MAY 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

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Brian Riesenberg Executive Agent of the Month

Inside Features: Shelly Moore Escrow Leaders Andy & Lynn-Z Woodfill Keller Williams Realty

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Executive Agent of the Month

21 17 Brian Riesenberg Keller Williams Realty

Professional Profiles

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Shelly Moore

Andy & Lynn-Z Woodfill Keller Williams Realty

Escrow Leaders

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ExecutiveAgent Magazine

May, 2016 - Inland Empire Editorials

E XECUTIVE AGENT

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MAGAZINE

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

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Ways To Minimize Distractions -Tony Alessandra

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Are Limiting Beliefs Stopping You? -Anne Bachrach

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

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HARCOURTS...................................................................31

Customers For Life -John Boe

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

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More Important Than Your Business Plan -Rich Levin

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

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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

VAREP....................................................................36

Building A Successful

Team -Jim Rohn

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© 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.

Daily Deposits In Yourself -Dirk Zeller

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Affection, Acceptance and Approval -Zig Ziglar

ExecutiveAgent Magazine

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E XECUTIVE AGENT

Written by Haley Freeman

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MAGAZINE

Shelly Moore ExecutiveAgent Magazine

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any people consider Shelly Moore a hero. Her four children certainly think their hard-working, single mom is a hero. So do the people in her community for whom she has done many good deeds. And so do the Realtors® with whom she works to make the close of every escrow flawless. But Shelly would tell you that her job is to shine the spotlight on others and make them the heroes.

A licensed Realtor® since 1988, Shelly has been a top producer with two major real estate companies and was the co-owner of a boutique brokerage that thrived during the market crisis. She brings her considerable business savvy and passion for real estate to Escrow Leaders, where she and her team take expert care of home buyers and sellers, while making their real estate partners look like superheroes.

Due to Shelly’s success across the industry, she could choose to work anywhere. She chose Escrow Leaders because they deliver reliable escrow services with the utmost integrity. “The culture here is different from anything I’ve ever experienced. It comes from owner Valerie Velotta. She is an amazing Christian woman who truly believes that to be a good leader you must first be a good servant. She wants every employee to understand we are serving our client every day, and that’s how we build a relationship that lasts forever. That philosophy is why I chose them.”

That philosophy is reflected in the way Shelly lives and works. She is known as a “professional volunteer,” who is active in many humanitarian causes and industry associations. Escrow Leaders allows Shelly to make giving back to the community a regular part of her business model. “They support me in all of the outreach and charitable things I do.

It’s easy to be out there selling Escrow Leaders to people because it’s genuine. I don’t have to be salesy about it. We want to invest in people and help them grow.”

Shelly says she was both humbled and honored when she was recognized last year by the Women’s Council of Realtors® with the Joan Sparkman Community Heart Award. She is also the recipient of the Charity for Charity Stars of the Valley award for the “Glass is Half Full” for encouraging others and positivity in the community.

“It’s not why I do these things, but it sure feels nice to be acknowledged, and I hope it helps to inspire more people to give back.” Shelly was also awarded the SRCAR Affiliate of the year and currently serves as the SRCAR 2016 Affiliate Committee Chairperson.

Escrow Leaders is known for providing comprehensive escrow services for both residential and commercial transactions with conscientious professionalism. “We are a true, independent escrow company, not tied to a title or real estate office,” Shelly explains. “Our goal is to always be that neutral third party, so the buyer and seller can trust there is no bias.”

The comfort and security of the client is always paramount. “We understand that the buyer and seller can feel very emotional and vulnerable. We build strong communication from the start, and they can always reach their escrow officer to ask questions. We also recognize that in the real estate world, cyber fraud and bank fraud are rampant. We have gone to great measures to have the technology in place to protect the privacy of our clients and make sure we’re always 10 steps ahead of changes in the industry.”

As a liaison between agents and her escrow team, Shelly is a unique asset to Realtors®, who may draw upon her experience and success in real estate to help them build their businesses. She spends time with individual agents, sharing the marketing and business strategies that made her an award-winning Realtor®. “I know the things that worked for me in marketing and what didn’t. I like to sit down and help agents figure out a plan for success. It’s all part of building long-term relationships.”

Enthusiastic, eager to serve, and always on the scene, Shelly is considered a hero by many. But as a servant leader, her focus is on making sure others are recognized as the heroes in their hometown.

Shelly Moore Your Escrow Girl!

Escrow Leaders 27290 Madison Avenue, Suite 101 Temecula, CA 92590 Tel: 951-348-8782 Email: ShellyM@escrowleaders.com Web: www.EscrowLeaders.com

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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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EA

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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ExecutiveAgent Magazine

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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

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

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ndy and Lynn-Z Woodfill are successful partners in life and real estate. Their synergistic relationship is the heartbeat of their team at Keller Williams, where their combined expertise makes everything they touch turn to SOLD! Lynn-Z is a second generation Orange County Realtor® who learned the business from her successful mother. “I will never forget that one day while I was in college, I went to visit my mom at her office. The in-house escrow company had just lost their receptionist, and they asked me if I wanted the job. It was perfect timing. Two weeks later I was promoted. I’m happy to say I worked my way up in the industry from the bottom, and I’m still working to the top.”

Lynn-Z spent the first seven years of her career in escrow, where she had the opportunity to participate in a high volume of transactions and learn from the mistakes she saw other agents make. As a result, she says she can

“definitely answer more questions than the average agent, which has been invaluable not only for my growth, but for my clients, as well. It lends itself to my expertise in the process going on behind the scenes.”

Lynn-Z transitioned to real estate sales with her characteristic tenacity and enthusiasm, making Rookie of the Year in 2008. Since, she has earned numerous honors, including the Chairman’s Circle Gold Award, Top Listing Agent and Top Producing Agent, and she currently ranks among the top two percent of agents nationwide.

Andy joined Lynn-Z at Keller Williams in 2014, and together they are a dynamic force. “Andy is so good at customer service and amazing at connecting with people,” Lynn-Z says. “Those skills can’t be taught. He’s always positive, happy and attentive, and he has a strong work ethic and great skills he brings from his education and previous jobs in management.”

Andy & Lynn-Z Woodfill ExecutiveAgent Magazine

“Our clients love Lynn-Z. She brings to the table not only her expertise and life lessons, but she also brings all of her ability to focus and her organization skills – the things I don’t really enjoy doing. We’re like each other’s yin and yang. The things she excels at I can do well because she taught me, but I provide more of a support role when I’m needed. I also have the ability to provide a strong customer service role. If it’s 9:00 at night and somebody wants to see a property one more time, I enjoy that. One of the greatest joys to me is seeing that look on a client’s face when they realize, this is the one. This is our home.”

with the same high ethical standards and customer service focus Lynn-Z learned from her mother since childhood.

“To this day, I still call my mom and ask for her advice.

She has always taught me to do everything ethically and to always do what’s right for the client. I like taking new agents under my wing and teaching them what I know and how to practice real estate at the highest standard. Our team members are ranging in all different expertise, and that broadens our ability to help our clients. We want everyone who works with our team to have a Nordstrom-quality real estate experience.”

Working as a team ensures that Andy and Lynn-Z are able to give clients more personal attention and more detailed service. In this competitive market where inventories are limited, their efficiency can be the tipping point in securing a property. “When Andy is out showing a house, he can call me to say they loved it and are ready to put in an offer.

He gives me the details, and by the time the client gets to a computer, they have everything they need to get their offer submitted right away. Sometimes there are multiple offers coming in, and we’re ahead of the game.”

Both natives of Orange County, Andy and Lynn-Z love selling the extraordinary lifestyle in the California paradise they call home. They excel in this people business, making their valued clients lifelong friends, and making everything they touch turn to SOLD!

This duo serves clients throughout Orange County and beyond. “When we get referrals from someone who doesn’t want to drive out to North Orange County or Riverside, I like to take those clients,” Andy says.

Andy and Lynn-Z are carrying on a family tradition of real estate excellence by nurturing a team of professionals

Andy & Lynn-Z Woodfill Keller Williams Realty 27101 Puerta Real, Ste. 150 Mission Viejo, CA 92691 Lynn-Z (949) 241-6913 Andy (949) 292-6227 SoldByLynnZ@gmail.com Andy.Woodfill@yahoo.com Web: www.Lynn-ZWoodfill.com CalBRE # 01820716 - 01954140

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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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EXECUTIVEAGENT MAGAZINE

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Brian Riesenberg Executive Agent of the Month

ExecutiveAgent Magazine

Brian Riesenberg Broker Associate Written by Haley Freeman - Ian Wiant Photographer

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rian Riesenberg was voted “most likely to be on Baywatch” by his high school classmates in Milwaukee. He was captivated by Southern California after he traveled here on a family vacation when he was only 11 years old. “I was awestruck by the rolling mountains, the beach, Disneyland, Knott’s, Sea World and everything in between. I thought it was the most amazing place ever invented. So when I graduated from college in 2000, I moved out to Los Angeles two months later.”

It was only natural that Brian’s love for the extraordinary California lifestyle led to a career in real estate. Soon after his arrival, he obtained his license, and then began his real estate career as the operations director for a property management company in Coronado. For five years he oversaw 600 units spanning single family homes, condos and apartments, and skillfully assisted clients with their housing needs in an elite marketplace.

Then Brian met and began dating his now wife, Laura.

He lived in San Diego, and she lived in L.A., so they

planned their first date in Temecula. “We went wine tasting on our first date together, so Temecula has always been a special place for us. We had other dates here, as well, so it’s funny that we ended up living here.”

After Brian and Laura eventually married and bought a home in Temecula, the commute to Coronado for work became impractical. So in 2010, Brian made the decision to transition to real estate sales closer to home. He joined Keller Williams at a time in the market when it was especially challenging for agents to build a new business. He drew strength from his hard-working, Midwest upbringing and tenaciously cold-called and door-knocked his way through those first months. He adapted to the needs of distressed sellers, and his first listing was a short sale. “It was a tough time to get started,” Brian remembers. “When you knocked on someone’s door then, it was a very delicate situation. You didn’t want to seem like an opportunist, but instead let them know that you were really just there to offer them a solution to their problem.

I was determined to succeed, and I knew these were the people who needed my help.”

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Then Brian encountered an extraordinary chance to partner with one of Temecula’s preeminent agents, Marcel Hensley. “Her buyers’ agent had left to become an individual agent, and I saw an opportunity. Marcel has one of the best reputations of any agent in the Temecula Valley and does a high volume of business. She had a need, and I had a need to do more business. Selling myself to her and telling her why I would be a benefit to her business was my most important sale of 2010. It’s become a tremendous partnership since then, and I’ve closed $35 million in sales in the last five years. We are a great fit. She loves being

in the office early, and I like to be able to take my kids to school and then stay late when I need to. One of us is always there to take care of our clients.”

Brian’s positive spirit and enthusiasm for the community infuse this team of three with vital energy. Brian and Marcel are assisted by Maggie Gamester, who works diligently as their Administrative Assistant. “She is an invaluable team member and assists us with facilitating transactions, marketing and client communication,” says Brian.

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Living the American Dream California Style “I love interacting with the community and making long-term friends, and I get real joy out of working with such great people every day. I’m really a fun-loving person who enjoys finding out what people do and why they love what they’re doing. I love learning from them and making myself better.”

Since he loves the product he sells, it’s easy for Brian to make the home buying experience fun for his clients, and his conscientious and compassionate care of people motivates his regular and reassuring communication with them. “I always try to keep a sense of humor with every situation. Buying a home is one of the most stressful times in anyone’s life. I try to put myself in their shoes and ask myself, ‘Would I expect to be hearing from me if I were the one buying this home?’ I’m disciplined about staying in touch, even if there isn’t much to tell the client. I call to say, ‘I’m thinking about you and everything is going smoothly. There’s nothing you need to know. I’m on top

of it.’ Everyone really appreciates that. You can never communicate too much with someone when a home is in escrow. And if you can throw in some humor when it’s appropriate, it lightens the mood a bit, too.”

Brian’s skill at forging personal connections with homebuyers is beautifully illustrated by the feedback he received from one of his youngest clients. After selling a family their home, he and his family were invited to their five-year-old daughter’s birthday party. “When I got there, their little girl saw me and remembered me. She said, ‘Thank you so much for selling the house to my mom and dad. We love our house.’ That’s the one compliment that always sticks with me and I take the greatest joy out of. I know the honesty and sincerity coming from this little girl. She had moved from an apartment to a house that she loved being in, where she had a yard to play in. She came running up to me unsolicited. It was so genuine, and it reminds me of what is so special about what I do.”

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Brian works diligently through every transaction, realizing that nothing can be counted on until the escrow is closed. “This is a 24/7 business, and I treat it that way.

Anything can happen, and I try to be as responsive as I can. I empathize in bad situations and try to be mindful of how I would feel in their shoes. I think I’m good at helping people keep it all in perspective by reminding them that at the end of this process, the reward is getting the home they want. The pain is only temporary.”

Brian, Laura and their two daughters love their home in the Harveston community of Temecula, and Brian wants his clients to feel that same passion for the place they choose to live. “I don’t feel I did my job unless you’re happy,” he says. “I will show you one house or 50, but I’ll never force someone into a home. I don’t take satisfaction in that. I want someone to come back and do more business with me in the future because they know they were treated right. And our relationship doesn’t end when the transaction is over. I’m always here for you.”

Brian may not have made it to Baywatch, but he is truly living the American Dream – California style. He loves being outdoors with his girls, whether they are in the mountains, at the beach, or enjoying local parks and attractions. He is also a golf enthusiast, and his ten-year-old daughter joins him on the green with her own clubs.

Brian is enthusiastic about helping buyers find the right home, from the Temecula valley all the way to San Diego Bay. “I can’t imagine living anywhere else. There are always things to do, the weather is great, we have blue ribbon schools, and we are consistently ranked one of the safest cities in the nation. This is a vibrant and growing community and a special place to be.”

ExecutiveAgent Magazine

Brian Riesenberg Keller Williams Realty 27290 Madison Ave., Suite 200 Temecula, CA 92590 Tel: 951-837-5782 Email: BrianRies1@gmail.com Web: www.BrianRiesenberg.com CalBRE # 01314281 ExecutiveAgent Magazine

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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 24

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.

ExecutiveAgent Magazine

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Written by Rich Levin

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EA

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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ExecutiveAgent Magazine

EA

Written By Jim Rohn

ExecutiveAgent Magazine

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EA

Affection, Acceptance and Approval

A

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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ExecutiveAgent Magazine

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ExecutiveAgent Magazine

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

Leader in innovation.

As profiled by Apple.

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

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

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

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2017 Apple profile ad 7.5x10 HARCOURTS USA.indd 1

26/02/16 10:49 am

EA

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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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

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

11/25/13 6:02 PM

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