NOVEMBER 2015 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

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Executive Agent of the Month

Inside Features: Jason Devor EHM Real Estate, Inc. Sherry & Rhonda Chrome Realty Partners

Purchase Financing:

Compare our stats to the industry.

At Evergreen, we’ve never lost sight of the fact that serving real estate industry professionals and their clients is the cornerstone of our success, yesterday, today and tomorrow.

As evidence of our focus on the home purchase market, we invite you to review our purchase loan percentage compared to the industry: Purchase Business Percentages

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

** Source: Mortgage Bankers Association (MBA) Percentages reflect portion of total volume that were purchase transactions.

That’s why we’ve developed an infrastructure with systems and procedures that allow us to quickly process loans so that we close On Time and as Promised®.

In fact, our entire platform is engineered to close purchase transactions in 14 days*.

But stats are only part of the story.

It’s the care and compassion of every Evergreen associate that makes a difference and is felt by the customers we serve. As a lender with strong convictions and a proven track record serving the purchase market, we invite you to become a business partner with Evergreen.

Michelle Coolidge-Tondu Sr. Loan Officer & VP / Corporate Relationships NMLS 176580

tel 310-818-1011 fax 855-296-8279 mcoolidge@evergreenhomeloans.com www.michelletondu.com 21250 Hawthorne Blvd Ste 500 Torrance, CA 90503 Branch NMLS 1127143

*The 14-day close does not imply a guarantee of any kind and only references the historical service level provided by Evergreen on standard FHA, VA, and conforming conventional loans. Assumes expeditious and complete cooperation by all parties to the transaction. Not all applications are eligible for a 14-day close, including but not limited to jumbo loans, renovation loans, loans brokered to other lenders, or properties requiring repairs. Not all applicants will qualify; certain restrictions apply. © 2014 Evergreen Home Loans is a registered trade name of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: Arizona Mortgage Banker License 0910074; California-DBO Residential Mortgage Lending Act License 4130291; Hawaii Mortgage Loan Originator Company License HI-3182; Idaho Mortgage Broker/Lender License MBL-3134; Nevada Mortgage Banker License 3130; Oregon Mortgage Lending License ML-3213; Washington Consumer Loan Company License CL-3182. 1/14

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

November, 2015

South Bay

Cover Story

Editorials

12 - Tony Alessandra:

Becoming More Persuasive

24 - John Boe:

How To Train Cats And Salespeople

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

ADVERTISERS’ INDEX

06 - Carla Cross:

Managers: What Do Agents Owe You?

Alpine Mortgage Planning...............25 City of Hope.....................................34

22 - Peter Field:

Ways To Increase Motivation

Evergreen Home Loans......................2 i Photography Studio.................21 - 31

32 - Peggy Morrow:

Putting Balance In Your Life

28 - Terry Murphy:

The Termite Guy................................9

15 Executive Agent of the Month

10 - Jim Rohn:

Change Begins With Choice

26 Jason Devor

EHM Real Estate, Inc.

PWAOR.............................................30 SBAOR........................................35

Speaking For Success

Teresa Workman

Kinecta Federal Credit Union..........36

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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 © 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.

Sherry & Rhonda

Chrome Realty Partners ExecutiveAgent Magazine

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E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

Sherry & Rhonda

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hen Sherry Marshall and Rhonda Stelzer formed Chrome Realty Partners at Keller Williams Realty Beach Cities, they envisioned serving their clients in a way that would transcend the functions of merely buying or selling a home. They wanted to provide families with holistic real estate representation, taking into consideration the numerous life decisions and changes that come with every real estate transaction.

As in many successful partnerships, Sherry and Rhonda were good friends before they became business partners.

Their common ideals and mutual respect provided a sturdy foundation for a dynamic and lasting real estate

partnership – one that honors good old-fashioned family values.

The Artist and the Organizer These ladies have many things in common: they had successful former careers in the entertainment industry; they are busy wives and mothers who make family a priority; and they share a passion for improving their community. But while their personal values and lives have many parallels, they each bring unique attributes to their partnership that enhance the experience of their clients.

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Leading With Contribution Sherry and Rhonda recently attended a seminar where they identified that one of them is the “artist,” and the other is the “organizer.” “The artist is the one who creates momentum by bringing people in naturally,” Sherry explains. “That person is more apt to talk to people they don’t know – and becomes like the Pied Piper. That’s Rhonda. I always liked to believe that was me, but I realize that I enhance that part of her. I am the paperwork and contract person. I’m a natural teacher and coach, and I love to educate clients about the process of real estate and make them feel good about the process and the property they choose.”

Rhonda echoes Sherry’s sentiments and adds, “I look to Sherry for her strength in negotiations and her knowledge of contracts and law. My passion is in connecting with people. I’m the grabber – she’s the keeper.”

Keller Williams provides the perfect environment for Rhonda and Sherry to excel, with its education-driven and high-integrity culture. It is a place where they have both been able to grow as individuals and as professionals, and where they have developed a team of people who think outside the box in order to get things done. “We all brainstorm problems together to come up with an answer,” Sherry says. “Coming from movie production, no one was ever allowed to say something couldn’t be done. We just had to become more focused on creating an answer. The people we work with all think the same way.”

providing answers and knowledge. What comes with that are the families who are helping to guide their parents.

We work with the families and find there is a huge amount of responsibility in that – but we don’t shy away from responsibility.”

Their personal investment in the South Bay community where they own homes, have children in school and sports, and assist with social causes helps them to authentically connect with area families and their needs.

They originally met through the local baseball league for which their sons play, and they continue to give enthusiastic support to their teams. They also contribute each month to Giveback Homes, an organization of real estate professionals who build homes for people in need.

Sherry and Rhonda’s positive and progressive approach to life and real estate are evident in all they do. As a former business coach for Keller Williams International and a productivity coach for Keller Williams Beach Cities, Sherry is a great believer in the power of coaching. She and Rhonda attend events and seminars together, continually fostering their expertise, self-belief and positive mindset.

“One of our core values is to lead with contribution,” Sherry says, “and we find that we consistently get back so much more than we give.”

The duo often attract clients like themselves – families who appreciate their values and who want to create stability and build wealth through home ownership. Their referral-based business centers on the South Bay, but they are always willing to help clients referred to them from other areas.

Sherry and Rhonda are especially dedicated to assisting seniors. “There are many reasons why,” Sherry explains.

“We feel like it is an underserved market by the profession.

We help senior clients with a range of needs, from those who are downsizing, to a person who is looking for a retirement community, to someone who needs help in getting a reverse mortgage or elder care.”

Rhonda continues, “There is a lot that goes into the senior market. It might not just be selling and buying another home. It’s about providing a template for their changing lives with honesty and integrity. We appreciate the respect we receive from seniors. Working with them fills our hearts. It’s nice to be so appreciated and be ExecutiveAgent Magazine

Sherry Marshall & Rhonda Stelzer Chrome Realty Partners 1601 Pacific Coast Highway, Suite 265 Hermosa Beach, CA 90254 Tel: 310-991-9988 - 310.486.3480 Sherry@chromerealtypartners.com Rhonda@chromerealtypartners.com Web: www.ChromeRealtyPartners.com CalBRE # 01325713 - 01865630

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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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.

A

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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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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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

Teresa Workman Live Life Written by Haley Freeman - Ian Wiant Photographer

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hen you grow up in rural Montana, where four generations of family before you have made a name as honest neighbors, the way you treat people matters. This is a lesson Teresa Workman learned early and applies every day as a Realtor®.

After high school, Teresa said goodbye to her 25 graduating classmates and set out to earn her business degree at Montana State University, Bozeman. Following college, she received an offer to work as a project coordinator at Hughes Aircraft (now Boeing) in El Segundo, Calif. At only 22 years old, she bravely crossed the country and entered a completely unfamiliar world.

“I found that people were very different here,” Teresa remembers, “and very sophisticated. The pace of life was so much faster. It was exciting and scary all at once.”

Three years later, after Teresa was well-established in

her new life and community, she was laid off from her corporate job. The daughter of a hard working cowgirl and whose father achieved a distinguished 30-year career in the Air Force and retired as a chief master sergeant, Teresa took charge of her destiny. She obtained her esthetician and massage license, and opened her own day spa in the Riviera Village in Redondo Beach. Her business was a great success, leading her to open a second location and expand into retail. Over the years, she built relationships with many local residents and business owners in the community, among them, Scott Anastasi and his team at Scott Anastasi Realty.

A Master of Reinvention When the recession hit, Teresa found herself a single mother with a 5-year-old daughter and a business that was vulnerable. She began looking for a new opportunity that would allow her to provide for her daughter and still have time to be a mom.

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“I really liked Scott and everyone from his office. There was familiarity, but also trust and respect for him. One of his managers was my good friend and encouraged me to get my license. After a conversation we had, she went away on vacation, and I had my license by the time she got back. I interviewed with Scott, and he offered to hang my license with his company. I gladly accepted.”

So in 2008, Teresa took yet another big risk in life and entered real estate during the distressed market while maintaining her day spa. In spite of the many challenges and demands on her time, Teresa was named Runner up Rookie of the Year by the South Bay Association of Realtors® in 2008 – the first of many accolades she would earn in years to come.

“I don’t think real estate is something you can do parttime and give it everything it deserves. So I decided to

close the store. I didn’t sell it; I closed the doors and made a leap of faith.”

The relationships Teresa had built through her former business, sports and community helped to sustain her in her new one. “A lot of clientele from my day spa knew and trusted me, and that segued into referrals.” But the troubled real estate market presented another set of problems. First, the environment was negative in many ways. “I remember when I first got into the market, and I was all bright-eyed and bushy-tailed and so excited about being a Realtor®.

And then people were like, ‘Oh, you’re a Realtor®.’ I was used to people saying, ‘Oh, you own a day spa. How cool!’

It was a whole different thing. People face this when they switch careers, but because of the intensity of the market at that time, it was especially difficult. I like to be around positive people and want them to laugh and be happy. I had never witnessed this before.”

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Putting Her Name On It The second challenge was how to find business in a market where transactions were thin. With her usual, enterprising spirit, Teresa played to her strengths and worked smart to overcome both obstacles. “I was used to being in a business where you nurture people. I had that in me, so it was perfect timing, I guess. I was up to the task of dealing with clients with sensitive emotions and whose lives were in turmoil.”

Teresa saw the opportunity to help clients in crisis, and quickly became a short sale specialist. “It was before anybody else wanted to touch it. I got referrals from other companies and from within my own office. I would get up at 4:00 a.m. to talk to asset managers in Florida at 7:00.

It was gritty and real. People were in a really fear-based place, and the only way to get out was to move forward and trust that somewhere down the line it would make sense.”

Teresa’s tenacity and compassion helped her to cham-

pion the cause of her clients and position them for a fresh start. “I feel really good about that and where I am now because of it. I have a really service-based mentality. It’s how I was raised and what I learned along the way.”

Teresa is known for her calm and competent handling of a transaction. She remains actively involved at every stage and endeavors to make every real estate experience a seamless one. She describes herself as being like a duck who appears to be gliding on the surface of the water, but is “paddling really hard underneath. I try to learn what my clients’ fears are and what their level of comfort is, and then customize the experience for them. This is a huge, life-changing purchase for most people. If you treat them all the same, you’re not getting to the root of what buying or selling a home is all about. For most people it is about establishing a sense of stability and community, so I try to hone in on who each person is to figure out what is the type of house that will be the best investment and also that they will be happiest in.”

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Showing up for People Teresa’s consistency, integrity and relatability keep her clients coming back and prompt them to refer their friends and family members. She cultivates strong and deep connections with the people she meets and strives to make them successful in their lives.

Teresa celebrated her marriage to “the most kind, generous and honest human being” in 2013. As she was busy integrating her new family and the three daughters she and her husband now share, tragedy struck. “My husband had a heart attack only two months after we were married.

I was terrified. People stepped up for me and made me feel I meant something. Not just friends, but clients too.

I’m so grateful I had these people in my life.”

Happily, her husband is now healthy, and the family is thriving. Teresa’s convictions about the importance of community have only been reinforced by this experience.

“I really try to be a good person in the tribe and be a good friend. I realize now more than ever how important that is. You have to show up for people, not just in business, but in life. I want my daughters to see what a woman of

integrity looks like and help them grow up to be wellrounded women. I want my husband and friends to say I’m a good person.”

Teresa is an avid supporter of the fight against breast cancer, and is also a member of the Beta Pi chapter of Psi Delta Sigma, whose philanthropic activities are centered on cerebral palsy. She devotes resources to the Wounded Warrior project, is active with her daughters, and looks for opportunities to “show up” for her network of friends and clients when they are in need or asking for help with charitable causes.

“My sense of community and responsibility to people doesn’t go away after I get a commission check. Where I grew up, you better do what you say you’re going to do.

It’s your reputation, your name and your legacy on the line. It’s who you are.”

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Teresa Workman Teresa Workman Realty 511 Torrance Blvd., Suite 101 Redondo Beach, CA 90277 Tel: 310.626.5078 Email: Teresa@beachlivin.com Web: www.beachlivin.com CalBRE # 01819432

CalBRE #01375056

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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

ExecutiveAgent Magazine

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EA

How to Train Cats and Salespeople

W

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.

ExecutiveAgent Magazine

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jreed@alpinemc.com alpinemc.com/JohnReed

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Senior Mortgage Advisor MLO-923896

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acipolletti@alpinemc.com www.AlansLoans.com

bkrevoy@alpinemc.com alpinemc.com/BarryKrevoy

jthiel@alpinemc.com alpinemc.com/JimThiel

LYNN NELSON

RODNEY FELIPE

949.398.3661

949.398.3637

Senior Mortgage Advisor MLO-653022 lynelson@alpinemc.com alpinemc.com/LynnNelson

Senior Mortgage Advisor MLO-487714 rfelipe@alpinemc.com alpinemc.com/RodneyFelipe

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© 2015 A division of Pinnacle Capital Mortgage | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

“You’re a superb Realtor®. There’s no other way to describe it.” That’s what one of Jason Devor’s clients

recently told him. Why? Because Jason is the kind of enthusiastic young agent who inspires the trust and respect of the people who work with him.

He takes a proactive approach to business that assumes the world will meet him on his win-win terms. His empathetic nature, real estate expertise and creativity are all talents that set him apart from his competition and have helped him to build a nearly 100 percent referral-based business during his first year-and-a-half in the industry.

The way people deal with adversity reveals much about their character. When Jason was awarded several distressed St. Louis properties as damages in a law suit, he had to figure out how to get the most out of these assets, and from several states away. He took the initiative to interview nine different Realtors® and investors, asking each how they would market and liquidate the properties. What he heard prompted him to take on the task himself.

“It was important to me to understand what other people’s methods might look like,” he said. “But I wasn’t impressed with what they were offering. It was very cookie cutter, and I like to do things out of the box. I decided to give it a shot on my own, and if I didn’t make it work, I knew I had nine people I could call upon.”

Using his “out of the box” methods, Jason sold those properties himself for more than market value, and his success inspired him to change careers. “I had a blast doing it and thought: I should be doing this for other people.”

Jason Devor ExecutiveAgent Magazine

EA

Your Superb Realtor® Jason was already skilled at working with people. He spent ten years in retail management, where he learned to get along with all kinds of personalities and maintain uncompromising customer service standards. Real estate was just an opportunity for Jason to take what he already knew and help people with much larger and more important purchases.

He joined EHM Real Estate, Inc. in 2014, where “Every Homeowner Matters,” and the culture matches his own service philosophy. “Clients have to feel comfortable in every aspect of the transaction – before, during and after.

A transaction is more than a bunch of legal documents and steps in a process. It’s a situation where you have to be able to relate on a personal level so people feel comfortable with your guidance. This is something my broker articulated to me about his company when I first met him. As soon as I heard those words, I knew this was my perfect match.”

Perception is Reality If you visit Jason’s website, you will get to know him and real estate by means of his candid blogs and creative infographics. A young, energetic professional, Jason is upto-date on market trends and technology, he is energized by the constant changes in the marketplace, and brings a fresh perspective to the diverse clients he represents.

“The only way I can be a real estate expert is to completely immerse myself in it. I can honestly guide my clients about what is a good investment because I’m doing it myself. It helps me develop trust with my clients.”

Jason and his wife, Amber, have been married for nearly seven years and love spending time with their two dogs, Skippy and Shadow. Jason describes Amber as “very supportive” of his passion for real estate and the hours he dedicates to taking care of clients and finding and improving investment properties of his own.

Jason’s primary goal in real estate is to make people happy. He charges into the world with positive expectations and is often met on his terms. “When choosing a real estate agent, it’s not always about the numbers. It’s important to feel a personal connection. I come to every transaction with the attitude that you’re going to like me, because I’m going to do a great job for you.”

Jason expounds on perception as one of his core beliefs about customer service, “One of my favorite things to talk about is perception and how it relates to everything,” Jason explains. “It doesn’t matter what you meant to say or do. The only thing that matters is how that other entity is receiving the message. When I represent a client, I’m not thinking about what I should be doing, but how they’re feeling. When I negotiate a deal, I try to understand the other side’s point of view so we can get to what everybody needs out of the situation.”

Jason is also a homeowner and savvy real estate investor who both manages rentals and flips properties for profit.

ExecutiveAgent Magazine

Jason Devor EHM Real Estate, Inc. 31991 Dove Canyon Drive Trabuco Canyon, CA 92679 Tel: 949-600-0776 Email: realtorjasond@gmail.com Web: www.JasonIsMyRealtor.com CalBRE # 01954137

EA

Speaking For Success

I

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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ExecutiveAgent Magazine

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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

䴀伀一䐀䄀夀Ⰰ 一伀嘀䔀䴀䈀䔀刀 ㈀Ⰰ ㈀ ㄀㔀 刀䔀䜀䤀匀吀刀䄀吀䤀伀一 伀倀䔀一匀 䄀吀 㠀㨀㌀ 䄀䴀 倀刀伀䜀刀䄀䴀 刀唀一匀 㤀䄀䴀 ⴀ 㐀㨀㌀ 倀䴀

圀夀一䐀䠀䄀䴀 䄀一䄀䠀䔀䤀䴀⼀䜀䄀刀䐀䔀一 䜀刀伀嘀䔀 ㄀㈀ ㈀㄀ 䠀䄀刀䈀伀刀 䈀䰀嘀䐀Ⰰ 䄀一䄀䠀䔀䤀䴀Ⰰ 䌀䄀 㤀㈀㠀㐀

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

Putting Balance In Your Life

C

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?

ExecutiveAgent Magazine

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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

ExecutiveAgent Magazine

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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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

HAVE YOU EVER THOUGHT ABOUT WHAT $150 CAN GET YOU NOWADAYS? Last year alone, the SBAOR brought our members many fabulous classes and events for FREE or at incredibly reduced prices.

• Tom Ferry - Supercharge Your Business • Business Planning Classes • Got Nancy - Assistant Training • Senior Real Estate Specialist • Certiiied Condo Specialist • Probate Specialist • All day Tech Workshop • Online license renewal • Extensive Commercial Education Series • Courses, panel events and networking

opportunities for residential, commercial and global real estate • Member Appreciation Week - Free classes, food and prizes

We also provide many other resources and services for our members.

• Local advocacy for the protection of your rights • Tips and guidance with city selling issues • A fully stocked REALTOR® store • Full service staff to assist our members

Call us for more information and competitive pricing!

310-326-3010

Our history is rooted in success — Dedicated to helping our members achieve their dreams.

Photo: Howard Hughes Est. 1940 as Hughes Aircraft Employees Federal Credit Union

Home Financing Solutions: • Credit Union MI

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• Direct Lender

• Jumbo Loans up to 90% LTV

Contact Us: Jason Redmond Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org NMLS# 1234810 www.kinecta.org/jredmond

Duane Reddington Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org NMLS# 410579 www.kinecta.org/dreddington

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

19928-09/15-SB