NOVEMBER 2015 SAN DIEGO

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

Inside Features: Hazel Rosete Berkshire Hathaway HS Tammie Sotola Sundial Real Estate

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

November, 2015

San Diego

Cover Story

Editorials

32 - Tony Alessandra:

Becoming More Persuasive

10 - John Boe:

How To Train Cats And Salespeople

06 - Carla Cross:

Managers: What Do Agents Owe You?

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

ADVERTISERS’ INDEX City of Hope..................................35 imortgage....................................2

24 - Peter Field:

i Photography Studio.................23 - 31

Ways To Increase Motivation

26 - Peggy Morrow:

Putting Balance In Your Life

17 Gregg Phillipson

Executive Agent of the Month

Hazel Rosete

PWAOR..........................................30 The Termite Guy................................9

28 - Terry Murphy:

Veterans United ..............................36

14 - Jim Rohn:

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

Speaking For Success

Change Begins With Choice

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12 Berkshire Hathaway HS

Kinecta Federal Credit Union.............11

© Copyright 2015 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.

Tammie Sotola

Sundial Real Estate ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Tammie Sotola Written by Haley Freeman

T

ammie Sotola has the great fortune of doing what she loves every day. With over 20 years of industry experience spanning property management, mortgage lending and real estate sales, this lifetime resident of

North San Diego County is well-known in her community for her honest and expert real estate representation.

Tammie began her career as an on-site property manager in the ‘90s. Family and colleagues who recognized the strength of her caring nature and fantastic customer service skills encouraged her to pursue her real estate license. She obtained her license in 1998, and she spent the next several years originating home loans. She and a partner eventually opened a net branch office for a mortgage company, and Tammie enjoyed a successful career while raising her young son.

When Tammie’s life circumstances changed dramatically due to the market crash, she had to make some difficult decisions. She bravely rose to the occasion by focusing her efforts on building her real estate business. She chose a big-brand company and took full advantage of the training they offered. She then moved to RE/ MAX and hit the ground running.

“It was challenging,” Tammie says. “Everything shifted in real estate and everyone was relearning the business at the time. Even seasoned agents had to relearn.”

While virtually everybody in the industry was off balance, a smart, savvy Tammie saw an opportunity to leverage her lending experience and work with banks doing short sales. She became a Certified Distressed Property Expert and started working as an in-house short sale negotiator.

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Her Clients do the Happy Dance Her strategy paid off in both the short and long term.

While Tammie assisted a number of distressed sellers, she also built relationships that would sustain her long into the future. Tammie has remained in touch with her short sale clients over the past few years, and as they are recovering financially, they are coming back to her to purchase new homes.

Great relationships with people – both clients and colleagues – are at the heart of Tammie’s success. Tammie and her broker, Stephan McLaughlin, teamed up last year to open Sundial Real Estate where they could best serve friends and past clients with a real estate model founded on ethics, integrity and honesty.

Sundial Real Estate opened its doors in 2014, and Tammie describes it as a company of “down-to-earth people who are focused on our local area and are all really supportive of one another. Whether I’m working with a buyer or seller, I’m there from start to finish with my clients. I don’t hand them off to anyone else, but I have a great support team when I need it.”

system in order to create a stronger virtual presence and enhance her face-to-face business style.

Tammie loves the North Coast community where she has decades-long relationships with many people, including past clients. She especially enjoys spending time at the beach, cooking, going wine tasting and getting together monthly with a group of old friends from elementary school. She is also a devoted animal lover and supporter of no-kill shelters.

What qualities set Tammie apart from her competition and promote her longevity in the industry? “I am diligent.

I will work until the job is done, and I strive to make sure the job is done right. I don’t pressure my buyers to buy more house than they are comfortable buying, even if they qualify to purchase more home. The last thing I want is for my buyers to wake up in their new home the day after we close escrow and say to themselves, ‘What have I done?’ I want my buyers to wake up and do the happy dance!”

Tammie recently received this note from a client who expressed her appreciation for Tammie’s extraordinary service: “I will always be so deeply grateful to you for your unconditional positive regard and diligent support when we purchased our home. You do this with such grace – and a total appearance of ease on the surface – which goes a very long way in helping us to feel a sense of peacefulness in the process. That is a BIG DEAL. I would not hesitate to recommend you to any of my friends or colleagues.”

An excellent listener and effective negotiator, Tammie continues to hone her real estate skills with ongoing education. She believes that the best way to help clients make good real estate decisions is by keeping them informed, so she is sure to be informed herself. “If I have something to share with a neighborhood, I enjoy knocking on doors.

Very old school, but it’s fun and most people are so surprised that a Realtor® still walks a neighborhood and knocks on doors that it is quite refreshing.”

Tammie is also implementing a new internet marketing

ExecutiveAgent Magazine

Tammie Sotola Sundial Real Estate 2928 Jefferson Street, Suite 2A Carlsbad, CA 92008 Tel: 760-419-1152 Email: Tamsolutions@cox.net CalBRE # 01243437

Managers: What Do Agents Owe You?

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e read article after article about how to attract and keep agents. We learn how to do recruiting presentations that we hope are mesmerizing to our candidates—so mesmerizing that they’ll say yes when we offer them a position in our company. We hone our skills so we’re better managers, trainers, and coaches. We worry about retention, and spend thousands of dollars a year just to attend workshops on retention techniques. We spend thousands of dollars on retention! So, I’m going to turn the tables, and ask, what do those agents owe to you?

You work hard. If you’re an owner, you’ve also put thousands and thousands of your dollars at risk to start and run your real estate company. It’s my opinion that agents owe you in certain ways. I’m not talking about commissions. I’m talking about actions. If you’re an agent, you need to find out what your managers expects of you, too.

Mutual Expectations Exchanged in the Interview The real estate industry is the only industry I know that hires with a “trust me” from both the manager and the agent. No mutual expectations here, just promises! It may have worked in the past, but it won’t work in the future. A challenging market means we’ll have to do

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things differently. Right now, make a list of what you expect—and have a right to expect—from an agent. Draw up a Mutual Expectations agreement (See Up and Running in 30 Days). Go over that agreement in the interview. Get it signed. Doing it after you’ve hired the agent is way too late!

Consequences of the Mutual Expectations Agreement Worried about retention? This is one of the best retention tools in the world—hiring agents who promise to go to work! Your experienced agents will love the fact that you’re not hiring dead-wood to just get in their way and pull down the reputation of the company. Your new agents will get right to work, because they understand that is the expectation. Will you miss hiring a few people? Sure--the ones that didn’t intend to go to work. Agents: Find out before you start working for that office exactly what is expected of you. Question: If there are no expectations, what quality of team do you think exists there?

Doing My Best to Help you Out For the past few weeks, I’ve been working on the third edition of Up and Running in 30 Days, the business start-up plan for the new agent. I’ve added as much

ExecutiveAgent Magazine

management support in it as I possibly can, including a Mutual Expectations agreement that is tied to the Up and Running 4-week business start-up plan. This plan expects a lot from the new agent, but I know, from my surveys, that the new agent expects a lot—fast—from the business!

(That’s why it’s such an aggressive ‘get out there and run’ program—perfect for a challenging market, too). I just finished writing a section on how the new agent can get the best from her manager. I thought you’d enjoy it: Ten Commandments to Get the Best from your Manager Do the work.

Don’t argue.

Don’t make excuses.

Don’t tell the manager you’ve been in the business two weeks and you have a better way.

Do thank your manager.

Do tell other agents that you appreciate your manager’s efforts.

Do tell other new agents you meet in other companies that you have a great manager.

Don’t bug other people in the office to find another

answer because you didn’t like your manager’s answer.

Don’t change the program because you don’t like it.

Don’t miss a coaching appointment.

Agents and Managers: I’d love to hear what you think of my ‘ten commandments.’ Are there others you think are important? Why not make your own ten commandments and discuss them in your interview process. Then, turn the tables and ask the agent about his expectations of you and the office. Getting agreement on what we both expect before we decide to work together is key to a happy partnership. The only surprises I want you and your agent to have after you start working together are good ones!

Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright© 2007, Carla Cross. All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; http://www.frogpond.com/

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How to Train Cats and Salespeople

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hich do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it’s true that cats have a welldeserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople. Surprisingly, the same training and reward techniques required to get Fluffy to jump through a hoop can also be utilized to motivate your sales team to achieve peak performance!

One evening while channel surfing I came across a fascinating animal act that grabbed my attention. The act featured a cat trainer with a half dozen cats of varying size, shape and color. Unlike a circus lion tamer who attempts to intimidate with a chair and whip, this man simply used a combination of treats and verbal praise to motivate his cats to perform difficult tricks. Using only soothing voice tones and a pocket full of cat treats, he would calmly command each cat to do its own specific trick. Amazingly, he got one cat to walk on his front paws, one balanced on a ball, while yet another pushed a toy baby stroller across the stage.

After the performance, the cat trainer was interviewed and asked how he was able to get his cats to willingly obey his commands. His response surprised me with its simple wisdom. He said that he didn’t train the cats at all, he simply figured out what each cat liked to do best and then encouraged that behavior! “People need to realize that a cat’s indifference doesn’t mean they can’t learn cool tricks,” says celebrity animal trainer Joel Silverman. “It simply means you haven’t convinced them yet that doing so is in their best interest. A dog naturally wants to please and will work for you, but a cat needs a paycheck to be motivated.”

Five Tips to Help You Train Cats and Salespeople 1. Check for temperament suitability. Temperament testing allows you to identify those who by nature lack the discipline, desire or self-motivation to consistently achieve peak performance. Sales managers who lack the benefit of temperament understanding are inclined to place too much emphasize on their gut-level feeling during the hiring process. If you hire someone that is not suited for the position, you will experience low morale, high turnover and find yourself constantly in the training mode. On the other hand, when you recruit the right person you will find that they are self-motivated and eager to train.

2. Look for “hot buttons”. Traditionally, sales managers have relied primarily on commission to motivate their sales force. Unfortunately, a compensation structure based solely

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on commission does not address individual motivational factors and therefore, money alone will not motivate your sales force. A successful incentive program is a mixture of awards, recognition and peer pressure. There is tremendous power behind a timely word of praise or a handwritten note acknowledging achievement. While money is certainly an important ingredient in any incentive program, it should by no means be the only tool in a manager’s motivational toolbox. If money by itself were a sufficient motivation, commission-based salespeople would simply sell more without additional enticement.

3. Make the training fun and positive. All cats and most salespeople have pretty short attention spans and low boredom thresholds. Keep lessons short, interesting and always try to end on a positive note.

4. You must be patient when training cats or salespeople.

It’s important to respect individual abilities and preferences.

Make allowances for personality, and don’t get frustrated if the training schedule doesn’t go exactly as expected.

Remember that people have off days and on days just like cats. “When I’m really pushing and the going gets tough,” says Silverman, “Sometimes the cat just sits down and says, ‘I give up’. Even the brightest cats, if they feel you’re pushing them too hard, will, in effect, say, ‘Screw you, buddy, I’m going to go over there, sit down, and stare into space.”

5. Make sure to take time for rest and relaxation. All work and no play will make the cat, the salesperson and the trainer grumpy. Whether it is playing with a ball of yarn or enjoying a round of golf, taking time out to play is critically important. By successfully balancing play and work, you will return recharged, refreshed and ready to accomplish more By incorporating these five powerful tips into your training program, you will develop an award-winning sales team and achieve unbelievable results!

“I never teach my pupils; I only attempt to provide the conditions in which they can learn.”

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

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Hazel Rosete

H

azel Rosete believes in herself. As a result, she has been able to achieve great things, causing people around her to believe in her, too. She entered real estate at a time when others told her it was a bad idea, but

she listened to her own instincts, and only two years later she was named among the top 100 San Diego Prudential California Realty agents.

ExecutiveAgent Magazine

If You Can Dream It, You Can Do It Hazel’s first career was in the software industry.

However, she knew she wasn’t fulfilling her highest potential, especially after she went to work for a company where she spent long days sitting in a cubicle across from a micro-managing supervisor. The freedom of real estate had always appealed to her, and she obtained her license in 2006. In 2009 she helped her brother buy a house, and she realized how much she enjoyed the experience from beginning to end.

Hazel remembers, “I talked to my husband about it and asked him, ‘Can I make this jump?’ He always supports me, and he told me to go for it. We were living paycheckto-paycheck at the time, so it was a big risk. But I put in my two-week notice, passed out my business cards, and I got my first listing and first buyer from my old company.”

That was in the momentous year of 2009. Although many people gave her negative feedback about her career decision, Hazel refused to listen to them and remained focused on her goals. A colleague helped her become an expert in short sales, and in no time, Hazel became confident about herself as a Realtor®. She built strong relationships with her early clients, and now she enjoys a high volume of referral and repeat business.

Today, Hazel is a top-producing agent at Berkshire Hathaway HomeServices, where she is enjoying the benefits of marketing herself with one of the world’s most recognized and respected real estate brands. She is also leveraging her technology background to provide clients with up-to-date market data and to optimize exposure of their properties online. Hazel is a conscientious communicator who follows up with clients regularly, and she is an aggressive negotiator when it comes time to close a transaction.

I became known as ‘Backseat Betty.’ When I started in real estate, I started moving up to the front, and I eventually became a teacher. I’ve really opened up a lot. I’m not afraid to talk to people anymore. It used to be hard for me to get out of my cubicle and walk around the office to talk to people. Now, I enjoy meeting new people every day.

Real estate has brought me out of my shell.”

Hazel is active in the San Diego chapter of the Asian Real Estate Association of American (AREAA) where she has volunteered for the past few years. She recently accepted the role of treasurer for next year.

Hazel has always had a passion for fitness. A few years ago, she changed her focus from cardio to weight training after a friend won a weight-lifting competition. “I had to give up teaching spin. I joined the fitness realm for a while and competed. I still love lifting weights, but I work a lot, and I’m also concentrating on my kids. My daughter is just starting college, and I am trying to help my son build his business. I want to be there for them.”

Her determination and willingness to take risks have paid big dividends in her life. “I know that when I put my mind to it, I do it. You have to do what you want to do in life. I thought I was too old to compete onstage in fitness, and then I met people in their 50s and 60s who were doing it. I’ve learned that it’s never too late to start a new career and live out your dreams. My goal is to keep growing.”

Most of all, Hazel is a person that other people enjoy working with. “I’m a big believer in always paying attention to your client and treating them as if they are your only client. I never talk about other appointments or other clients when I am with them. My focus is always on them.

No one is more important than they are – regardless of the price point.”

According to Hazel, working in real estate has helped her to get to know herself better and to grow as a person.

“I used to take a spin class where I always sat in the back.

ExecutiveAgent Magazine

Hazel Rosete Berkshire Hathaway HomeServices 940 Eastlake Parkway, Ste. 2 Chula Vista, CA 91914 Tel: 619-818-4540 Email: Hazel.Rosete@gmail.com Web: www.sdhomesbyhazel.com CalBRE # 01725639

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ny day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge.

Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.

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We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.

We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, “The fault is not in the stars, but in ourselves.” We created our circumstances by our past choices.

And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don’t like how things are, change it! You’re not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.

We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.

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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. © 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Change Begins With Choice ExecutiveAgent Magazine

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Executive Agent of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

F

ew people are lucky enough to know exactly what they want to be when they grow up. When Gregg Phillipson was just a young lad in middle school, he had already set his sights on a career in real estate. His mother was a real estate broker who supported her son’s ambitions, including him in caravans and finding tasks for him at the office. After he graduated from high school, he obtained his real estate license and went on to earn the title “Rookie of the Year.”

Over 20 years later, Gregg is a licensed broker at Keller Williams, the top producer in his office and owner of a successful real estate investment firm. The knowledge he has acquired in all aspects of real estate by means of the 1,100 transactions he has closed throughout San Diego County is matched by his commitment to unparalleled customer service and professional integrity.

Gregg has distinguished himself as a Realtor® at some of the largest and most prestigious brands in the industry.

For the past 12 years, he has chosen to build his business at Keller Williams, where the culture is consistent with the values his mother taught him since boyhood. “I wanted to align myself with owners and people who think on the same lines that I do about how to treat clients,” Gregg says.

“This is a very agent-friendly and client-based company that hires quality agents, and we’re all about customer service.”

When Gregg began as a Realtor® in the early ‘90s, times were tough. A crash led to a market flooded with short sales and foreclosures. As a young agent, Gregg employed two strategies for success: he followed his mom’s advice; and he hit the streets.

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“If you met my mom, you’d understand that she’s one of those people for whom her word is her bond. I remember from the very beginning, she told me, “Don’t worry about commissions and money. Just treat people the way you would want to be treated. Think of them always before you think of yourself.”

whether they are buying a home for their family, looking for cash-flow property or want to fix-and-flip.

Gregg also did a lot of old-school prospecting. He made friends with a seasoned agent named Elmer, who used to go with Gregg to farm neighborhoods. “We would park the car and say, ‘See you back in five hours.’ Then we’d walk in opposite directions and meet back for lunch before doing it all again. It made me fearless, and I found I really liked doing business face-to-face.”

“Our company has flipped over 200 properties we purchased on the courthouse steps. I have money into the current marketplace, so I have a really good feeling for what’s going on. Every night I spend at least an hour analyzing every home on the market that sold or is pending for that day. When I meet with a client, I know what their home is worth. I can also advise them about which improvements are worth it and which ones are just a waste of money. Sometimes you don’t have to do any of it, and you can still list at the same price. I know, because I’ve done it.”

After the market cycled again in the late 2000s, Gregg had his best year ever in 2009, closing 109 personal transactions. He developed relationships with several large banks and handled hundreds of bank-owned properties in just a few years. At the same time, he opened JPG Investments and began buying and flipping properties. His diversity of experience enables him to give solid advice to his clients,

In addition to his far-reaching expertise in both residential and investment real estate, the relationships Gregg has cultivated with people in and out of the industry have contributed to his success and longevity in real estate. He surrounds himself with like-minded professionals who share his personal values and who can assist in resolving complex challenges.

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A Lifetime of Experience Gregg’s assistant, Dawn Baines, has been with him for nine years and possesses “incredible customer service skills. I also have very successful friendships in escrow, lending, insurance and law. We all talk on a regular basis about trends and all get a sense of when things are starting to shift. This helps me educate my clients properly.”

A Story of Seven Agents Gregg’s reputation for honest and ethical business dealings precede him in his market. Recently, Gregg attended a listing appointment with a client who was interviewing seven different agents for the job. He narrowed down his choices to Gregg and one other agent.

Gregg recalls, “He told me, ‘I really like you. You have my back, you’re organized and well-prepared, and you sell

in my neighborhood. But that other lady is like a bulldog. I know she is going to be out there shaking the trees to find a buyer for my house. What is the difference between you and her?’”

“I told him, ‘Call the agents you decided not to go with and ask them who they’d rather do a transaction with. Find out who is easier to work with.’”

All five agents the client called said if they were going to lose a listing to another agent, Gregg was the guy they would choose. You can’t get a better endorsement than the approval of your competition. Gregg has also been named a Five Star Best in Client Satisfaction Real Estate Agent

by San Diego Magazine for five years running from 2010 to 2014.

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“Even my competition sends me thank you notes,” Gregg says. “When we close a deal, they tell me ‘thank you for getting us through it,’ or ‘thank you for being patient and training me on this.’ I want for everybody who surrounds me in a transaction to come away feeling they had a great experience.”

The Family Business Gregg’s mother, Colette Lipsey, is also an agent at Keller Williams. She and Gregg enjoy a friendly rivalry, occupying the one and two spots for sales volume in their office. Gregg’s stepfather is also a seasoned Realtor®.

Gregg’s wife, Kelly, is an escrow-officer-turned-fulltime-mom, and her mother has been an escrow officer for 30 years.

Gregg shares that his family is his “Big Why” for excelling in real estate. “I have four kids and a wife, and everybody relies upon me. I’m competitive, and I don’t like to lose, but it’s not the awards that motivate me. I want my wife to be proud of me, and I want to be there for my kids. It’s important to me to set up my business in

a way that doesn’t run my life 24-7, but still know I put forth my best effort at the end of the year.”

This year, Gregg is on track for reaching his goal of 80 closed sales. His tenacity, follow-up skills and authenticity keep his clients coming back. “I’m not showy. I wear jeans and a button-up shirt, even if the listing appointment is for a $4 million property. If I’m comfortable, they’re comfortable. I don’t bring a tablet to do my presentation.

I do everything old school and show my analysis on paper and how I came up with the numbers.”

Gregg is also generous about sharing his knowledge with young and inexperienced agents. His advice? “Stop preparing to do everything perfectly. Just go out and enter the market, meet new people, and explain how you can help them. And always remember to treat people how you’d want to be treated.”

ExecutiveAgent Magazine

Gregg Phillipson Keller Williams Realty 4700 Spring St., Ste. 180 La Mesa, CA 91942 Tel: 619-507-3166 GreggPhillipson@hotmail.com www.GreggPhillipson.com CalBRE # 01153857 ExecutiveAgent Magazine

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Ways To Increase Motivation K

nowing what motivates us and then acting on this knowledge is key to accomplishment in life. In this informative article, a leading UK therapist talks about motivation and how to get more of it.

What pulls you, drives you, pushes you?

It might seem like the people around us are very polarized -- some people want to make a difference to the environment, while others want to retire at 50 -- but research shows that humans are actually much more complex and multifaceted than this.

It isn’t just one thing that motivates and allows us to make that motivation breakthrough, but many things all at once.

Researchers have narrowed down the many motivators to a few distinct categories. If you want to get to that motivation place within, then here are a few pointers that will aid in your self help motivation.

Foundation in 2011, there are four basic drives that determine human motivation: acquiring, comprehending, bonding and defending.

Acquiring is about the tangible benefits we can gain e.g. money, skills, training, promotions, respect, etc.

Comprehending has to do with doing something we feel is meaningful, such as working with complex ideas, creativity, or participating in a job that makes a difference to the world.

Bonding all about friendship, camaraderie, and social connection.

Defending takes into account issues around fairness and justice -- we are more motivated to work with and for people who treat us (and others) well, than those who treat us (and others) unfairly.

Goal Setting Setting goals can improve motivation and get you moving.

But when setting goals make sure they feel achievable, realistic, and that they really do motivate you. Improving your average sale at work may not push your buttons, though it looks good on a resume -- so what does push your buttons?

Saving up for a holiday to Fiji? Taking art classes at night?

While some people may feel they lean more towards one drive than another, the studies show humans actually need a balance of all four areas. Failing in one area can negatively impact how we feel about all other areas. When you achieve a holistic balance of all four drives, you naturally access that motivation place within, make that motivation breakthrough, and become highly motivated.

These sorts of goals might inspire you to push your average sale up, for example, more than just focusing on improving your work performance.

Teaming Up Setting goals, chanting affirmations, working on projects -- it all helps, but sometimes you just need a bit more external support.

Goals should feel exciting. They are tied in with your dreams you have for your future. If, however, you find that your goal setting is too daunting or feels to difficult, you may have overreached what you feel is capable and achievable.

Instead of writing a novel, maybe just start with a short story.

Then work your way up to 5 stories. Once you have completed 10 stories, even if it takes a whole year, writing a novel may not freak you out. It will probably feel more achievable by then.

Understanding Your Drives According to a study published by the Incentive Research

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Some of us thrive from working alone, the triumph is all the more great once you reach the finish line all by yourself. But some of us are team players. Support, camaraderie, creative collaboration -- working with others brings a lot to our lives and the things we are trying so desperately to achieve.

If you are not sure what you prefer, just try it. Invite someone to collaborate on a project, partner up with some like-minded colleagues, or join a group. Not only does this sort of networking provide you wish fresh perspectives and ideas, it also provides accountability. Tell people about your goals and projects.

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It can really motivate you to know that someone supports your dreams, and is cheering you on.

a break even from your career or job, just for a little while, if it is possible.

Conserving Energy Increasing motivation is hard when you are tired. Often people are hard-working and dedicated to their goals. But dedication can lead to fatigue, if you don’t pace yourself and self-manage your energy output. Even when you love what you do, even when you feel happy and excited, the mind and body need to rest.

People who care about you always want to help out. Ask those around you to share the load, so you can get away for a while. Ask yourself how long -- you know the answer. One weekend? A week? A month?

Being “on” all the time, or worse, experiencing chronic stress, can lead to fatigue and exhaustion that feels as if it leeches into every part of life. At this point, you need to be realistic. It is hard to be motivated if you have pushed your system too hard.

Peter Field is a leading UK therapist. Please visit his hypnotherapy Birmingham website for more information. His ‘Motivate Yourself Now’ self hypnosis MP3 download and CD are now available.

Soon as you get the rest you need , being motivated and enthusiastic about your goals becomes a whole lot easier.

To increase your motivation, the best thing you can do is take time out and re-fuel. Take a break from your goals, take

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EA

Putting Balance In Your Life

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an you really “have it all?” Is it possible to have a full time job and children plus still have some fun and time to pursue your own interests? And I’m not just talking about women, either. Men have just as much problems trying to keep balance in their life..

Unfortunately, you really can’t have it all. You must make some choices. But too many people are out of balance because they make all their choices in one or two areas. They put all most all of their emphasis on their families, or become workaholics because they are so dedicated to their job. Their life is out of balance.

One of the most important and under-girding elements of high-energy living seems to be balance. Learning to live in balance, allowing time for both work and a rewarding personal life will bring synergy, joy, enthusiasm and creativity to your life.

How do you think you are doing? Take this quiz to find out. This is from a great book called Time Management for Unmanageable People by Ann McGee Cooper. It has lots of good ideas on managing time, plus putting balance in your life.

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The following list of questions will help you asses the level of balance you have created in your life. If you can say “yes” to them, you are developing attitudes and habits that will create the balance you need in your life.

Do I typically look forward to my day at work? Am I eager to get up and get in to the job, and do I feel fulfilled at the end of most workdays?

Do I have an equal enthusiasm for days away from my job? Have I created an equally exciting and interesting life away from my job?

Do I have an equal passion for a variety of interests other than work, such as golf, painting, backpacking or gardening?

Do I have five or six close friends I spend time with at least six times a year who are not connected to my work?

Do I put a priority on quality time with my spouse and children, planning shared activities that we can all enjoy anticipating, doing and then remembering?

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Am I good at creating several brief moments of fun throughout my day? Do I wear my professionalism lightly and encourage others to have fun along with me?

So how did you score? Well, I don’t know about you, but I didn’t do so well. I proved that I needed much more balance in my life.

One of the areas I needed to improve was the one where you should put more fun in your day. I’m often guilty of starting on a project and keeping at it until I am finished.

No stopping or fun allowed. No matter how long it takes.

There is a thing where you can be too disciplined, you know. I was guilty of that. Now I promise myself a “joy” break every hour. I decide how long it can be depending on how much work I have to do.

It can be something as simple as getting a soft drink or a cup of coffee. Or it could be a twenty minute break to read a book or my favorite magazine. Or ten minutes to play on the Internet.

Sometimes I take a long break and go somewhere like a museum or shopping for something frivolous. Think about things you could do to lift your spirits. Go on - it will put more balance in your life.

Peggy Morrow, CSP, is President of Peggy Morrow & Associates, a full service speaking and training firm based in Houston, Texas. For over 18 years Peggy has moved her audiences to fun and action and receives over 75 percent of her business from referrals and repeat business. She is the author of “Customer Service: The Key To Your Competitive Edge” and “Celebrate Customer Service” as well as writing a weekly newspaper column.

Copyright© 2000, Peggy Morrow. All rights reserved.

For information about Peggy’s programs, please call the Frog Pond Group at 800-FROG(3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com. l 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

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EA

Speaking For Success

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t’s been said that many of us would rather die than get up in front of a group and have to speak with any level of comfort.

Too often the childhood scenario of being in front of the classroom ruminates in our brain and in a second, we are back to being that timid kid at the front of the class stammering, and hoping the recess bell rings to save us.

The truth is whether you are offering a toast at a wedding, introducing business colleagues to each other, or actually presenting at a meeting, powerful presentation skills are a terrific asset and immediately communicate your level of personal power.

In our consulting practice, we find with a heightened awareness, most people can improve their communication skills to in many areas of their personal and professional life, even if they are not professional speakers. Here are a few things to remember when presenting: 1. TEST the sound equipment BEFORE the event or meeting. Nothing is worse than annoying feedback or a microphone that cuts out or isn’t working. Get there early and check out the equipment with the Audio Visual department. The biggest mistake made is testing the microphone close to your mouth, and then presenting with the microphone a foot or more away.

2. Learn to use a MICROPHONE effectively. So many presenters frustrate their audience because they turn away from the microphone as they speak, have it too low to make it effective or worse, mumble their words. Others may speak too loudly, which is equally annoying. Practice, practice, practice.

3. DRESS for success. Neat, clean, professional dress is key, unless you are an entertainer or a celebrity. The rest of us need to look the part.

4. Basic EYE CONTACT is essential to make the connection with authentic and personal connectivity to one or a hundred people. Be sure to make eye contact with those you are passing as you walk to the front of the room. This initiates a more personal and real experience for those about to hear your presentation.

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5. Be conscious of your BODY LANGUAGE. Your confidence or self esteem will be easily read by your audience if you are unsure of yourself. Any communication you deliver is more about the message, than you. Being prepared will help you communicate in a more relaxed, but powerful way.

6. OUTLINE your presentation in short bullet points on a card or sheet of paper to help prompt you during your presentation and to keep you organized. Don’t freelance it or read it word for word. Trying to remember everything you wanted to say and backing up to add it later will impact your credibility.

7. If you are using VISUAL AIDS or power point in your presentation, don’t rely on it so heavily you are not relevant to the program. Go to black between slides, keep the words LARGE and avoid the impulse to put too much on each slide. If they are reading the screen, it detracts from you as the presenter.

8. STICK to your allotted time. Don’t go beyond the time allowed or you may wreak havoc on the rest of the program timing.

You don’t have to be a professional to deliver a report, a toast at a wedding or honor a high achievement by an employee. Delivering the best you is the best policy for any communication opportunity that allows for your special leadership and expertise to shine.

Terri Murphy is one of the industry’s leading consultants on the integration of traditional marketing and communication with today’s Web and Internet tools. Her expertise is developing and growing customer relations to create a more profitable business model for Fortune 500 corporations and real estate companies nationwide. She has 24+ year career in the real estate industry and holds the GRI, CRS, LTG & CREC designations. She is the CIO for U.S. Learning, Inc. and a frequent spokesperson for sales industries nationwide. Copyright© 2005, Terri Murphy. All right reserved. For information about Terri’s presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.FrogPond.com.

Written By Terri Murphy ExecutiveAgent Magazine

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匀䄀嘀䔀 吀䠀䔀 䐀䄀吀䔀 䄀一䐀 倀刀伀唀䐀䰀夀 倀刀䔀匀䔀一吀匀

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刀䔀䜀䤀匀吀䔀刀 䘀伀刀 䔀䄀刀䰀夀 䈀䤀刀䐀 倀刀䤀䌀䤀一䜀 一伀圀 圀圀圀⸀䔀倀刀伀一䄀刀⸀䌀伀䴀⼀一䄀刀ⴀ吀䔀䌀䠀ⴀ䔀䐀䜀䔀⼀䄀一䄀䠀䔀䤀䴀

EA

Becoming More Persuasive

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hy are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never been less true. For a variety of reasons.

For starters, people everywhere have become more savvy, skeptical, even cynical. We’ve all become more jaded about advertising, more suspicious of political claims, and less trusting of those who bring us a message, any message--even one that may be in our best interest.

Second, and most important, many people just aren’t skilled at the art of persuading. No matter how brilliant your idea, no matter how technically advanced or economically sound it may be, it’ll go nowhere unless you get others to go along with it. And the only way you do that is by persuading them, by communicating clearly why they really should want to do what you really need done.

Learning to improve our persuasiveness is both easier and harder than it used to be. Easier because we’ve now got E-mail and voice mail, CD-roms and cellular phones, satellites and skywriting, and a vast array of other tools for communicating. But it’s also more difficult in that the deluge of messages and ill-equipped messengers cheapens them all. So nowadays, it’s more crucial than ever to hone the skills that heighten our power of persuasion.

Here are some ideas, big and small, for making yourself more persuasive: 1. Ask yourself: What do I really want? Sure, we all want security, happiness, health, love, and fulfilling work.

Digging a little deeper, we might find further shared values, such as recognition, power, freedom, and serving others. But what’s unique to you? What do you think about alone at three in the morning? What really resonates within your soul? What would you, in a perfect world and freed of family, fiscal, or geographic constraints, most like to be doing? Think about these questions as a means of searching for your great “because-- the difference between your current situation and your desired situation.”

2. Shift your focus to others. There’s an old story of a young lady who was taken to dinner one evening by William Gladstone and then the following evening by Benjamin Disraeli, both eminent British statesmen in the late nineteenth century. “When I left the dining room after sitting next to Mr. Gladstone, I thought he was the cleverest man in England,” she said. “But after sitting next to Mr. Disraeli, I thought I was the cleverest woman in England.” If you practice attentiveness to others, you’ll find it does wonders for both of you. They’ll enjoy it; so will you. And together you’ll accomplish much more.

3. Train yourself to remember other people’s names. The sweetest sound, it’s said, is that of your own name being spoken. And calling others by name is an important first step toward building rapport and, thus, persuasion. Roger Dawson, in his book 13 Secrets of Power Persuasion, gives numerous techniques for overcoming this problem. One of the best: When you shake hands with a new person, note the color of his or her eyes. That forces you to make eye contact and, after a while, will also send a signal to your brain to store that person’s name in your short-term memory. Use the name soon afterwards, and you’ll have a lock on it. Try it!

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Written By Tony Alessandra 4. Empower others. Skillful persuaders send out the message, spoken or unspoken, that they appreciate others’ abilities. For example, Minnesota Mining & Manufacturing (3M), the $15-billion-a-year firm famed for its innovation, leaders still utter--and follow--the maxims of William McKnight, its legendary leader for half a century: “Listen to anybody with an idea.”... “Encourage experimental doodling.”...and “If you put fences around people, you get sheep; give people the room they need.”

5. Hone your sense of humor. While being wheeled into the operating room after being shot by a would-be assassin, the ever-persuasive President Ronald Reagan got a chuckle when he wisecracked, “I hope the doctor is a Republican.” We may not all be so cool in a crisis, but we can all profit by not taking ourselves too seriously.

Tony Alessandra, Ph.D, is a marketing strategist and applied behavioral scientist, Dr. Tony Alessandra is a leading authority on bottom-line marketing tactics and on building business relationships for life. Copyright© 1998, Tony Alessandra. All right reserved. For information on how to bring Tony to your group, please contact us at 800-704-FROG (3764) or susie@frogpondgroup.com.

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

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

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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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(619) 296-LOAN (5626) | SanDiegoVU.com 8885 Rio San Diego Drive Suite 135, San Diego, CA 92108 Veterans United Home Loans of San Diego is a VA approved lender; Not endorsed or sponsored by the Dept. of Veterans Affairs or any government agency. NMLS# 1907. Licensed by the Department of Business Oversight under the Residential Mortgage Lending Act. All Rights Reserved.