MAY 2016 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

KeithWatts Executive Agent of the Month

Inside Features: Gina Miramontes Keller Williams Realty Patrick Parry Watts Team Real Estate Cristina Warfield Compass

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Executive Agent of the Month

22 19 Keith Watts Watts Team Real Estate

Professional Profiles

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Gina Miramontes

Patrick Parry

Cristina Warfield

Keller Williams Realty

Watts Team Real Estate

Compass

ExecutiveAgent Magazine

May, 2016 - California Edition Editorials

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

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Ways To Minimize Distractions -Tony Alessandra

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Are Limiting Beliefs Stopping You? -Anne Bachrach

ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

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Customers For Life -John Boe

Finance of America Mortgage...........................29 i Photography Studio.............................................25 Kinecta Federal Credit Union...............................40 PWAOR...................................................................28

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More Important Than Your Business Plan -Rich Levin

SBAOR....................................................................38 The Termite Guy......................................................3 Ticor Title Company....................................................39

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Building A Successful Team -Jim Rohn

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

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Daily Deposits In Yourself -Dirk Zeller

© 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.

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Affection, Acceptance and Approval -Zig Ziglar

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“Real estate is the most dynamic form of investment there is. It makes dreams come true and I feel humbled to be part of the process.”

That’s why Patrick Parry set his sights on a career in real estate. When clients choose this dynamic young Realtor® at Watts Team Real Estate, they are choosing a professional who is fully committed, and one who is well-equipped with the knowledge and expertise to give them profitable advice.

A native of Orange County, Patrick grew up watching new communities emerge from the hills and sand. He participated in that growth, working on job sites with his father, a general contractor. “That part of it never really grabbed me,” he says, “but the economy and finance always interested me.” He graduated with his bachelor’s degree in business finance with an emphasis in real estate from California State University Fullerton, and went on to work as an investment counselor, advising investors who were purchasing residential and commercial properties in markets across the U.S. Patrick entered the industry during the turbulent recession years. He gained much wisdom early on that he passes along to his clients today. “I saw the market going crazy with appreciation. As soon as I graduated, it turned down, and I saw the greed that came out of it. It was a reality check early in my career. Getting into the industry was difficult. It gave me grit, so I don’t readily give up. It also gave me a better understanding of the factors that drive the market and how fast they can change.”

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A Positive Local Outlook Written by Haley Freeman

At Watts Team Real Estate, Patrick helps clients make informed decisions about real estate and to think practically about why they’re in the market for a home. “Whether or not the market will increase over the next 10 or 20 years may not be a reason to buy, just a benefit. What matters is whether the purchase is something they want and makes sense right now. People always need a place to live regardless of what the market is doing. It is my job to make it happen.”

Patrick remains an avid student of economics, who stays on top of new reports and projections. He works closely with manager Keith Watts, analyzing local trends in order to give clients informed guidance when either listing or purchasing a home. They save clients substantial time and money by giving them accurate information and adjusting unrealistic expectations.

“Analyzing the market is important,” Patrick continues. “Real estate is hyper-local, so what they say about location is true. For instance, you have to look at each city and see how many of a particular floorplan are on the market at one time, and what is the demand for that floorplan. Many local factors have an effect on price. Pricing properties is as much a science as an art, and it is a huge part of listing a home. We’re constantly examining these factors because they’re always changing. Every time we get a new listing or are making an offer, we sit down to discuss it to determine the best strategy for the client. There’s no room for yes men in this industry.

Our job is to relay what is reality and point people on the right path.”

“Each client and transaction needs its own specific approach. Here, I get more specified training and support, and I can work directly with the owners to do what is best for my client. I have a lot more control.

And as an agency, we are hyper-local. We sell all over the county, but we specialize in the local area and are leaders in this market.”

Technology also plays a big role in Patrick’s strategy. He is vigilant about leveraging social media and finding new advertising tools that will give his clients an edge. But he believes there is no substitute for genuine customer service.

“I am a person who cares. What gets me out of bed every day is knowing I’m going to make new friends, and the bonus is that I get to make a living doing it. What better way to spend your life than helping people find one of the most important necessities of life, helping them start a home and family or end that chapter of their life? You go through a lot with people on this journey, and to me there’s nothing better.”

Patrick says that working for a local, boutique company allows him to give more to his clients.

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Patrick Parry Watts Team Real Estate 85 Argonaut, Ste. 202 Aliso Viejo, CA 92656 Tel: 949-235-8614 Email: Pat@patparryhomes.com Web: www.PatParryHomes.com CalBRE # 01829479

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Ways to Minimize Distractions here are lots of potential distractions. If you can’t avoid them, minimize them. You do that by focusing totally on the speaker and paying attention. Here are four specific techniques that will help you concentrate while listening:

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Here’s a third reason why we don’t listen well: We think we already know what someone is going to say. We assume that we have a full understanding right from the start, so we jump in and interrupt. We don’t take the time required to hear people out.

1. Take a deep breath. This will prevent you from interrupting, and will provide your brain with invigorating oxygen. Try it now, and as you’re doing it, try to speak. It doesn’t work very well, does it?

The fourth reason has to do with the speed gap-the difference between how fast we talk and how fast we listen. The average person speaks at about 135 to 175 words a minute, but comprehends at 400 to 500 words a minute. For the person who’s not listening well, that’s plenty of time to jump to conclusions, daydream, plan a reply, or mentally argue with the speaker. At least that’s how poor listeners spend the time.

2. Consciously decide to listen. No matter who’s speaking, pay attention and listen for information that’s particularly interesting or useful. You never know what you might learn. As show-biz wit Wilson Mizner once said, “A good listener is not only popular everywhere, but after a while he knows something.”

3. Mentally paraphrase what the speaker is saying. This will prevent you from daydreaming about irrelevant and superfluous topics. You’ll concentrate on the speaker instead of yourself.

4. Maintain eye contact. Where your eyes focus, your ears follow. You’re most likely to listen to what you are looking at.

So, if you can’t eliminate a distraction, use one or more of these techniques-breathe deeply, decide to listen, paraphrase, or maintain eye contact. They’ll help you handle the distractions.

There are five basic reasons we fail to listen well. First, listening takes effort. As I said, it’s more than just keeping quiet. It means really concentrating on the other person.

An active listener registers increased blood pressure, a higher pulse rate, and more perspiration. Because it takes so much effort, a lot of people just don’t listen.

Second, there’s now enormous competition for our attention from radio, TV, movies, computers, books and magazines, and much more. With all these incoming stimuli, we’ve learned to screen out information we deem irrelevant. Unfortunately, we also screen out things that are important.

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And the fifth reason we don’t listen well is because we don’t know how. We do more listening than speaking, reading, or writing. But I bet you’ve never had a course in listening, have you?

I think listening is the most neglected and least understood of all the aspects of communication. And, largely, this weak link springs from bad habits. In short, we haven’t been trained to listen.

An untrained listener is likely to understand and retain only 50 percent of a conversation moments after it’s finished. This retention rate drops to an even less impressive 25 percent just 48 hours later. So an untrained listener’s recall of a conversation that took place more than a couple of days ago will always be incomplete and usually inaccurate. No wonder people seldom agree about what’s been discussed!

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.

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.

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Written by Tony Alessandra

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E XECUTIVE AGENT

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Written by Haley Freeman

Gina Miramontes

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ina Miramontes’ personal mantra, “Work hard and stay humble.” She is a spirited and savvy buyers’ agent with Fred Stepanian’s award-winning team at Keller Williams, whose hard work is inspired by her passion for real estate and her keen desire to help people find the home of their dreams.

Gina is a first-generation American who grew up in Orange County. Her parents courageously came to this country and built a prosperous life for themselves and their four children. “My father worked in construction his whole life to take care of his family,” Gina says. “He made sure all of his kids could get a proper education.”

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“He had funds in the bank ready for us to go to college.

The main reason I strive to be successful is because of the sacrifices my parents made for us.”

Gina has made the most of the opportunities her parents helped to create for her. While earning her degree in geology from California State University Fullerton, she became a licensed notary and began facilitating mortgage loan closings. Eventually, an agent approached her with an opportunity to work as her assistant processing short sales.

That hands-on experience motivated Gina to get her real estate license and become an independent Realtor®.

Gina joined Keller Williams and met Fred Stepanian during a transaction where she was representing the buyer, and he was representing the seller. “He liked the way I handled the transaction, and afterward he reached out to me and asked if I’d like to join his team as a buyers’ agent. At that time I wanted to build my own team, but he’s one of the top agents in Keller Williams Irvine. I thought, ‘Why give up this opportunity to learn? He’s obviously doing something right.’”

That was two years ago, and today Gina is flourishing as part of the Stepanian Group. “Our team tries to stay on top of trends. We’re always changing our models and getting together to discuss new ways we can improve our service.

One of the things I’ve learned from Fred, my partner and mentor, is how to be organized and identify the needs of each client. It’s important to understand if buyers are ready to buy today or six months from today. I continue to grow as a Realtor® and learn from all of his past experiences.”

Gina brings her youthful enthusiasm and progressive grasp of technology to the team and their clients. “I understand the importance of internet-based search engines and all of the tools out there the younger generation is leaning towards. Nowadays, agents are doing virtual reality tours of listings. Today you can purchase a home without even walking through it. Technology is just changing the way business is done, but I think there will always be a need for a qualified Realtor® to represent the interests of the buyer and seller.”

Gina’s patience and skill at listening to her clients help her to truly understand their requirements and find the home that meets all of their needs. “It’s important to me to put them at ease so they can feel happy and enjoy the entire process. I want to make it as stress-free as possible.”

presence is especially prominent in the cities of Irvine and Tustin. “The Stepanian name is well known in these cities since we facilitate most of our transactions in these areas.

We also have a reputable presence with other Realtor® agents here, since we conduct our business with the utmost professionalism. When it comes to accepting offers, agents advise their sellers to make a decision not only on the offer details, but on the agent who they’re going to be working with. Our reputation is another reason why our buyers’ offers are more desirable to sellers and their listing agents.”

Gina is an energetic young professional whose seven years of solid industry experience are bolstered by the proficiency of one of the most reputable real estate teams in the business. Her positive outlook and focus on serving others help her to always “work hard and stay humble.”

“I give my clients 110 percent,” she says. “I take my profession seriously and provide my clients with exceptional service and results. My personal life morals and work ethics are rooted in honesty, respect and dignity. I know that positive things will come when your focus remains on helping people.”

Gina Miramontes Stepanian Group, Keller Williams Realty 4010 Barranca Parkway, Suite 100 Irvine, CA 92604 Tel: 714-474-9967 Email: Gina.Miramontes@gmail.com Web: www.realestategina.com CalBRE # 01925788

The Stepanian Group has built a fine reputation for service excellence throughout Orange County, and their ExecutiveAgent Magazine

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Customers For Life!

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he most successful companies place great value on developing lifetime relationships with their customers. In today’s competitive marketplace, they’re aware that their customers are aggressively prospected and their loyalty cannot be taken for granted. Customer focused companies recognize that relationship building and follow on service are critical components for promoting both customer retention and revenue growth.

First Build a Relationship Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our ability to communicate. Nevertheless, even with all of these technological tools at our disposal, the alarming number of dissatisfied customers, lost sales and failed relationships all reflect the fact that none of us are as effective at communicating as we would like to believe.

Temperament understanding helps to foster effective communication. Research in the field of human psychology indicates people are born into one of four primary behavioral styles; 1. aggressive 2. expressive 3. passive 4. analytical Each of these four temperament styles requires a unique approach and communication strategy. For example, if you are working with the impatient, aggressive style, they want a quick fix and a bottom line solution.

Under pressure they can be ill-tempered and quick to anger. Give them options so you don’t threaten their need for control. Don’t waste their time with chitchat, stick to business. While at the other extreme, the stressprone analytical style requires more information and is interested in every detail. Their cautious and analytical nature makes them susceptible to buyer’s remorse. Be sensitive to their need for reassurance and guarantees.

Once you learn how to identify each of the four primary behavioral styles you will be able to work more effectively with all of your customers.

Communicate Effectively Recognize the importance of nonverbal communication and learn to “listen with your eyes.” It might surprise you to know that research indicates over 70 percent of

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our communication is perceived nonverbally. In fact, studies show that body language has a much greater impact and reliability than the spoken word.

Create a favorable first impression and build rapport quickly by using open body language. In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded and your legs uncrossed. You can develop harmony by “matching and mirroring” your customer’s body language gestures.

Matching and mirroring is unconscious mimicry. It’s a way of subconsciously telling another that you like them and agree with them.

Improve your active listening skills. To develop and encourage conversation, use open-ended questions to probe the meaning behind your prospect’s statements.

Occasionally repeat your prospect’s words verbatim.

By restating his or her key words or phrases you not only clarify communication, but also build rapport. Keep your attention focused on what your customer is saying and avoid the temptation to interrupt, argue or dominate the conversation.

Little Things Make a Big Difference Rendering quality customer service is both a responsibility and an opportunity. Often salespeople view customer service as an administrative burden that takes them away from making a sale. The truth is that customer service provides opportunities for crossselling, up selling and generating quality referrals.

Customers describe quality customer service in terms of attention to detail and responsiveness. Customer satisfaction surveys consistently point to the fact that the little things make a big difference. Not surprisingly, the top two customer complaints with regards to customer service are unreturned phone calls and a failure to keep promises and commitments. Make an effort to see yourself through your customers’ eyes. True customer service is meeting and surpassing your customers’ expectations.

Successful salespeople “go the extra mile” when providing service and turn the customers they serve into advocates to help them promote their business. Your referrals and follow on business are in direct proportion to the quality and quantity of service you render on a daily basis.

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Want more referrals? Improve your service!

Here are five powerful customer service tips 1. Under-promise and over-deliver. Develop a reputation for reliability; never make a promise that you can’t keep. Your word is your bond.

2. Pay attention to the small things. Get in the habit of returning phone calls, e-mails and other correspondence quickly. Follow up, follow up, follow up.

3. Stay in contact and keep good records. Take the time to jot down notes from meetings and phone calls making certain to record all relevant information. Maintain a written record of service. This is especially helpful when clients are reassigned to a new sales rep. Setup a suspense system to track important contact dates such as client review calls and birthdays. Consider sending a personal note or an article of interest every six months.

4. Give your customers a promotional gift. Consider sending them a letter opener, coffee mug or a calendar with your picture and contact information.

think it is, but rather how your customers perceive its value. When it comes to customer service, perception is reality.

Progressive companies emphasize commitment to customer service from the top down by establishing training standards and continuously monitoring customer satisfaction. Companies that fail to implement an effective customer service program actually do a disservice to their customers and unknowingly, leave the backdoor open to their competitors. If you do it right, sales and service blend seamlessly and you will exceed your customers’ expectations!

John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Š 2008, John Boe International.

All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

5. Establish a feedback system to monitor how your customers perceive the quality and quantity of the service you provide. Service is not defined by what you

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E XECUTIVE AGENT

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Written by Haley Freeman

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ward-winning Realtor® Cristina Warfield is well versed in spotting opportunities for change and growth within a complex marketplace. Her early career experience in Wall Street banking and investment paved the way for Cristina’s subsequent success in California real estate. She has refined her ability to both

predict and navigate obstacles far in advance to ensure forward momentum for her clients. “I grew up in a family who had the philosophy that something is only a problem if you can’t fix it. I’ve found good communication is usually the key. Often it’s as simple as picking up the phone and asking what someone needs.”

As one of the youngest Vice Presidents in Citibank’s private banking division, Cristina served a diverse client base including domestic and international clients. She learned well the art of listening.

“I had to be able to determine what my clients truly meant for their transactions to move forward smoothly. It wasn’t simply what they said or how they communicated, but, the nuanced cues and emotions they revealed. Sometimes what was unsaid was as important as what they openly shared.

I’m grateful I had the opportunity to learn such a vital lesson so early in my career.

I’ve been able to apply this knowledge to help a lot of people reach their real estate goals.”

When Cristina returned to the West Coast after her time in New York, she worked as a project manager and business analyst in the banking and title sectors. Here, her unique experience and affinity for technology as well as the ability to create sensible, long term solutions were intertwined. When she transitioned to serving real estate clients as an agent, she drew upon her rich wealth of experience and well-established connections within many areas of the business. As a leader and mentor to a team she has nurtured closely, Cristina has earned numerous awards for both leadership and production.

In 2014 she closed an astonishing 160 transactions. Last year Cristina was ranked the top performer in her office.

Cristina Warfield ExecutiveAgent Magazine

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Serving Real Estate Buyers and Investors Well

Recently, Cristina and her team joined Compass in Beverly Hills, “where everybody is smart, cutting edge, and where the company understands how to design and develop the best industry technology.” This New York-based company is the perfect fit for Cristina and her multi-national clientele on the Los Angeles Westside. Cristina and her team serve clients buying or selling their own homes, small investors creating multi-generational legacies, full-time investors with complex real estate portfolios, international investors as well as those who require Cristina’s experience to understand the nuances and complexities of intricate transactions.

In addition to helping clients find the right home or investment property, Cristina and her team encourage a “big picture” approach. “I spend time making sure my clients go to a consultation with someone other than me. I encourage first-time homebuyers to look at the transaction from another perspective. For instance, if they don’t have a CPA, I like them to have a CPA consultation. I strongly encourage my clients to think about where they want to be in five years, and why their purchase is meaningful. Many times they come back and say, ‘I thought I knew what I wanted, but now I see I could own more properties over time.’ I’m all about helping people get to their dreams in a way they didn’t think was possible.”

Beginning when her son was only six, Cristina and he choose charitable organizations they lend their support to every year. “Then I go back to my team and ask what they think about helping those organizations that year. We reach out to the groups and find out how we can help them reach their funding gap, and then we figure out how many deals we have to close to reach that goal.” Cristina and her team have supported many causes, among them, Free Arts for Abused Children. “They do a lot of good by providing therapeutic art programs for children who have been abused. I originally became involved with them in New York, and I continue to support their work throughout Los Angeles County and Southern California.”

Cristina expresses profound gratitude for her father, who always told her, “You can be anything you want to be—just make a plan.”

Today Cristina offers that same promise to her clients.

“When people tell me, ‘This is how I want to live, where I want to live, and what I want for my future,’ I will get them there. This is what I’m most passionate about.”

Cristina sees client service as paramount and places personal attention on her clients. While Cristina’s assistants, location scout, marketing coordinator and transaction coordinator all work diligently behind the scenes, Cristina’s clients feel her presence throughout every stage of their transaction. Her honesty and transparency help her form lasting and meaningful bonds with clients. To date over 90 percent of her business comes from referrals and repeat transactions. “So often people say I’ve stepped in and changed their lives. But what they don’t realize, is that they’ve changed mine too.”

When she’s not working, Cristina spends time with her ten-year-old son. She says, “He’s the smartest person I know—intense and smart. I learn from him all the time.”

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Cristina Warfield Compass 9454 Wilshire Blvd, 4th floor Beverly Hills, CA 90212 Tel: 310-429-5997 Email: Cristina@CristinaWarfield.com Web: www.CristinaWarfield.com CalBRE # 01823970

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Building a Successful Team

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nce you’ve set a goal for yourself as a leader whether it is to create your own enterprise, energize your organization, build a church, excel in sports, etc. - the challenge is to find good people to help you accomplish that goal. Gathering a successful team of people is not only helpful, it’s necessary.

So to guide you in this daunting task of picking the right people, I’m going to share with you a four-part checklist.

Number One: Check each candidate’s history.

Seek out available information regarding the individual’s qualifications to do the job. That’s the most obvious step.

Number Two: Check the person’s interest level.

If they are interested, they are probably a good prospect. Sometimes people can fake their interest, but if you’ve been a leader for a while, you will be a capable judge of whether somebody is merely pretending. Arrange face-to-face conversation, and try to gauge his or her sincerity to the best of your ability. You won’t hit the bull’s-eye every time, but you can get pretty good at spotting what I call true interest.

Number Three: Check the prospect’s responses.

A response tells you a lot about someone’s integrity, character, and skills. Listen for responses like these: “You want me to get there that early?” “You want me to stay that late?” “The break is only ten minutes?” “I’ll have to work two evenings a week and Saturdays?” You can’t ignore these clues. A person’s responses are a good indication of his or her character and of how hard he or she will work.

Our attitudes reflect our inner selves, so even if we can fool others for a while, eventually, our true selves will emerge.

And Number Four: Check results. The name of the game is results. How else can we effectively judge an individual’s performance? The final judge must be results.

of an individual’s productivity. Sometimes we don’t ask for this type of result right away, but it’s pretty easy to check activity. If you work for a sales organization and you’ve asked your new salesman, John, to make ten calls in the first week, it’s simple to check his results on Friday. You say, “John, how many calls did you make?” John says, “Well . . .” and starts telling a story, making an excuse. You respond, “John, I just need a number from one to ten.” If his results that first week are not good, it is a definite sign. You might try another week, but if that lack of precise activity continues, you’ll soon realize that John isn’t capable of becoming a member of your team.

The second area you need to monitor is productivity. The ultimate test of a quality team is measurable progress in a reasonable amount of time. And here’s one of the skills of leadership: be up front with your team as to what you expect them to produce. Don’t let the surprises come later.

When you’re following this four-part checklist, your instincts obviously play a major role. And your instincts will improve every time you go through the process. Remember, building a good team will be one of your most challenging tasks as a leader.

It will reap you multiple rewards for a long time to come.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine.

Copyright© 2006, Jim Rohn. All right reserved.

For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com http:// FrogPond.com

There are two types of results to look for. The first is activity results. Specific results are a reflection

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Written By Jim Rohn

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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: FArrias45@gmail.com Tel: 949.366.3349

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Cover Story

KeithWatts Executive Agent of the Month

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Keith Watts Written by Haley Freeman - Ian Wiant Photographer

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eith Watts grew up in Laguna Niguel and watched the development of Aliso Viejo from the ground up. “There were no homes here when I was growing up. Now I have my office here and my house here, and I rarely leave it. This is an amazing place to have a family. I love it here, and I think that makes it easy to sell.”

Keith is both an agent and office manager at Watts Team Real Estate, where his wife Jennifer is the broker.

This family-owned, boutique firm specializes in serving clients in Aliso Viejo, Laguna Niguel and their surrounds with unparalleled local expertise and uncompromising service.

From childhood, Keith exhibited exceptional sales

skills. He was always the Boy Scout who sold the most magazine subscriptions. After high school and before completing his bachelor’s degree in English at USC, Keith worked at the Roger Dunn Golf Shop in Mission Viejo. The customer service lessons he learned from store manager Tim Codd helped shape him into the conscientious professional he is today. “I learned so much from him in only one year about doing things the right way.

When I walked in to work, he would shake my hand. It was such a good experience for me as an impressionable kid about to go to college to be treated like a professional.

He said the customer always comes first, and he lived it.

He taught me not to view people’s problems as their problems, but to instead take the philosophy that I’m going to inherit that problem. Now it’s my problem, and I’m going to handle it. You take it off their shoulders and solve it.”

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Keith has incorporated this philosophy in his dealings with his clients and the agents who work in his office. “If a client has a problem with an escrow repair, I inherit the problem. I’ll take care of it and submit the bill to escrow to be paid back at closing. We pay for maid service and staging and do whatever we can to make the process easier. We generally spend more on our clients than our competition, but that’s because we’re in it for the long term. We’re selling a service. The best way to relieve a client’s anxiety is to educate them, be their advocate, and

assure them that they can always count on your loyalty.”

Keith carefully screens the agents who come to work with him to ensure they are a good fit with Watts Team’s culture of customer service and loyalty. “No agent who works here is not loyal to their clients. It’s all about treating people right. Our agents are professionals. We respect that every agent is on a different journey; not everyone is equipped to sell 100 houses a year. If they’re loyal to their client, that’s our highest priority.”

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The Resident Expert Agents at Watts Team benefit from the leadership of a producing manager who understands first-hand the current trends and challenges they are facing daily in the market.

The culture he has built is further distinguished by his experience as a former title rep and as an agent working for major real estate brands. “I think most agents want their leader to be a sales person. In a lot of offices the person doing the training isn’t selling homes. I’m always available to assist and answer questions, and the fact that we are a private brokerage means that we can be more flexible in serving the interests of the client. Our focus isn’t on meeting sales quotas or paying the overhead on our office. We would never pressure a client to close a transaction just to get a paycheck. We always try to do the right thing for the client, whether it means a commission this time or not. That takes the pressure off of our agents too.”

The numerous five star ratings Keith has received from his clients on Zillow and Trulia are a testament to his local expertise and extraordinary service. “It’s gratifying for me to see the quality of my reviews. This is something I’m not in control of, since I’m only in control during the transaction. At the end, all I have is the opinion of my clients.”

A recent client summed up his experience: “Keith was referred to us. I am extremely happy with every detail of his service in selling our home of 20 years. He was always available whenever we had questions. I never felt pressure to go in a direction I wasn’t comfortable with. His knowledge of South Orange County was of great benefit. He is attentive, trustworthy and professional. I would gladly use his services again, and I would feel totally confident in referring him to friends and family. He has earned my loyalty.”

Watts Team ExecutiveAgent Magazine

Keith says that a good sales person can talk people into anything. But his job is more about pointing out the pitfalls of a property to make sure his client is fully informed and protected. “I’ve never talked anyone into a buying a house they don’t want. They’re going to find what they like, and if they’re okay with the flaws, then we will work with it.”

affect the housing market. He is also busy supporting the school and sporting activities of his three daughters. He coaches club volleyball and youth soccer. “On Saturdays I spend my day going from field to field coaching. I get to meet all of the parents, and it’s a lot of fun. I also play golf.

I meet so many people that this place just keeps shrinking.”

Most of Keith’s actual selling is to other agents. He has a reputation for being trustworthy, easy to work with, and someone who negotiates ethically. “When you’re a listing agent, you rely on other agents to sell your houses. I want them to see my listings and be excited about it because they know I’m the one they will be dealing with.”

Keith counts himself fortunate to be living such an extraordinary life. He has a beautiful family, he spends every day selling the community he loves, and he gets to choose the people he works with. His upbeat, positive approach to real estate makes every transaction a welcome challenge.

“I love helping people accomplish something that almost always ends in happiness, whether I am giving them the keys to their new home or helping them move on to the next stage of their life. There’s no place else I want to be.”

Keith is an integral part of the Alisa Viejo community.

He is a member of the local Chamber of Commerce, and he speaks regularly with the mayor, sheriff and city council, so he is well-informed about social and political trends that

ExecutiveAgent Magazine

Keith Watts Watts Team Real Estate 85 Argonaut, Ste. 202 Aliso Viejo, CA 92656 Tel: 949-340-6307 Email: uscwatts@gmail.com Web: www.wattsteamhomes.com CalBRE # 01821136 ExecutiveAgent Magazine

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Affection, Acceptance and Approval

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n article that appeared in The Dallas Morning News was particularly fascinating because the author was writing about Vitamin A (for affection) which is advocated by Inez Bloomingdale who is the owner and director of Miss Bloomingdale’s Academy, a child care center in Las Colinas. Miss Bloomingdale pointed out that she doesn’t merely operate a business, but that she wants to make sure children have all they need to help them grow. She received the Paul Harris Award from the Dallas Rotary Club which is given to recognize a lifetime commitment to education.

Miss Bloomingdale is “right on.” Research indicates that all of us have a need for affection and everybody wants to be accepted and to gain approval. We also want to be right and to be understood. Unfortunately, we all cannot always be right but all of us can listen attentively to a person, whether child or adult. If we cannot agree with their position, we can give them personal approval for the originality of their ideas. With children and, for that matter, with adults affection is important. We all have a “skin hunger” that can only be satisfied with genuine affection from an unselfishly caring person.

The parent or teacher of any kind who demands certain performances before they give acceptance causes the recipient to wonder if they have performed well enough to “deserve” that acceptance.

Approval comes in many forms. A simple “good job” or “congratulations” or “my, I like the way you shined your shoes (or brushed your hair) this morning” is sometimes all a struggling child needs to hear to feel they are worthwhile.

Combine what Ms. Bloomingdale is teaching with the fact that over 60% of a child’s working vocabulary is acquired by age three and 80% of their character is formed by age five, as well as 90% of their personality by age seven, and you can understand why Ms. Bloomingdale receives such high accolades. Follow her approach to dealing with your children and I’ll SEE YOU - and the kids - AT THE TOP! Zig Ziglar is known as America’s Motivator. He authored 33 books and produced numerous training programs. He will be remembered as a man who lived out his faith daily.

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Are Limiting Beliefs Stopping You? Written By Anne M. Bachrach

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nherently speaking, there is nothing that you are not capable of accomplishing. The truth is there is no such thing as can’t - you only think you can’t. Success is not a special privilege handed out to a selected few; success comes to applying success-oriented beliefs. Transform limiting beliefs into success beliefs and you can achieve anything.

That’s where life coaching can and does make a big difference for many people. It helps you transform limiting beliefs into success-oriented beliefs that get you from where they are to where they want to be. It’s no coincidence that when clients call me for life coaching services, they come to me because they feel stuck or blocked.

They feel stuck because they don’t realize their limiting beliefs have created an obstacle that is stopping them from achieving their goals.

Here’s a perfect example. During one of my coaching sessions with a client, I asked him about his success with obtaining referrals (which is a key to any business). He told me that he typically will receive two referrals per client. When I asked him why he thought he didn’t receive more, he replied, I just can’t imagine obtaining more than two referrals per client because that is what I typically receive. Then I asked him if he expected and believed he would receive more than two referrals (something like 5, 8, 12 or 25), did he think he might actually receive more referrals? He hesitated for a minute and in an “a-ha” moment, said yes. He realized at that moment his limiting belief was holding him back from something more. As soon as he changed his limiting belief, he began experiencing a higher number of referrals from his clients. How are limiting beliefs affecting your success?

Like I said, success is not a privilege handed out to a selected few; success is available to anyone who applies success-oriented beliefs to their life. Limiting beliefs create obstacles, while success-oriented beliefs tear them down. Although limiting beliefs are only thoughts, they create obstacles - literally. When you let go of limiting beliefs, you gain the power to not only get around obstacles, but prevent your mind from creating them in the future. Success beliefs help you realize that you can do anything and any obstacles you face are only imaginary blocks created by your limiting beliefs.

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Success Belief #1 Everything begins and ends with you.

Blaming others for anything, including your reality, is nothing but a limiting belief. It never matters what other people say or do, it only matters what you say or do.

Everything, good and bad, can always be traced back to an action (or reaction) you made. Taking responsibility for everything in your life isn’t accepting personal blame; it’s understanding that you are the creator of your life and you have the power to make successful choices. The power of choice takes you from being a passive acceptor to an active creator.

Success Belief #2 Yes you can.

Self-defeating talk is disempowering - give it up. It literally takes away all of your creation power. The truth is - there is no such thing as can’t. For example, you can be a professional athlete if you chose to. It’s unlikely you would become a professional athlete without training or experience, but you can be a professional athlete with training and persistence. Notice I said, unlikely? I didn’t say can’t because, really, anything is possible. There is no can’t about it - you can if you choose. See the difference? Get back in the driver’s seat and speak empowering words like, I am, I will, and I have. Granted, you have to be willing to do the work because saying I am will not magically transform you into someone else.

Success Belief #3 Commit to your goals.

If you want it, but aren’t willing to do the work in order to get there, there’s not much point. You have to really want it to commit to it. Choosing to do something because someone else wants you to do it only makes it easier to quit. Achieving your goals isn’t always hard, but it does take focus, commitment, and hard work. Commitment is much easier to deliver when you have the desire for the end result.

Success Belief #4 You have got to believe in yourself.

From now on, you believe you can do anything because you realize that success just comes down to applying the right belief system. Those who believe, create the impossible every day all over the world. They dissolve disbelief

ExecutiveAgent Magazine

EA There is creation power in your belief system; so use success-oriented beliefs to create a success driven life

in others by defying the odds and accomplishing what was said to be “the impossible.” How did they do it? Because they believed they could do it, and committed to doing what needed to be done to get there. If they can do it - so can you.

Success Belief #5 Ignore the negative talk around you.

Many times you don’t even realize people are holding you back. They may not even realize they’re doing it, but it’s natural for those close to you to want you to remain at their level. It’s human nature to want to keep close relationships and without even realizing it, they are holding you back, and you are allowing it. If you want something more than you currently have, and realize that means having to loosen the ties with those who are holding you back; you are entitled to excel to your next level. You don’t have to necessarily leave them completely behind, but realize you are not obligated to remain in a limited level in life. You have the freedom to reach the next level, even if your current friends and family choose to not rise with you.

The people around you may mean well, but they don’t always say the right things (this includes friends and family). They give us advice because they think they’re helping us, but sometimes cause more harm than good.

If people around you are telling you that you can’t do something - don’t listen to them. Be grateful, thank them for their input and politely state that you believe you can. Remember, there is a difference between can’t and unlikely. Becoming a professional football player at age 45 is unlikely, but becoming a professional athlete in hundreds of other ways is absolutely possible.

Success Belief #7 Take financial responsibility.

If you want success, you have to learn to handle your money well. If you are in debt, do what you can to reduce or completely eliminate it. If you’re on a budget, don’t buy new clothes if you need to pay bills. Success comes to those who make financial decisions that support their longterm goals and success. Buying a new pair of shoes is great when you have the money, but if you have $100 dollars in the bank, it’s just not a decision that supports your success.

Buying new clothes is a great way to feel and look better, but it should never compromise your financial success.

There is creation power in your belief system; so use success-oriented beliefs to create a success driven life.

Whether you think you can or can’t - either way, you are right.

HENRY FORD Founder of Ford Motor Company Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, and to take advantage of at least 9 FREE life quality resources, visit www.AccountabilityCoach.com or click this link (http://AccountabilityCoach.com/signupa). ©2008 Anne Bachrach. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Success Belief #6 State it in the positive.

Remember, your belief system shapes your reality, so say what you want and state it in the positive. For example, “I want a job that unleashes my potential.” instead of, “I don’t want another mindless job.” Here’s another, “I want to own my own business.” instead of, “I don’t want to be stuck in this job forever.” Think about what you want, not what you don’t want. Do you think Bill Gates spent all his time thinking about being a college dropout? No - he was too busy being focused on building his multi-billion dollar business.

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EA

More Important Than Your Business Plan

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uestion: What could be more important than your business plan? Answer: Your habits. An Agent’s daily and weekly habits are more important than the quality of their business plan. Both, plan and habits are best. But of the two, habits rule.

Consider these two Agents. Which would you rather be?

Amy Agent has a great plan and lousy habits. She is really excited about her plan. But… her lack of habits means that she does not consistently take action. Her lead generation and follow up are mediocre. Her marketing is random.

Her service and communication with her Clients is hit or miss. It is easy to imagine how these lousy habits limit Amy’s success and add to her frustration.

Pending Clients 6. Think and Strategize 7. Improve Your Presentations (as necessary) 8. Learn Inventory by Previewing Property (as necessary) Presentations, handling pending transactions, showing, offers, negotiating, etc are also priorities but they are dependent on other people’s schedules. Therefore they are difficult to build as habits. Turning the above eight priorities into habits guarantee the presentations, showings, offers, etc that result in your success.

Habits Work. Consistency Works. Consistency Wins. It’s universal.

Four Critical Keys to Turning the Eight Priorities into Habits 1. Schedule the priorities, for 30 minutes (at the beginning); first thing in the morning as soon as you sit down at your desk. That’s not the real key. This is; complete the priorities for that day before you open your e-mail!

2. Schedule each priority on the same day of the week, at the same time, in the same place, and get started in the same way.

3. Start with one priority at a time. Once you experience the value of having one habit. You will be motivated to add the next.

4. Start with 30 minutes or less. This feels less burdensome.

It motivates efficiency. And the fact is that you can accomplish a lot when you are really focused for 30 minutes on one priority.

Habits ensure success in every endeavor. The athlete and the team with the better habits win. The marriage with the better habits thrives.

In all of my workshops, on every topic, I teach Agents to create habits. I teach Agents to implement the topic of the workshop through better habits.

It’s Not Time Management. It is Priority Management.

Time management seldom works. Priority management always works.

Let me be clear. Business planning is very important. In fact planning is a main focus of my coaching and teaching.

But I know that your habits, not your plan, dictate your success. And it is your habits that will guarantee the implementation of your plan and the success of your business and your life.

In contrast Annie Agent actually has no formal plan but she has great habits. She always feels like a better plan would help her. But… on the same days of the week, at the same times, in the same place, in the same way she consistently follows up her leads; sends direct mail, e-mail blasts, and blogs. She communicates with her Clients on schedule. It is easy to imagine how Annie’s habits feed her success, create personal satisfaction and a better quality of life.

In his book, The 7 Habits of Highly Effective People, Stephen R. Covey wrote, “The key is not to prioritize what’s on your schedule, but to schedule your priorities.”

There are eight priorities that guarantee success in a Real Estate career. Scheduling them is remarkably easy.

Developing the tiniest bit of discipline around them, one at a time, turns them into habits.

The Priorities of a Successful Real Estate Career Are: 1. Look at and Update Your Measurable Results Daily 2. Make Appointments with new Clients 3. Conduct Your Technology Marketing 4. Implement Your Traditional Marketing 5. Provide Quality Service to Your Listed Sellers and 32

Master Coach and Agent Productivity Expert Rich Levin will be presenting “14 Proven Systems to Keep Your Transaction Intact Until They Close” and “Dynamite Real Estate Presentations” at the Texas State Convention in Galveston on September 15th. He is President of Rich Levin’s Success Corps Inc. (www.RichLevin.com). ©2010, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Written by Rich Levin

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Daily Deposits In Yourself...

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hat is the most important asset you own? Is it that wonderful home you own? Is it the beautiful car that you drive to and from those listing appointments? Is it your investment account of stocks that in the last twelve months has taken a beating?

We spend so much time investing in the tangible things or money that we are trying to acquire in life we fail to recognize the most important asset we own.

Your most important asset is not your money…it is you.

How much time and money are you investing in you?

Do you have a set time every day to invest in you? Are you making daily deposits in you?

There are a couple of key areas to make deposits daily in your life. Each of these areas is essential for you to build a better you.

1) Physical: We need to move physically daily to be at peak performance. There have been quite a few studies showing that our American society is more over weight than ever in our history as a society. We ultimately eat too much and move too little.

How do you rate yourself physically? Are you on track or off track? What do you need to do to get back where you need to be? What do you need to cut out?

What do you need to add to your diet and exercise routine? Make a decision and a commitment right now to begin. Write down right now when and what you are going to do to change your physical attributes.

2) Relational: This asset of being able to interact with other people is truly a blessing. We often fail to invest the necessary time, energy and love to create growth and abundance. Even the plants in our yard need attention to bring forth the explosive blooms we enjoy. We can pay more attention to our plants than we do to our children, spouse or significant relationships in our lives.

3) Spiritual: I truly believe we are spiritual beings.

Our spirituality can be the first part of our life to become neglected. The reason is we do not have someone saying pay attention to me. Your body will often tell you when your clothes do not fit. Your spouse or children often speak up when they are neglected.

Many times spiritual beliefs will just let us stray. They do not cry out, “Pay attention to me!” When we wake up later dramatically off the track in our spiritual life, we will say, “How did I get here?”

4) Mental: The asset of our mind is incredible. We have been blessed with incredible capacity. Most of us are just using a small percentage of our capacity. I truly believe the goal for each of us is to play the game of life to the level of potential that we possess. We have all been gifted with vast untapped resources. What are you doing to mine those resources regularly?

The barrier for all of us to achieve the abundance in all accounts of our life is lack of commitment. That lack of commitment is what stops each of us from achieving our goals and the life we desire. We have to be prepared to pay the price to achieve what we want in each of these categories: physical, relational, spiritual and mental. We must be prepared to make that absolute stand and commitment that nothing is going to stop us from achieving our goals and dreams in life. Are you ready to start today?

Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers.

Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2007, Dirk Zeller. All right reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com.

My question is, are you on the mark with your relationships? Is there someone who needs more water and fertilizer in your life? What are you going to do about it? When?

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The barrier for all of us to achieve the abundance in all accounts of our life is lack of commitment. That lack of commitment is what stops each of us from achieving our goals and the life we desire.

Written By Dirk Zeller

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NMLS (Nationwide Mortgage Licensing System) ID: 407870. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

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