EXECUTIVE AGENT MAGAZINE MARCH 2022-IDAHO

®

EXECUTIVE E x e c u t i v e

AGENT MAGAZINE

Ag e n t

M a g a z i n e

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Executive Agent of the Month I d a h o

Kerri O’hara

E d i t i o n

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M a r c h,

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YOUR LENDING

Team

Our team is here for you every step of the way

NW Re g i o n a l V P | Mo r t g a g e A d v i s o r NMLS # 399405

Your Lending Team Leader W i t h ove r t wo d e c a d e s i n the mortgage and consumer finance industries, D ev i n h a s wo r ke d i n a l m o s t eve r y position in the industry and e n j oys t h e ex p e r i e n c e a n d challenges of virtually all aspects of mortgage and fin a n c e . D ev i n i s a l s o a p ro u d Ve t e ra n o f t h e M a r i n e C o r p s a n d t r u l y e n j oys h e l p i n g o u r Ve t e ra n s . D ev i n ’s b u s i n e s s m o d e l i s ve r y s i m p l e : l i s t e n , eva l u a t e s p e c i f i c n e e d s , a n d t a i l o r a l o a n p ro g ra m t o t h e details of each unique situation.

“Do you have a buyer with unconventional income? Ask me about our Flex Programs.”

CONTACT US ANYTIME AT

208.863.6610

We are excited to announce the launch of our Two-X Flex suite of mortgage solutions specifically made with unconventional borrowers in mind. These proprietary loan offerings give borrowers even more purchasing power, allowing them to qualify based on factors outside of standard requirements.

©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 1 West Elm Street, First Floor, Conshohocken, PA 19428 | (800) 355-5626 | AZ Mortgage Banker License #0910184 |Licensed by the Department of Financial Protectionand Innovation under the California ResidentialMortgage Lending Act | This is not a commitment tolend. Prices, guidelines and minimum requirements aresubject to change without notice.

There are several diierent Flex products, including a 30-year fixed option. However, certain products in theFlex Suite may include some, or all, of the followingfeatures: (i) loan terms greater than thirty (30) years,(ii)an introductory interest-only period, and/or (iii) bean adjustable rate mortgage. If the Flex product youselect has an introductory interest-only period, theprincipal balance will not decrease during this periodwhich may make it more diicult to build equity. Theminimum payment obligation may increase significantlyafter the interest-only period expires. Contact yourloan oocer for more information and to see what typeof Flex product might meet your needs.

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Cover Story Kerri O’Hara Executive Agent of the Month Realtor® Kerri O’Hara is a Bostonian through and through, but she has always heard the call of the road.

At 8 years old, she announced to her family that she would someday be a television news anchor, and that ambition sent her to destinations all over the country in pursuit of her dream.

25 Featured Professionals

William Haskins Mortgage Advisor For mortgage advisor William “Bill” Haskins, helping someone through the home loan process is all about relationships. He brings an MBA from California State University, Fullerton and more than 15 years of real estate industry experience spanning sales, finance and brokerage ownership to his practice at Finance of America Mortgage.

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Executive Agent Magazine

Content

March, 2022

EXECUTIVE

Six Powerful Prospecting Tips to Build Your Business -John Boe

AG E N T M AG AZ I N E

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®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias How to stay motivated to achieve your goals -Josh Hinds -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

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EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

The Importance of Constant Self-Improvement -Craig Impelman Pro -Steve Cook

16 If You Want to Change Your Results, You Have to Change Your Thinking First -Tony JearyPro -Steve Cook

14 How Patience Makes You Rich -Jim Rohn ike a Pro -Steve Cook

22 Winners -Zig Ziglarating Like a Pro -Steve Cook

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CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen PHOTOGRAPHY iPhotography Studio Ian Wiant EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com © Copyright 2022 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.

Executive Agent Magazine 5

How to stay motivated to achieve your goals -By Josh Hinds

T

o stay motivated to achieve anything you have to know what you want, and why …If you don’t have a clear plan and know your “why”, you’ll lose focus on your goals, or never get started to begin with.

Your “why” is the reason behind why you’re doing what you’re doing.

A person who says “I’m going to start a business to make more money” isn’t likely to get there. Yet, the person who says “I’m going to start a business to make more money in order to get a bigger home with more room for my family” is likely to do just that. The differentiator here is that the person in the second example is doing the thing for a deeper reason.

Practical Steps for staying motivated to reach your goal

To start, one of the primary focuses was to share other personal development expert’s work and content with our audience. As things evolved I began to write and share my own thoughts too, but the focus was mostly on sharing other’s work, and occasionally my own content.

This worked great for many years.

Overtime the focus began to shift towards sharing primarily my own content. I’m not saying there’s anything wrong with that. Just that in my case it didn’t really fit with the mission that’s personally important to me.

Ironically, the more “me focused” approach worked… at least by other’s measurement. I got a book deal, among other things. All that said, I realize now upon reflection that I lost the deep interest and focus I had when I was more aligned with my original mission.

My solution you ask?

1. Keep your goal plan in plain sight. What we think about gets done. Life gets busy. Any number of things popup and vie for our attention. So, if you want your own plans to have a chance, you’ve got to schedule time to work on them.

Placing important tasks on your calendar is an easy way to ensure what needs doing gets done.

2. Understand that your focus can become altered as you move through life. You must take time to reconnect with your “why.”

When I started GetMotivation I had a very clear and simple mission statement. It was “to motivate and inspire others around the world by sharing personal development resources.”

It was easy to stay on mission and do the things required to achieve the plan. Overtime, and millions of visitors later, the original mission continues to be achieved That said, along the way an interesting thing happened.

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Executive Agent Magazine

I stepped away from what I was doing online for the most part. Of course my sites kept running. The products I offer are still out there and available. I just focused in other areas for a bit.

Fortunately it wasn’t long and I decided to get back to my “roots” and refocus the mission statement. Now the work I do related to the professional development industry looks like this: I run GetMotivation, the newsletter, and other related sites I operate. My existing products are available and I’m open to creating new ones where doing so make sense. I’ve reconnected with the sharing of articles and great content from leading personal growth experts. These are in line with my “why” — the reason I do all that’s involved in making things a success.

Live BIG, Josh Hinds * Author of “Why Perfect Timing is a Myth”, and “It’s Your Life, Live Big.”

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EXECUTIVE

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AGENT MAGAZINE

Bill Haskins Mortgage Advisor NMLS-1405816

Bill Haskins Written by H. K. Wilson

F

or mortgage advisor William “Bill” Haskins, helping someone through the home loan process is all about relationships. He brings an MBA from California State University, Fullerton and more than 15 years of real estate industry experience spanning sales, finance and brokerage ownership to his practice at Finance of America Mortgage. Along the way, Bill has refined a customercentric approach that combines personal service with real estate know-how to get the best possible results.

After owning and managing a successful real estate brokerage in Klamath Falls, Oregon, Bill relocated to Boise and shifted his focus to mortgage lending. He chose Finance of America Mortgage for its superlative performance at both the corporate and branch levels, from its leading-edge technology and customer support to its competitive pricing and array of financing options.

“They aren’t just resting on the laurels of doing conventional loans,” he says. “I’m excited about the nine different flex products our company rolled out in the third quarter of 2021 designed for self-employed borrowers and scenarios other than the standard W-2 employee. I think they will open doors for us this coming year, since we can do a lot of loans that other companies are not able to do. We’re trying to give as many people as we can the opportunity to buy a house, with different routes to verifying income and different ways of looking at things.”

Widely recognized as a top destination for homebuyers, it’s no secret that the Boise market has exploded in recent years, and the pandemic has further increased demand for housing. In this competitive landscape, homebuyers need ironclad pre-approvals and a team of savvy professionals to ensure that their offers rise to the top. “Since 2015, we’ve seen home prices increase by almost double. The median price is now over $500,000, and our REALTORS® have been dealing with less than 30 days’ inventory with multiple offers on every listing. There are a lot of things I do that are a little different than most lenders. One is that I pick up the phone before my clients make an offer and let the listing agent know who I am, my background and

how well qualified our buyer is. I have a lot tell me I’m the first lender who has ever called them. It moves my client’s offer to the top of the file because now they have confidence that they have a good buyer. We’ve won many deals just because of that, and sometimes we’ve been competing against 15, 25 even 30 offers.”

Bill understands firsthand the challenges REALTORS® are facing, and when a transaction is difficult, he looks for solutions. With in-house underwriting, he’s able to work directly with team members to find them. “It’s not always a dead deal. There are often ways to work around within guidelines and ethics and make it happen. Being a Principal Broker and owner of a company, difficult transactions always came back to me. When we had a bad lender who wouldn’t communicate or gave denials on the last day, I was the one who had to deal with those upset clients.

When I came into the mortgage side of the business, one of my main focuses was that my real estate agents and clients would never be guessing as to what was going on with their loan. I communicate weekly with even the listing agent, so everybody knows what’s happening.”

“Doing Good Business Means Building Good Relationships” Executive Agent Magazine

Demonstrating his peer reputation for reliability and professionalism, one real estate partner stated: “As a REALTOR®, I love working with Bill! I always know he will take care of my clients with five-star service. Bill is great at communication and keeping everyone updated throughout the process. Highly recommend!”

A recent homebuyer said: “This was the best experience we have ever had obtaining a home mortgage. Bill made the entire process easy. He was always available to take our calls and answers our many, many questions knowledgeably and patiently. We would highly recommend Bill and his team. They went above and beyond to not only help us with our mortgage, but also provided great advice.

They are truly the best of the best!”

Bill’s two children are grown, but he and his wife Mary still have a full house, with three dogs and two cats. On the weekends, you’re likely to find Bill and Mary rumbling off to a scenic destination on their Harley Road Glide Limited.

Bill’s success has always come from putting his clients’ best interest before anything else. “I try to become friends with every one of my clients and really dig in deep into their financial situation to help steer them in the right direction. The backbone of my business is always to make sure I’m doing the right thing for them. I work hard to make it a relationship business and not a transaction.”

From Left to Right: Robyn Williams, Stewart Title; Bill Haskins; Rachel Haskins; and Devin Gurius, just after Rachel closed on her first home. Rachel and Devin have since married.

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William Haskins Finance of America Mortgage 460 S. Fitness Place Eagle, ID 83616 208.800.8809 bill.haskins@financeofamerica.com www.HaskinsLoans.com NMLS: 1405816 ©Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 1 West Elm Street, First Floor, Conshohocken, PA 19428 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/ Broker License MC1071. For licensing information go to: www.nmlsconsumeraccess.org.

Executive Agent Magazine

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

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

WERE HELPED THROUGH VAREP CARES

OUR FIVE POINT PLAN

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

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

WE WANT YOU!

1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities.

2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services.

3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families.

4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program.

5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.

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

If You Want to Change Your Results, You Have to Change Your Thinking First

M

y team and I constantly ask ourselves, “How do we make the biggest impact on helping our clients get the results they want faster?” The powerful answer is for us to help change people’s limited thinking or help them adjust their standards or habits to support their goals. So we encourage clients to nurture thought-provoking relationships and opportunities, thus creating more thought-provoking results. Big returns come from thinking smart.

5. How effectively am I feeding my mind?

(How many books have I read in the last six months? What do I wish to become? Am I studying productively?)

6. How do I rate my lifestyle (my satisfaction with activities such as travel, exploring, attending fun events, etc.)?

7. Where is my income in comparison to where I want it to be?

Here’s a simple assessment that will trigger thought and action. Rate yourself 1 to 10 on each question below (1 is low; 10 is high). Then take a few minutes to write down what actions you want to change in response to your answers.

1. How is my life working out?

2. How’s my daily attitude; how happy am I? 3. How are my relationships with my family, friends, co-workers, coaches and mentors?

4. How’s my health (weight, overall wellness, self-esteem, stress levels, etc.)?

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8. How often do I give back to others?

9. How is my goal-setting? How satisfied am I with how my goals have manifested in my life?

Tony Jeary is an author, executive coach and presentation strategist. Jeary has published more than three dozen books about making presentations and strategic effectiveness. He coaches the world’s top executives from companies such as Wal-Mart, Ford, New York Life and Texaco.

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The Importance of Constant Self-Improvement

T

he Importance of Constant Self-Improvement.

Coach John Wooden challenged himself every day with constant self-improvement: Never be satisfied.

Work constantly to improve. Perfection is a goal that can never be reached, but it must be the objective. The uphill climb is slow, but the downhill road is fast.

He believed that valid self-analysis is crucial for improvement. In order to improve a little each day, we must constantly be learning, and to do that, we must be observing constantly and stay open-minded.

A key component of Coach’s constant self-improvement program was how he worked with his assistant coaches. He encouraged them to challenge his ideas, thus creating the valid self-analysis he knew was critical to self-improvement.

In his book A Game Plan for Life: The Power of Mentoring with Don Yeager, Coach describes how Abraham Lincoln inspired his approach: “An incredible example of Lincoln’s wisdom can be seen in the people with whom he chose to surround himself. I pride myself on having read just about every major book ever published about Abraham Lincoln, but the one that has affected me the most in recent years is Doris Kearns Goodwin’s exceptional text Team of Rivals. In this book, Goodwin examines in profound depth a welldocumented but not widely discussed political decision: When Lincoln was elected to the presidency, he appointed a number of former political opponents to serve as his advisers and to fill various posts.

“By selecting men whom he knew disagreed with him or differed from his own platform, he assured himself, he would be confronted with legitimate challenges to his ideas, rather than finding himself in a pool of yes-men.

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“Based on Lincoln’s example, I encouraged my assistant coaches to speak up with ideas that might differ from or even completely contradict my own. Those disagreements never got heated, but sometimes they were very intense. Just as I imagine Lincoln would have been, I was pleased when those challenges arose because it meant that my fellow coaches were as passionate about our team as I was. Nothing ruins a team more quickly than apathy.”

In Coach Wooden’s book Wooden on Leadership with Steve Jamison, Denny Crum, one of his former assistant coaches, describes working with Coach: “Coach Wooden never thought he knew everything.

In spite of the fact that he’d been winning championships every year—four or five of them when I got there as an assistant coach—he wanted to keep learning and improving as a coach and leader.

“When I came up with an idea, he would never tell me, ‘Well, this is the way we’ve always done it and we’re winning championships. So, no, I’m not changing.’ He was open to change. His approach was to listen; if he thought it made sense, try it. If it works, great. If not, move on. He was always searching for ways to improve.”

As Coach liked to say: A leader destined for success asks, “What can we do to improve?” A leader destined for failure says, “That’s the way it’s always been done.”

As Coach Wooden’s grandson-in-law, Craig Impelman had the opportunity to learn Coach’s teachings firsthand and wrote about those lessons for his site, www.woodenswisdom.com. He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.

-Craig Impelman

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Nomination Form Nominate a fellow REALTOR® 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.

DO YOU KNOW SOMEONE TO

NOMINATE? I Nominate: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Submitted By: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Fax/Email nomination to: EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Tel: 949.297.8323 Fax: 949.266.8757 Email: FArrias45@gmail.com

You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.

-Zig Ziglar

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How Patience Makes You Rich -By Jim Rohn

A

patient man is always richer than an impatient one, even if the patient man has less money.

What do I mean by that statement? Well, riches and wealth can take other forms besides dollars and cents. In what sense is the patient man richer? The answer is actually very simple. A patient man is always richer than the impatient one because the patient man can always afford to wait. The patient man is never desperate. The patient man has time to spare, while the man in a hurry is always on the verge of bankruptcy as far as time is concerned.

In any situation you can think of, impatience is a source of weakness and fear, while patience represents substance and strength.

And here’s another reason why patience gives the person who has it an incalculable advantage over those who don’t have it: It gives him deeper insight into himself and others, which is a mark of philosophical refinement. If you can only see the short term, if you think only in terms of the here and now, then you are stuck in a one place. You can’t judge distances. You live in a world that’s flat

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and two-dimensional. In other words, the impatient person lacks all sense of perspective.

If you can only see the short term, if you think only in terms of the here and now, then you are stuck in a one place.

Perspective lets you measure your current plans against things that have already occurred and against your desires and aspirations for the future.

Then and now, here and there, near and far, need and know, watch and wait—these are the dual optics that allow the patient man to see in stereo.

The nearsighted person sees only the present; the fantasizer sees only an imaginary future and, more likely than not, trips over his mistakes trying to get there.

Patience enables you to see the big picture. It helps you to make the most of today while building a better tomorrow. For that reason, it’s one of the most valuable equities of all, one that you should make every effort to acquire. The payoff will be worth it.

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Know of a Realtor doing amazing things?

NOMINATE them to be our next ®

Executive Agent of the Month

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Kerri O’hara Executive Agent of the Month

Kerri O’Hara Helping You Feel at Home Written by H. K. Wilson

R

Boise is that place, and after settling in the community permanently with her family, she decided to pursue a new dream: helping others find home in this one-of-a-kind community.

Ernest Hemingway, a resident of Sun Valley, is famous for saying, “Where a man feels at home, outside of where he’s born, is where he’s meant to go.” For Kerri,

Kerri has applied the same passion, work ethic and business savvy that made her an Emmy-nominated television sports reporter and anchor to her career in real estate, resulting in her award-winning practice at Better Homes & Gardens 43 Degrees North Real Estate. She is among the top 1% of Realtors® in the region, and every year, she has been recognized with the “Circle of Excellence” award.

ealtor® Kerri O’Hara is a Bostonian through and through, but she has always heard the call of the road. At 8 years old, she announced to her family that she would someday be a television news anchor, and that ambition sent her to destinations all over the country in pursuit of her dream. One of those destinations was Boise, and from the moment she landed there, it felt like home. “I love it,” she says. “There’s not another place on earth like it.”

Executive Agent Magazine

It didn’t take her long to realize that her experience in front of the camera is a unique asset in the profession, and she set to work creating informative videos about the Boise area and posting them on social media. She is once again a notable media figure, this time, as a “Boise enthusiast” and relocation expert.

Her YouTube channel garners thousands of views from potential homebuyers. “YouTube allows me to connect with clients in a more authentic way versus just through email. Its helps to create a level of trust right from the start, which is vital to success when relocating to a new area.”

Executive Agent Magazine

After living in seven different states, Kerri knows how overwhelming it can be to move to a new place. As an expert on all things Treasure Valley, she helps to answer people’s questions and smooth the way for their transition to a new life. Her videos inform and give people a glimpse of Idaho’s laidback, outdoor lifestyle. And when Kerri engages with her clients one-on-one, she strives to understand exactly what they are seeking in a home, neighborhood and community — and deliver it.

Kerri has proven to be a superlative home matchmaker.

She has relocated clients from 17 states and two countries.

With dozens of five-star reviews to her credit, her clients are eager to tell the world about their real estate experience.

A recent homebuyer said this: “I don’t even know where to start with our experience Executive Agent Magazine

with Kerri. Nothing I say will capture what an incredible job she did for us in finding our perfect home to lay down roots here in Boise. It started off a couple of years ago when we were looking to make the move to Boise from Alabama. We found Kerri through her YouTube page, where she provides updated information on the Boise market. We reached out to her, and she gave us tremendous guidance during a time where we didn’t even know if we were going to make the move across the United States.

Fast forward to where we did make the move — the Boise market is CRAZY — like nothing we have ever experienced. What we realized fast is that we were grateful to have an experienced, caring Realtor® in Kerri on our side during this process. Our review of Kerri doesn’t showcase the true value of what she brings in the real estate market in Boise and what she has meant to our family during this process.”

Kerri’s approach to real estate is both personal and service-driven. She tends to each client holistically, helping them through not just the real estate process, but the nuances of establishing themselves in a new community, from locating the perfect neighborhood and school district to finding the right doctor or hairdresser. “I’m here to educate and to help,” she says. “What I loved so much about journalism was being there to inform and help people. It’s ended up being the same in real estate.

When they say ‘your vibe attracts your tribe,’ it’s true.

I’ve attracted some of the most amazing clients in the world. I meet so many great people. And the awesome thing about Boise is that it feels like a place where people are running toward something. There is a commonality as to why people are coming here and what they are seeking.”

Kerri lives in East Boise with her husband and two children. They enjoy playing together outdoors year-round.

“I love this community and its people. My number one goal is to make sure they make the best investment and the best decision in a home that works for them.

There’s nothing I love more than when someone says, ‘You knew this was for us and was where we belonged.

We never could have done it without you.’ Knowing I served a good purpose and was able to help someone find their spot is what it’s all about.”

Kerri O’Hara Better Homes & Gardens 43 Degrees North Real Estate 3505 E. Monarch Sky Lane, Suite #200 Meridian, ID 83646 Tel: 208.860.7168 Email: Kerri@43RE.com Web: https://www.relocationboiseidaho.com

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Mackenzie Brogdon

MackenzieBrogdonRealtor.com +1 (949) 370.8188 - mackenzie@shelbypagetrealty.com

DRE #SP52003

Dry Creek R anch 7984 W Brooks Dr, Boise, ID This stunning newly built, never occupied home in one of Boise’s TOP subdivisions, Dry Creek Ranch is sure to please. This spacious single story home on .25 acres boasts hardwood flooring throughout, 4 bedrooms, a tech room, 3 luxurious bathrooms, and a garage that’s over 1100sqft.

Price: $1,049,900

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Country Living With Sunset Views BOISE, IDAHO Country living with captivating views in every direction! Watch the sunrise over the Boise Foothills & sunsets over the Owyhee Mountains from your sprawling custom home on a beautiful countryside 4 acre lot. Bring your animals & enjoy the privacy of rural living within minutes of Idaho’s wine country. 5 Bed | 3.5 Bath | 3792 Sqft | 4.06 Acres | Shop | $1,499,900 | To-be-Built.

Arrow Tallman Keller Williams Realty Boise

Tel: 208.340.9277 realestatebyarrow@gmail.com https://realestatebyarrow.com Executive Agent Magazine 35

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Waterfron t On The Boise Ri ver 21817 Blessinger Rd, Star, ID

Extraordinary and incredibly rare waterfront property nestled along the Boise River. The breathtaking setting has been home to one of the most desirable wedding venues in the state of Idaho. Nearly 10,000 sq. ft. on 2 pristine riverfront acres. 5 Beds, 7 Baths offering exquisite finishes & craftsmanship. $3,950,000

Jace Skyles Tel: 208.871.9912 jskyles@boisehunterhomes.com BoiseHunterHomes.com Executive Agent Magazine 37

E xclusi ve Tro usd a le Estate 419 Robert Lane, Beverly Hills, CA

Located on one acre in the prestigious Trousdale Estate neighborhood of Beverly Hills, a completely private and gated sanctuary...The Robert House. Meticulously crafted by famed architect Wallace Neff, this sprawling single-story home features soaring ceilings, grand open living spaces, sunken bar, marble fireplace, and landscaped grounds complete with rolling greens, covered loggias, and pool. Set across the street from the highest sale in Trousdale. 5 Bed, 9 Bath, 7,311 sq ft house, 1 Acre lot.

Price: $19,800,000

Rochelle Maize

DRE # 01365331

Nourmand & Associates 421 N. Beverly Drive Suite 200 Beverly Hills, CA 90210 Tel: 310.968.8828 rochelle@rochellemaize.com www.RochelleMaize.com 38 36 Executive Agent Magazine

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Oceanfront Compound 27930 Pacific Coast Hwy, Malibu, CA

Oceanfront villa and tropical resort compound on private bluff above Paradise Cove. Over 2.5 acres of landscaped beauty, exquisite design, walls of glass: a majestic setting for lavish indoor-outdoor entertaining and sublime comfort, with tennis court, pool, private beach, gym, billiards room, movie theatre, wine cellar, four private guest apartments.

Offered at $85,000,000

Chris Cortazzo COMPASS Tel: 310.457.3995 chris@chriscortazzo.com https://chriscortazzo.com 40 Executive Agent Magazine

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Executive Estates Magazine

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VILLA LA FLEUR Tel: +297.592.7929

ALEX CYBUL

Aruba Villa Rental Located just across the beach is the Full Mansion Arashi that will genuinely take your breath away. If you are searching for accommodation best suited for 16 guests, then there is nothing better than this property. You will have a fantastic time at this sprawling property with your friends and family. There are a total of seven large bedrooms and nine full bathrooms. There ample living space in this property as there are five king beds, two queen beds, and four sofa beds. This townhouse is fully equipped with all the amenities that you can ask for, such as a Wi-Fi facility, parking facility, great outdoor and indoor space, large pool, patio, and much more. Enjoy your time in this property as there is a lot to explore in and around the area.

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BaliRetreatAruba.com IG & FB: @baliretreataruba Paraguana 7, Noord, Aruba BaliRetreatAruba@gmail.com

Bali Retreat Aruba is a unique vacation home inspired by South East Asia, featuring a resort-style pool amidst giant boulders, a cave, Buddha statues protruding from an imposing rock wall with waterfalls cascading into the heated indoor lap pool, private cinema, yoga pavilion, and a beach volleyball court.

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Six Powerful Prospecting Tips to Build Your Business

W

hy is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales.

Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking two-hour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

Six Powerful Prospecting Tips to Build Your Business Tip One: Don’t Forget to Ask for Referrals.

Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate.

Most customers are initially reluctant to provide referrals without some basic training and motivation.

Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief roleplaying exercise will build your advocate’s confidence and keep them from over-educating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals.

I recommend that you call them and then follow up by sending a thank you card and or gift.

Tip Three: Strike While the Iron is HOT.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking...

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Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to

record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

Tip Five: Qualify Your Prospect at Maximum Range.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally.

Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

- W. Clement Stone John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

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

11/25/13 6:02 PM