance in our lives. The only way to do that is to plan it.

Work/life balance is a concept including proper prioritizing between “work” (career and ambition) and “lifestyle”

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(spiritual/meditation, family, health, social, mental and financial). Related, though broader, terms include “lifestyle calm balance” and “lifestyle choices”. Life is supposed to be in harmony that brings joy, happiness and fulfillment not destruction, destruction is stress, frustration, guilt or regret. If you were to look at each area of your life as a glass ball, except your career; which should be seen as a rubber ball and that you were trying to juggle all 7 at once. If you happen to drop your family, health or even spiritual ball they would break. If you dropped your career/job ball it would bounce back, in other words there are some things that you just cannot afford to drop.

I have some ideas that may help remember no one gets more than 24hrs a day! plan and use it wisely.

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5 Keys For Better Work / Life Balance:

first thing, it will kick start your metabolism and give you the energy to get through the day.

1. Build downtime in your day - schedule time for family and friends. Date night with spouse significant other.

2. Drop unnecessary activities that drain your time and energy - time you spend surfing the web, social media sites, personal calls and checking your bank accounts.

3. Rethink your to do list - grocery shopping once a week, dry cleaners have them dropped off and picked up, hire a gardening service to do the yard work.

4. Get moving - get up early and get your workout done

5. Relaxation goes a long way - set a goal to leave the office 1 hour early once a week. plan on some one on one time with your children. Plan a 20-30 minute power nap daily, plan a 3 day weekend get away with your partner or just good old fashion communication.

Matt De La Cruz Founder / CEO Winning Minds Tel: 248-249-7350 – 800-781-1118 Email: Matt@winningminds.com Web: www.winningminds.com

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You Have the POWER to CHOOSE…

CHOOSE

Why Join the

Pacific West Association of REALTORS®?

DECREASE in MLS Fees Two convenient locations to serve you (Anaheim & Long Beach) Anaheim Office - 1601 East Orangewood Ave., Anaheim Long Beach Office - 5000 East Spring St. Suite #110, Long Beach

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BE A

Pacific West Association of REALTORS® • www.pwr.net

THE PREMIER PURCHASE LENDER • Purchase focused lending • Turn times unmatched by other lenders • Mortgage solutions to meet your buyers needs Brian Liebman President 949-860-3495

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©2013 Greenpath Funding, LLC. All Rights Reserved. NMLSR ID 996608.

• Experienced local professionals who deliver exceptional service

NMLSR ID 657535

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J. Horacio Herrera Sr. Mortgage Consultant 619-646-5800

Tim Fiero Sr. Mortgage Consultant 619-223-4184

Doc Spaulding Sales Manager 858-750-9110

Josh Lander Sales Manager 619-602-1587

George Radlick Sr. Mortgage Consultant 760-579-1998 NMLSR ID 681674

Pat Whitney Sr. Mortgage Consultant 760-427-7676 NMLSR ID 283273

Ryan Amaro Mortgage Consultant 619-729-1161 NMLSR ID 1101389

Joel Berman Sr. Mortgage Consultant 619-279-2935

Chris Young Mortgage Consultant 949-340-2622

Greg Wickstrand Sr. Mortgage Consultant 619-471-1708

Scott Miller Mortgage Consultant 949-228-2497

NMLSR ID 653795

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Armando Formariz Sr. Mortgage Consultant 619-733-3697 NMLSR ID 294420

NMLSR ID 1221129

NMLSR ID 1238171

Shawn Gallup Sr. Mortgage Consultant 951-219-4373 NMLSR ID 1007912

E XECUTIVE AGENT

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MAGAZINE

Isabel Alvarez

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sabel Alvarez is a self-motivated, energetic person who recognized early in her life that real estate was a profession where she would excel. Her initial aspirations of becoming an elementary teacher cooled as she realized that being tied down in a building all day was not a good fit for her lively personality. In her early twenties, Isabel enrolled in real estate training with

Coldwell Banker. “I wanted something that allowed me to control my income and hours. I don’t like having the same routine every day. I like being on the move, and I’m pretty adventurous. I already had experience with commission sales, and I had really enjoyed working as a receptionist for Century 21 when I was in college.”

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Driven to Serve and Succeed Written by Haley Freeman

Isabel was the youngest agent in her office, but her determination to succeed helped her to gain the confidence of clients and colleagues. “I have to say that everybody in my office helped me along the way. It was hard for people to trust that I knew what I was doing because I was young and looked even younger. I realized that to succeed, I had to really know my business. So I spent a lot of time looking at properties and learning about the areas. I also educated myself on the local market conditions and trends.”

Today, with more than 19 years of experience in the business, Isabel is a top-producing agent with Century 21 Award. “I came here when the market fell, and I was looking for a positive, motivating work environment.

Century 21 is an enduring brand, with a reputation that is recognized worldwide. I especially like the backing and training I receive here that helps me to give more knowledgeable service to my clients.”

Isabel is certified as a Cartus Relocation Agent and a USAA & Navy Federal Preferred Agent. Both elite designations require rigorous training and annual recertification.

Isabel prefers to work primarily as a solo agent, not only because she is a self-starter, but also because most of her business comes from referrals. “I don’t want to pass them off to another agent when it is me they have been referred to for what could be the largest investment of their life. I want to be sure they get the service they have been promised. My mom is also an agent, so sometimes I team up with her when I have a client in south San Diego where she works and lives.”

Real estate is a family endeavor, as Isabel’s brother is a lender, and her nine-year-old daughter is a Realtor®-intraining who often accompanies her after school. Isabel’s family is also in construction and enjoy working together.

“I have learned a lot from remodeling many times and doing things myself, so I have extra knowledge to help my clients. I may notice things that could be a potential problem and am able to point that out to them. There are a lot of investor flips on the market right now, and sometimes they look good on the outside but are not so good underneath.”

Magazine’s 5 Star Reader Satisfaction Award. In 2014, Isabel received Century 21’s Masters Ruby Award, selling almost $8 million in Real Estate last year alone. “Last year was a great year. I was able to help so many clients who came to me through referrals. I’m not doing much advertising, so it means a lot to me to know that people respect me that much to entrust me to their friends and family.”

Isabel contributes a portion from every sale to Easter Seals through the Closing for Kids program. This 35-year partnership between Century 21 and Easter Seals has generated over $100 million for the organization. “I have a friend whose 22-year-old son is autistic. I really wanted to help support an organization that she and others can go to for resources and guidance.”

“I love helping people get into a home. Showing property is fun to me. I have become friends with many clients, and I really enjoy my time with them. My manager told me recently that I’m like a mama bear. I’m always out there looking out for my clients’ best interests and will fight for them if needed. I think my best qualities are that I am no-nonsense, driven and trustworthy. I don’t believe you can talk someone into buying a house. My job is to guide them so they can choose the right home where they will be happy for many years.”

Isabel Alvarez Century 21 Award Carlsbad 2011 Palomar Airport Road Carlsbad, CA 92011 Tel: 760-207-2831 Email: isabelsellshomes@gmail.com Web: www.sellingsandiegocounty.com CalBRE # 01219632

Isabel’s professional dedication has earned her many honors. She has been a Top 10 Club member since joining Century 21 in 2007, and she is a recipient of San Diego ExecutiveAgent Magazine

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How To Determine If A Seller Is Not Motivated

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recently got off the phone with a seller. The deal involved a property in a neighborhood I really like.

There was decent cash flow ($200) and this was the bread and butter type of deal I like to close.

I didnt get the deal. One of the funny things about this business is how sellers will appear motivated at first and then when you talk to them the next time their story completely changes.

Well, with this particular deal I was trying to buy the property subject-to. I want to show you how I try and close a seller and how I know when its time to give up.

When you first talk to a seller you build rapport and ask questions you need regarding the property. (For me, I was talking with this person after my assistant found out the initial information about the property). Once you’ve gotten all of the information you need, you present your offer to the seller.

Now, if a seller is truly motivated they will take it immediately. However, on this particular call the guy informed me that he didnt want to be on the hook for the loan and he would try and rent his property himself. I then proceeded to re-explain all of the benefits of working with me such as he would have guaranteed payments for the next 5 years; he wouldnt have to worry about vacancies or any tenant hassles at all. After I explained all of this, he still wasnt interested.

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Do you know how to tell if a person is at least slightly motivated? If they ask questions! You see, every time I explained all of the benefits of working with me, the guy didnt ask any questions or care at all. If he were even a little bit interested he would have at least asked me a few question questions are good and this is when your sales skills and scripts come into play.

However, if you’re dealing with an unmotivated seller it doesn’t matter if you’re the best salesperson in the world, because he doesnt want what you’re selling.

Anyway, so after I explained to him the benefits of selling to me about three different times and how not once did he bite or ask any questions, I knew there was no deal to be had. But, Im still going to follow up with this guy in 30 days because time always increases motivation.

And remember you can’t force a deal. I know we all want deals badly but if they aren’t interested there is nothing we can do. So as soon as you figure out someone is not motivated, get rid of them and move on to the next person.

Jason R. Hanson is the founder of National Real Estate Investor Month, author of How to Build a Real Estate Empire and mentor to students all across America. To get a FREE copy of Jason™ Special Report The Insider™ Guide To Buying Your First Investment Property in 83 Days or Less! visit http://www.PrimoCoach.com or call 800-865-1702.

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Written By Jason Hanson ExecutiveAgent Magazine

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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_______________________________

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Cover Story

Sarah Davis Executive Agent of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

G

rowing up in the San Diego area, Sarah Davis saw first-hand how to run a successful business.

Day after day as a youngster, she observed how her father, a pharmacist, went to work early and went the extra mile for his customers.

Yes, he was the boss and could have left early whenever he wanted. But he chose to put his all into the family owned business as a way to keep it successful and ensure his family was well cared for.

These are lessons that guide Sarah today as a real estate

broker at Davis Estates and Homes in San Diego, which she co-owns with her husband, Cole.

“My father, who is now retired, owned a pharmacy for over 20 years,” Sarah recalls. “When I was a teenager I worked in his pharmacy during the summers. I loved watching my father’s dedication to the work and to his customers. Despite the fact that he was his own boss and theoretically he could come in late if he wanted to, he always showed up early, always treated his customers with respect no matter what. He was very successful because of his work ethic.”

ExecutiveAgent Magazine

The Davis Estates and Homes Team She also realized during her teen years that though she did not want to follow her father into the pharmaceutical industry, she loved the benefits that come with owning your own business.

“I realized at a young age that if I owned a business I could control my own time, efforts and income. In other words, what I love about real estate is that what I put into it in effort I get back out in success,” Sarah says. “It’s all on me.”

New Career in Real Estate Prior to her career in the real estate business, Sarah worked in an office job that she wasn’t satisfied with.

“When you don’t love your job it plays a huge role in the overall happiness in your life. I knew I couldn’t live always hating Mondays or looking forward to the weekends.”

So she decided to give real estate a try because of its flexibility. That first year, in 2009, was not easy, Sarah shares, noting that she made almost nothing. But the dedication she learned from her father plus her own lifelong work ethic of giving 100 percent to whatever she does kept her going.

She spent the year setting up her work systems and learning about contracts and the processes. In her second year she earned a little more money. “In the third year things just took off!” she recalls. “I finally knew what I was doing well enough to replicate it over and over.

After the third year I achieved a steady income. Real estate commissions obviously vary month to month, but I payroll myself the same amount every month regardless of sales closed, and then keep plenty in the business account for marketing, advertising, paying my assistant and more.”

Thinking Even Bigger Sarah says that from her first year as a real estate agent she knew she’d like to one day open her own brokerage.

So she obtained her broker license in 2012 and opened Davis Estates and Homes in 2014.

“Though being a real estate agent and acting as an independent contractor is like running your own business, I wanted to go all the way -- open up the brokerage, run the business the way I wanted to run it and be able to hire agents. I love being a broker/owner of Davis Estates and Homes! So far I’ve added one real estate agent, Holly Sanders, to our team. I love being able to train her, support her in her business and watch her succeed.”

ExecutiveAgent Magazine

Giving 100% Pays Off Sarah adds that she looks forward to hiring a few more agents, but she’s more interested in quality than quantity.

“I also want to hire only the type of people that I know are going to live up to our brokerage slogan, and be honest and ethical at all times,” she says.

What Clients Can Expect We love giving back and the more business we do, the more we give back. I’ve teamed up with the San Diego Rescue Mission on multiple occasions. Most recently I donated a large percentage of my commission from a closed escrow in Rancho Penasquitos to the San Diego Rescue Mission through a referral program. I also hosted a silent auction at my annual client appreciation gala in November, with all the proceeds going to the Rescue Mission. I plan on doing the same thing as part of the client appreciation gala every year.

“I’ve always put all of my effort in. As far as getting new listings and buyers, I continually get referrals from past clients,” she acknowledges. “That’s the best compli-

ment that a previous seller or buyer can give me, is their trust in me to take care of their friend or family member.

Though I am active in a variety of marketing methods as well, much of my momentum in terms of getting new business comes from referrals.” It shouldn’t be a surprise that Sarah also is not the type of person to sit back and wait for business to come her way. That’s fine when it does, but she also has a list of practices her brokerage utilizes to ensure they are on top of their game.

These include doing radio shows about real estate on stations such as KFMB, ESPN and KPRZ. She also keeps her website updated and easy to use and publishes articles about the industry, including writing more than 60 articles for the financial blog MoneyUnder30.com.

Sarah also uses video marketing and a variety of social media websites such as Facebook, Pinterest, Google Plus and LinkedIn to promote listings. She also uses beautifully designed informational flyers she delivers throughout the neighborhood.

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Buyers benefit from Sarah’s solid negotiating skills and her patience. “I want them to be really happy about the home they purchase, not like they rushed the decision or purchased something above their means,” she says. “I really care about my buyers and the financial decision they are making. If my buyers are really happy with the home they bought and the deal they got then they’ll tell their friends and family.”

Sellers, meanwhile, will find that Sarah does not follow the popular practice of routinely taking the first offer that comes in simply because they want a quick sale, even if it’s a low offer. Her experience gives her the wisdom to know how to determine if that buyer is serious or not and how to negotiate the best offer -- the highest reasonable price and the best terms.

When combined, these are the tolls that enable Davis Estates and Homes to deliver the highest-caliber service to its clients.

“At Davis Estates and Homes, our aim is to treat every client like their worth a million bucks -- whether they’re selling or buying a multi-million dollar property or a onebedroom condo. We value all of our clients. One of the ways that shows is through continual communication and setting expectations correctly.”

Sarah adds: “I know that buying and selling real estate can be really stressful, but my clients find that I ease the stress by telling them what to expect at all times during the process and by continually communicating to them. My clients never have to wonder where we are in the process or what is going to happen next.”

“I have a track record for selling homes quickly and for top dollar. I also offer a satisfaction guarantee to my sellers, meaning if you hire me to sell your home and it wasn’t the best real estate transaction you’ve ever experienced, I’ll pay you $1,000.”

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Sarah Davis Davis Estates and Homes 10755 Scripps Poway Pkwy., #238 San Diego, CA 92131 Tel: 858-668-9024 Sarah@RealtorSD.com www.DavisEstatesandHomes.com CalBRE # 01863820 ExecutiveAgent Magazine

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How To Take Your Real Estate Business To The Next Level

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aking your real estate business to the next level is not as hard as it may seem. Actually, it is quite simple.

In order to really move your business to new heights there are a couple of things you need to do. In this article I will briefly explain how to take your real estate business into orbit.

Outsourcing: If you ask me, the only way to take your business to the next level is to outsource your business. Outsourcing is hiring people or companies to take care of certain parts of your business for you. A lot of real estate investors are control freaks over their business and that is a big mistake. They think that they can do everything on their own. To be honest, no one can do everything on their own. In order for you to break new barriers in your real estate business you must hire people to help you.

Phone Services: One way that you can outsource is to hire call answering services. Most services like these will screen all of your calls and you can even give them a script. Once they have screened your calls they will email you. At that point you can pick and choose who you want to call back. If the deal is good, you can tell the answering company to put urgent in the email subject heading.

Direct Mail Services: Another way to outsource your business is to hire a direct mailing company. Make sure you research companies that specialize in the type of leads you need. Most direct mailing companies will automatically advertise for you on a monthly basis according to your budget. This is an easy way to stop procrastination when it comes to spending advertising dollars. This is also a good way to save time with putting labels on post cards and other forms of mail.

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ExecutiveAgent Magazine

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Written By Jamel Gibbs

Other: You don’t always need to hire a company to outsource your business. You can hire people to do certain things for you that you cannot do on your own, or just don’t have enough time in the day for. College students are great for doing paperwork for you. They are also good for running errands and things of that nature. You can hire people and teach them how to do things the way you want it to be done. If they can do it half as good as you and you hire 2 or 3 people to do the same thing, then your doing good.

Hiring people and companies is definitely the way to go if you want to hit that next level in your real estate investment business. When your budget is right you should consider doing so. Think about it, if you’re worth $200 an hour, why would you be doing a job worth $10 an hour. Hire someone to do that job for you. When you do this you can focus on what your good at which is bringing in more business.

Copyright © 2008 Jamel Gibbs - All Rights Reserved. WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it. Check out Jamel Gibbs at http://www.

HowtoFlipforProfits.com.

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E XECUTIVE AGENT

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MAGAZINE

Written by Shannon Hartsoe

Shannon Anderson

F

or Shannon Anderson of BIG BLOCK REALTY, the happiest moments come when she is able to help someone achieve their goal of buying or selling

a home. But if she could narrow that down to the most rewarding, it would be helping seniors and their families, she says.

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“That is a niche for me,” says Shannon, a Realtor® at BIG BLOCK REALTY. “Helping seniors when they are facing a time of transition is very rewarding for me.” The same goes for first-time homebuyers.

“Helping families who have no idea where to start and then seeing them breathe a sigh of relief when we meet is huge. Then the testimonials I receive with heartfelt thanks makes me always want to be the best at helping people.”

And that’s exactly what anyone who works with Shannon will experience – a sincere desire to find just the right home or buyer to suit their needs. That dedication to serving others is what got Shannon interested in working in the selling side of real estate in the first place.

“I was doing loans and saw the satisfaction that people enjoyed when they were able to buy a home and I wanted to have a more active part in that area of a person’s life,” she says. That was about 10 years ago. And her clients in and around San Diego testify that Shannon does indeed make the buying and selling process seamless and transparent.

“I have been active in real estate since the early 1980s and I have never worked with such an experienced and dedicated agent in my 30 years!” says Dave Hinman.

“Because I did not know all the details of a successor trust, Shannon was able to get clarification for my every question within hours. She knew I had a horrendous job of cleaning out my mom and dad’s house that they had lived in for 30 years, and she had a buyer for me in the first week of listing the property!”

Choosing Shannon as your Realtor® means you get a strong Broker behind you plus Shannon’s extensive knowledge of the real estate market, housing trends, regulations, loan products and more. She has a background in finance and has SRES, CSA and RMS credentials, and just got certified as a probate real estate specialist.

“I feel that I offer several benefits to my clients.

Knowledge of my profession, extended continuing education, and the fact that every client I have ever had has been a referral,” she states.

From the beginning of her career, Shannon never saw herself as a “sales person” in the traditional sense. Rather, she sees her role as one in which she helps facilitate one of the most important transactions a person will ever take on.

That, she adds, is what helps her standout among the many highly qualified Realtors® in the San Diego area.

“What really makes me unique as a Realtor® is my drive,” she acknowledges. “And I am highly customer driven, which shows in my philosophy -- that the customer always comes first.”

Even her definition of success is out of the ordinary.

That’s why she views her career as a success even in that first year when she was not making huge sales but rather learning her way around the real estate industry and local housing market.

“I think it depends on your definition of success. In money terms, I don’t think anyone is as successful as they wish. In terms of client satisfaction, which is what I base success on, then I found success right away.”

Shannon’s future goals include maintaining a level of customer satisfaction that her clients are happy with and to exceed their expectations and never settle for typical or average. “Holding on to what got me interested in this business in the first place – satisfying my clients and helping them succeed at buying or selling their home – is what brought me this far,” she says, “and I plan to keep these as priorities throughout my career.”

Shannon Anderson BIG BLOCK REALTY 2820 Camino Del Rio S #314 San Diego, CA 92108 Phone: 619-261-1133 Email:shannon@shannonanderson.com Web: www.shannonanderson.com CalBRE # 01380510

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Can You Afford To Take A Break?

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s the summer heats up, vacations become more frequent for clients, prospects, and you. It becomes easy to fall into a complacent attitude toward

work.

You can’t afford to add to the problem so, sorry, you can’t afford the day off.

But when you feel the pull of the beach or the golf course on a day you know you should work, here are a few ways to get back on track.

Review your goals for the year.

If you’ve noticed that you’ve been making days off too much of a habit lately, you might need to evaluate how in step you’ve been with your sales goals lately. Can you really afford to take the day off today? In other words, have you earned the right by your previous actions up until today through disciplined effort to take the day off?

Have you reached your goal for the year? Are you tracking toward your goal? Have you taken the number of listings you need for the year? Do you have the number of transactions pending and closed that you need?

When I am coaching a client, I’m most concerned about the number of listings compared to the goal, as well as the quality of the listing in terms of pricing and the pipeline of pendings the client has currently. If the client is a little behind in production but the pending pipeline is strong, as well as the pipeline of inventory, I’m confident they will catch up to their goal.

So ask yourself: Where are you at right now?

Consider how consistent you’ve been in your prospecting, lead followup, and lead generation calls in the last 30 days.

If you’ve been consistent in hitting the phones and making face-to-face appointments in the last 30 days, you won’t be slowed in your momentum or break your established habit with one day away.

However, if you’ve been erratic in these efforts, you might want to rethink that day off. One day off may only add to the problem that already exists: inconsistent effort and results.

You might think that one more day won’t hurt, but that’s exactly why you are where you are currently. The 28

most important moment is now; the moment to change the outcome is now.

Accept that a day off to recharge is sometimes needed.

We all need time off, and we all deserve time off. As real estate pros, we tend to make ourselves available to our clients and prospects 24-7. But we can burn out quickly if we don’t take time off regularly. Sometimes we need to let ourselves take that day off.

But make it count. When was the last time you took a whole day off where you shut off your cell phone and didn’t answer it? When were you not “on call” or interrupted when you were with your family?

Maybe today needs to be that day.

For most real estate professionals, we have too many of what I call “half days.” These are days where we are half in and half out of the game. We are half at work and half at home. I think we kid ourselves when we do this, and actually spend most of the time in the land of neither.

The secret to success is to be all in at all times. If you decide to be at work, be all there. If you decide to take the day off, be all there as well.

So if the beach is calling and you’ve earned it, go enjoy what you earned without guilt!

Dirk Zeller is recognized as the premier coach for the real estate industry. He is one of the most sought after speakers and authors for high volume production while attaining life balance in the real estate industry. Dirk is the President of Real Estate Champions. Real Estate Champions provides exceptional business and developmental training to real estate agents and managers through cutting edge coaching programs and seminars including the “Four Day Work Week System Program™.”

Visit their web site at Real Estate Champions. © 2010, 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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Written By Dirk Zeller ExecutiveAgent Magazine

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Visualization

32

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isualization is indispensable tools in helping people attain their goals. Musicians and athletes have proven that visualization is an effective substitute for real practice.

V

Feel. What would your tactile sensations be? You would feel people rubbing up against you in the crowded room. You would feel others shaking your hand. What else?

In visualizing your goals, you will live your accomplishments in your mind’s eye. The more of the five senses that you can involve, the greater your chances are of accomplishment.

Taste. Taste in your mind the champagne you will be drinking.

For example, you may want to be the Salesperson of the Year in your company. You know that each year an awards banquet is given during which a plaque is presented to the year’s sales leader. You may choose to focus on this banquet for your visualization exercise. Here is what you do: Make yourself comfortable. Close your eyes and relax.

Slowly and systematically go through all of the five senses. Imagine what you would be experiencing at the banquet.

Sight. Imagine what you would see there. You would see other salespeople and their spouses. Imagine what they are wearing.

You would see tables decorated and waiters scurrying about.

You would see the bar and people standing around talking.

Keep expanding what you “see” for several minutes.

Sound. What would you hear? You would hear the chatter of people. You would hear laughter, the tinkling of glasses, music from a band, and people talking. You would also continually hear people coming up to congratulate you. Imagine that!

Taste the food you will be eating. Experience the sweet taste of success - in advance! Most importantly, imagine the exhilaration you will feel when your name is called to receive the award! Take your time during this exercise and enjoy it. The more you can “visually” attend this banquet, the more motivated you will become.

To aid in your visualization exercise, you might want to start a visualization file. This is a file into which you put pictures, clippings, letters, and other reminders of what it will be like to succeed. Your file should also contain letters or awards that you have received in the past.

Anything that makes you feel good about yourself can be included in the file. It can then be used as a source of motivation and inspiration, especially if you begin to feel a little down or de- motivated. We all need to be reminded of our past accomplishments once in a while. Be your own best friend -- remind yourself!

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. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

Smell. Imagine all the smells you would experience: women’s perfume, food, alcohol, men’s cologne, and the smell of floral decorations. What else?

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