NOVEMBER 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

JENNYPHER

MOORE Executive Agent of the Month

INSIDE FEATURES: Jim Ferreyra imortgage Adriana Gonzalez New American Funding

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The #2 MORTGAGE LENDER IN AMERICA.1 Mortgage Executive Magazine, 2015

Branch office locations from coast to coast to serve you.

One of the broadest product lines of any direct lender.

1,700+ Loan Consultants and 5,200+ support staff enterprise wide.2

One of the fastest-growing, most stable and well-respected lenders.

To learn more about us, please visit www.imortgage.com or call 909.912.7835.

Check out our branches in Rancho Cucamonga and Temecula Today!

RICHARD HEDRICK Branch Manager

Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

1) Mortgage Executive Magazine 2015, loanDepot.com, LLC dba imortgage NMLS ID 174457. 2) Enterprise wide and includes loanDepot.com, imortgage, Mortgage Master, Inc. and LDWholesale. imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

Corporate NMLS ID 174457. All rights reserved. 06082016 6393

Executive Agent of the Month

Jennypher Moore David Serpa Homes Team

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Professional Profiles

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Jim Ferreyra

Adriana Gonzalez

imortgage

New American Funding ExecutiveAgent Magazine

November, 2016 - Inland Empire

Editorials 10

Be Patient With Yourself And With Your Borrowers!

-Linda Brakeall

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The Truth About How to Have a Winning Sales Personality -Bill Brooks

E XECUTIVE AGENT

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MAGAZINE

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

ADVERTISERS’ INDEX City of Hope..........................................................26

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imortgage..................................................................2

The Mental Game Of Sales Success -Tamara Dorris

i Photography Studio.............................................23 New American Funding........................................36 PWAOR...................................................................34

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SBAOR...................................................................27

Remember Me? -T Scott Gross

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

Success Showdowns -Chris Widener

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar

Value Of Silence -Dirk Zeller

© Copyright 2016 Executive Agent Magazine. All rights reserved.

Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Little Things -Zig Ziglar

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Jim Ferreyra

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im Ferreyra has embraced the wisdom of revered financier Warren Buffet: “Take a job that you love.� As a result, he greets every morning with

excitement. He looks forward to going to the office each day to create something magical for people: the opportunity to own the home of their dreams.

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We have a loan for every home... simple as that.® After beginning his professional journey as a small business owner, Jim was introduced to the mortgage industry and found his true calling. He closed over $1 million in loans during his first month at New Century Mortgage, and then proved it was not a fluke when he closed $1.5 million during his second month at the company. He continued to excel and earned his place as one of their top 10 producing sales people in the nation. When the market began to slow, Jim obtained his real estate license and went on to become both a successful real estate agent and trainer.

But once bitten by the lending bug, Jim couldn’t get it out of his system. He returned to the industry in 2012, and today he is delighted to be a loan consultant at imortgage in Temecula. “I feel I’m doing good by my clients by working here,” he says. “This is a terrific company that’s all about the customer and getting the loan completed. I can give them the best rates backed up by phenomenal service.”

In a company known for its positive and productive culture, Jim says it’s the top-down application of these ideals that makes the organization so successful. “The owners of the company are so down-to-earth. They always greet you with a big smile and a handshake. And our branch manager here in Temecula, Richard Hedrick, is the best I’ve ever worked with. I love working for people like that. It makes me more inspired to work for a company with such great leadership and values.”

Jim describes himself as a free spirt who is fun-loving, easy to talk to and a team player. These qualities make him a great fit at imortgage, where teamwork is essential to delivering accurate, efficient and timely service. He and his team are in constant communication with each other and with the parties involved in each transaction to ensure that loans cross the finish line on time.

His well-rounded industry experience allows Jim to see a transaction from many points of view, including that of his real estate partners, and he understands the vital necessity of issuing ironclad pre-qualifications. “Time is money in our business. The last thing I want to do is tell an agent their buyer is qualified and have them spend time showing properties just to find out I can’t really do the loan. That’s a deal killer not just for the transaction, but

for the long-term relationship. I am very thorough and ask for all documentation up front. And I ask a lot of questions, including information they may not want to tell me.

I don’t leave anything to chance.”

This is an instance when his phenomenal production team proves their worth. “When I have questions about guidelines and qualifications, I can rely on my underwriters to give me guidance. And it’s not just my eyes that look at the file. My production assistant has 30 years of industry experience, and my processor has 33 years of industry experience, including management. So there are three sets of experienced eyes reviewing it before it even goes to underwriting. If anything has been missed, they’ll see it.”

Outside of work, Jim is a family guy. He and his wife of 22 years, Mollie, have three kids spanning middle school, high school and college. Jim is a lifelong soccer fan who has not only coached his kids, but also plays with and manages a team in a men’s over 30 league. When he’s not playing soccer, he likes to play golf, a pastime he often shares with his clients and professional partners. “It’s a great opportunity to talk and get to know people personally. I think it’s important to know somebody like that when you’re doing business together.”

Jim remains passionate about his work, and he keeps it new by staying up-to-date with trends and technology.

“There’s a big difference between liking and loving what you do,” Jim says. “I think I’m successful because agents and clients feel that. As long as I love it, it doesn’t feel like work.”

Jim Ferreyra imortgage 41607 Margarita Road, Suite 101 Temecula, CA 92591 Tel: 949-394-8751 Email: Jim.Ferreyra@imortgage.com Web: imortgage.com/jim.ferreyra NMLS ID 935141

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imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2016.

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Written By Zig Ziglar

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Little Things A

gentleman I know quite well had an interesting experience recently. His wife was recuperating at home from surgery and maintaining a light schedule. She could move about but getting up and down and bending were particularly painful. A couple of days after she came home from the hospital he was up early in the morning and went downstairs for a cup of coffee. His favorite cup was in the dishwasher and as he retrieved it he noticed that the dishwasher was full of clean dishes. Remembering that his wife was recuperating, he unloaded the dishwasher which only took about five minutes.

After finishing his coffee he went back to the bedroom to get ready for work and left before his wife went to the kitchen. That evening when he returned home she gave him a big hug and thanked him profusely for what he had done.

She said, “Honey, I cried when I realized I would not have to bend over all of those times and lift those dishes out.” He had made a simple gesture, but it spoke volumes to his wife. It indicated that he genuinely cared for her, her comfort and well-being. It was not monumental but isn’t it true that the “little things” make the big difference in life?

Think about it. If your watch is slow by just four minutes, that’s not much - unless you’ve been warned that if you’re even one minute late ever again you will be fired. Then four minutes make a big difference.

The message is simple but clear: Be sensitive to the needs of others and remember the “little things” in life because they make big differences. Take that approach to life and I’ll SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

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t’s been frantic lately, hasn’t it? Lots of re-fi’s, and activity; not quite enough people on staff. People are tired, stressed and snappish.

The first rule of sales and marketing is they have to like you: Like being with you, like talking to you and come away from every encounter with you feeling better about themselves. Do your customers, clients, & borrowers feel good after they’ve worked with you or do you infect them with that disease called: There-aren’t-enough-hours-in-theday-leave-me-alone-or-else!

I wish I had a magic wand that would give you more hours in the day, relieve your stress, and get all of the work done for you. I don’t. I can tell you what I’ve learned over the past 17 years of being in sales, management, and functioning as a human being: If you don’t take care of yourself, no one else will.

Whenever there are too many demands on your time, your mind and your body that is exactly when you have to lighten up! Have to. Not an option. HAVE TO. I recommend a 4 step approach.

First, get some exercise. Marathon training is not required but you’ll find that even a ten minute walk at lunch will have an amazing effect on your mind, body and attitude.

If you can’t get outside, go up and down a few flights of stairs. Get that blood moving! If you’ve been sitting all

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day, the blood has settled in your nether regions and there is none left in your brain! Not good. Stir it up!

Part 2. Get organized. Keep a small notebook with you at all times and WRITE DOWN all those things that have to be done. Yes, everything. Personal, professional and anything else! (Even a reminder to pick up suit at the dry-cleaner!) And draw a line through them as they are finished. You’ll have a concrete record of what you’ve done and nothing will fall through the cracks.

Part 3. Get up 10 minutes earlier so that you have time to ease into your day. An extra cup of coffee and a visit with a book, a newspaper or that special someone makes the whole day easier.

Part 4. Be patient with others and yourself! Remember: Everyone is doing the best he/she can with what is available to work with right now. Don’t take it personally! And hang in there!

Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at http:// www.lindabrakeall.com - Ph: 800-662-7249.

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Be Patient With Yourself and With Your Borrowers!

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E XECUTIVE AGENT

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NEW AMERICAN FUNDING WELCOMES BACK!!!

ADRIANA GONZALEZ Written by Haley Freeman

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driana Gonzalez is an optimist. For her, every day is a new opportunity and a fresh start.

That’s why she loves her role of helping

families to obtain the financing they need to buy the home of their dreams, playing an integral part in crafting their new beginnings.

Real estate is Adriana’s heritage. Her first childhood memories involve playing in her father’s real estate office and, later, helping out with various work tasks. She learned the business early and was a licensed agent for many years. She also has experience working in title and escrow. In the mid-2000s, she decided to apply her experience and talents to mortgage lending.

“When things fell apart, I wanted to know what happened,” she explains. “I was blindsided. Things became much more regulated. I took my exams, passed the first time and surrendered my real estate license. I found that I loved home lending, and it’s what I’ve done ever since.”

Adriana recently relocated to Murrieta and rejoined New American Funding, a company she had previously worked for in Orange County. “I love the fact that we are a direct lender and also a family-owned and operated company. I think it makes a big difference in the way we do business. We are a company that really cares. And we service our own loans.

There’s a reason we are number one in the Inland Empire.”

New American Funding is a company known for its integrity and exceptional service delivery. “As a Loan Consultant, I know I can always call somebody for help. If I want to explain something in the file, I can reach out to the underwriter directly. Everybody wants to do loans here, and they look for ways to close the deal.”

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Adriana is now working in-house to provide lending support to the number one Keller Williams office in Temecula. As a former Realtor®, she understands the needs and challenges her real estate partners are facing in every transaction. She brings empathy combined with her firm commitment to accountability, communication and transparency. “I consider the Realtor® my client, and I have respect for them and how hard they work. When they entrust me with a client, I have accountability to take care of them. I understand what they’re doing in terms of driving people around showing them properties and writing offers. It’s unacceptable for it all to fall apart because the lender didn’t do their due diligence.

They worked hard to get that client into escrow, and I’m going to make sure it closes.”

Adriana is backed up by an outstanding management and production team who share her dedication.

With quality control, processing, underwriting and marketing all in-house at the Temecula branch, communication is seamless and loans close on time.

Further, Adriana’s depth of experience allows her to develop clients who are facing qualification challenges. “In our business, a buyer can take months to qualify. I incubate clients by helping to fix their credit or guide them to where they want to be so they can be future buyers. That is my favorite call to make to a Realtor®. I love calling to say, ‘Their FICO is good.

Now go show them a home.’”

Adriana is the mother of two teenaged boys and little girl. She says she should have been born in the 1940s, because she loves old movies and talking with older people. When she has time for herself, she loves to spend an afternoon watching Turner Classic Movies.

Her friendly, down-to-earth manner puts people at ease as they go through the home buying process.

“My dad always said, ‘What we do is nothing but a conversation. Have fun with it. Everyone is a regular person. They just need help.’ I’m just a regular person, too, and I do what I can to make this experience fun and enjoyable. This should be one of the happiest events in someone’s life.”

Adriana Gonzalez-Loan Consultant New American Funding 27431 Enterprise Cir Temecula, CA 92590 Tel: 562-242-4801 Email: Adriana.Gonzalez@nafinc.com www.newamericanagent.com/AdrianaGonzalez NMLS ID 220955

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding.

New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved.

Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 10/2016.

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VALUE OF SILENCE

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he difference between great and good is very little. It’s the last inch, or two, that separates great from good. It could be the smallest detail that gets overlooked by most people, but to the person who wants to achieve greatness, it is never overlooked.

In selling, it’s the little nuances of what we say and how we say it. It’s the properly selected words we use to convince the client to move forward. Too often, we wing it without spending the time to properly craft the questions. When the questions are delivered well, they will elicit the response we desire. In selling, we need to be a wordsmith. Just as a master silversmith works with silver to craft an elegant tea service, we must work with our words to craft a compelling reason to do business with us. A master silversmith spends time refining the silver over fire. The heat of the fire removes the impurities from the silver. The mold is then built for the silver to be poured into. Once cooled, the silver piece is polished to brilliance.

Your words must go through the same steps to achieve perfection. As a good salesperson, you must think, write,

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and rewrite your words; especially the key words contained in your prospecting scripts, listing presentation, and objection handling scripts. You then need to mold these words into a comprehensive and cohesive presentation.

The presentation needs to address the benefits of doing business with you, versus anyone else. It must focus on the client and clearly answer the question: Why should I hire you? Just as the silversmith will fail if the mold is inferior, so will the salesperson. Check your mold.

Next, you must polish the presentation. You need to spend hours perfecting the delivery. The silversmith polishes the silver until it shines with brilliance. He will spend hours upon hours making it perfect. Then, when it is perfect, he stamps his logo, or signature, on the piece.

When was the last time you practiced your scripts? When was the last time you taped your listing presentation? You stamp your signature on every presentation. How good is your signature?

One of the key areas between good and great in the presentation is the silence. It’s the silence after a direct question. Too many sales people fear the dead space in a

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conversation and think they have to fill it up. That need to fill the void will keep you from greatness in sales. The void of silence causes our client or prospect to think. At this moment the sale is made.

Arthur Rubenstein, the world famous pianist, was once asked, “How do you handle the notes on the page as well as you do?” He responded, “I handle the notes no better than many others, but the pauses…ah! That is where the art resides.” Your sale process needs to be like a great piece of music. It causes a reaction and emotion from your client or prospect. The real artistry is in the pauses. It’s in the void of quiet after the question. Don’t run through the pauses with another question or statement. Let the power of the pause take over. Rubenstein would let the note resonate throughout the hall. Let your question resonate in the conference room, living room…wherever you are making your presentation.

If you step into the pause you invalidate, or soften, the last question. You are at the moment of truth. You will find out valuable information about your client or prospect at that moment. The power of silence is deafening. Make

sure to use it to your advantage. Becoming a great salesperson requires watching the little things. Spend time daily breaking down the words and your delivery. Invest your time into practice. Perfect your craft of sales. Lastly, work to create and leave the pause in the presentation.

There is immense power in the pause.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.

RealEstateChampions.com. © 2009, Dirk Zeller. 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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EXECUTIVEAGENT MAGAZINE

Nomination Form Nominate a fellow REALTORÂŽ 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

JENNYPHER

MOORE Executive Agent of the Month

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JENNYPHER MOORE Delivering the Unexpected Written by Haley Freeman - Ian Wiant Photographer

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After spending a few years caring for her young children, Jennypher saw an opportunity to direct her innate people and service skills to helping families in her community find the perfect home.

Jennypher is a highly motivated individual who brings an array of talents with her to real estate from her previous work as a 911 dispatcher for the fire department and as a professional in the luxury hotel industry. In those environments, she honed her abilities to soothe people under stress and to give purposeful, personal service.

“My husband is a hardworking firefigher who is gone most of the week. When I got started in real estate I thought I could learn slowly by closing a few deals a year to get my feet wet and still be a stay at home mom,” Jennypher says. “Then I ran into David Serpa at an open house, and he changed my world. I told him, ‘I want someone like you to teach me the business. I’m hungry, but no one is willing to share their knowledge with me.’”

ennypher Moore is a master at delivering the unexpected. She delights clients with her tireless efforts to give them more than what is required, and the result has been her dazzling rise to success in real estate over the past two years. This vibrant professional is truly unstoppable!

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After having a meeting and talking to his wife, David invited Jennypher to join his team making her the first woman to join his then all-male team of veteran Marines.

She proved that she had the passion and stamina to keep up with the team’s rigorous standards of excellence, and in no time Jennypher was faced with the choice to either scale back her success to remain a full time stay at home mom or devote herself fully to her career.

She chose the latter, and has contributed significantly to making the David Serpa Homes Team an industry leader in the Inland Empire. Jennypher gives credit to her supportive husband, Eddy, and the David Serpa “tribe,” all of whom are united by common values. “People tell me they want to do what I’m doing, but I’m here to say that these results are not typical. First, my husband has given me the support and encouragement to begin my business and then been great about it when I started making a significant income. He and I have a friendly competition, and he’s

happy that he doesn’t have to work as much and can spend more time with the kids. I also feel like my success has a lot to do with my team. We’re all great friends, and we all help each other and want the best for each other. In that way, our tribe is very unique. We have each other’s backs; this is a true brother and sisterhood.”

The team’s distinguishing approach to real estate involves giving knowledge away. Jennypher has devoted herself to becoming an industry expert, armed with the exhaustive information that homebuyers need to make educated decisions. “We believe that when you give knowledge away, people will follow you. We give knowledge away about neighborhoods, school ratings, where the parks are, tax rates – anything that will impact someone’s quality of life and the cost of owning a home. When people see that we really know what we’re talking about, we gain their confidence and trust.”

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One of Jennypher’s greatest gifts is her ability to read people and gauge their feelings about a home or the process they are experiencing. She is also effective at providing perspective in times of stress. “At open houses, I have a sense of when to back off and can sense the social cues that indicate when someone is done listening. I also try to shelter them from whatever drama I can to make the process less bumpy. When there is a decision to make, I walk them through it. Not much phases me. And I know I always have my team to back me up.”

Clients appreciate these qualities that make their experience of buying a home something extraordinary. One said: “Jennypher was awesome. She took the time to help this very picky home buyer. I told her what I was looking for and she did not try to upsell me into a house that was out of my desired range. We saw many, many homes. She was patient and kind and really cared about what we wanted.

She was our advocate. I could not have asked for a better agent. I have already recommended her to friends that may be in the market soon. Thanks David Serpa Homes – you have an amazing team.”

Another shared: “As we are settling into our new home, there are no words to express the gratitude I feel towards Jennypher and her persistence in making this all happen.

She works so well under stress and will guide her clients smoothly through each stage of this stressful process. If not for her, we would not have achieved this major milestone in our lives. Thank you, Jennypher Moore, my persistent one. You have changed our lives for the better!”

Respectful and productive professional partnerships also contribute to Jennypher’s success. She looks for those lenders and support professionals who match her vigorous work ethic and personal values. She is also mindful of working in partnership with other Realtors®. When there is conflict, she strives to be a force for peace. “We all work with agents multiple times. If my offer isn’t the highest, but I have a good relationship with the listing agent and my lender is known for being reliable, my offer is more likely to be accepted. This is one way I can bring value to my clients.”

David Serpa and Jennypher ExecutiveAgent Magazine

As a busy wife and mother who is also fostering a dynamic career that she loves, Jennypher strives to find balance while still keeping her momentum. She turns her cell phone off between the hours of 6:00 and 8:30 each evening with a message explaining that she is spending time with her family and will return calls as soon as she can.

She says she learned her work ethic and independent spirit from her own mom, a single mother who worked three jobs to provide for the family. “I don’t look back and feel I ever went without. But I want to give my kids all I can and still keep them humble.” She enjoys taking her young son and daughter for evening walks by the lake near their home and arranging her schedule to participate in the activities that are important to them.

Jennypher is also an artist with talent for painting, tattooing, sculpture and jewelry making. Another way in which she goes above and beyond for her clients is by making handcrafted closing gifts and welcome home banners for them. “In the hotel industry it was all about making the experience extra special for our guests. I love doing that something extra that someone wouldn’t expect.”

As Jennypher is growing her business, she is also expanding her own team. She recently hired an assistant, another fire wife, and her ultimate goal is to create a whole buyer’s team under David Serpa. She is branding herself as #firewiferealtor, and she envisions training a team of other firefighter’s wives who would like to expand their horizons through real estate.

Jennypher is determined to keep growing and refining her craft so she can continue to deliver the unexpected.

One of her clients summed it up this way: “Just when we were giving up on our dream of buying a home, we met our Realtor®, Jennypher Moore, and she turned that all around for us! She went above and beyond our expectations of what it means to be an agent. The communication between us was always great, she was always prompt on getting back to me, and when things got stressful she always found an answer! We are so blessed to have had the opportunity to work with her and consider her part of the family now.”

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Jennypher Moore David Serpa Homes Team Signature Real Estate Group 39381 Los Alamos Rd., Suite D. Murrieta, CA 92563 Tel: 951-395-3501 Jennypher@davidserpahomes.com Web: www.davidserpahomes.com CalBRE # 01959213 ExecutiveAgent Magazine

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The Mental Game Of Sales Success

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ur industry is replete with plenty of lead-generation and marketing systems, websites for agents and toll-free hotlines that promise to bring prospects knocking down your door. But is it possible that there’s another factor—one that we only give periodic lip service to— that might be the real missing key to top producing success?

Napoleon Hill made his mark in the early 1900’s with his landmark book, Think and Grow Rich.

In fact, it’s no surprise that many, if not most, of America’s noted self-development gurus admit that Hill’s book opened doors (& minds) and served as the catalyst for massive and on-going success. Interestingly, numerous real estate coaches and top brokers will note the same claim to fame. What was it about Hill’s book that hit home for so many? He acknowledged the power of the mind: we get what we think about.

Not to insinuate that Hill’s ideas suggested we think nice thoughts and then sit around on our laurels waiting for prospects to drop from the sky. Indeed, action is the impetus of measurable results, but before anything— comes the power of thought.

When Hill wrote his book, some of his ideas seemed a little bit beyond the ozone layer. However, something gave rise to his credibility. Since steel magnet Andrew Carnegie commissioned Hill to set about the 20-year task of interviewing the richest men in America—men who had last names like Firestone, Woolworth and Wrigley, not to mention Thomas Edison himself—credibility was difficult to challenge.

Fast forward 100 years or so and let’s consider how we can use that ageless wisdom and technique to sell houses, find prospects and close transactions. While Hill’s verbiage included less explanation than what today’s quantum physics can define a bit better, the fact is that we get what we focus on. If you focus on a deal falling through, catching a cold or getting a flat tire, please don’t be surprised when the dreaded event occurs. In fact, with enough consistency, you can almost bank on it.

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The trick is to use this technique to create a healthy business. To constantly keep your mind as focused as possible on the results you do want as opposed to worrying about those you do not want. Unfortunately, we live in a time when negative focus is the order of the day.

Just think about it. People are always talking about how the market is bad and things could get worse; that kind of focus is creating more of the same even if we don’t mean for it to transpire. Look in the MLS and see if any houses sold last week, see if any listings were taken. Chances are, someone sold something and that’s because some—not most, but some—salespeople are aware that success in sales starts with the mental aspect. Even top producers who have never read about or understood the power of their thoughts are using those positive thoughts to create more sales.

Why not take a chance and try embracing the practice of positive thought and expectation? See the preferred end-result in everything you do, every action you plan on taking. Then take that action, keeping your mind constantly and powerfully focused on the excellent outcome you want to occur. Watchdog worrisome, negative thoughts and fears and replace them with determined, desired results. It might be worth the effort…what do you think?

Tamara Dorris was the marketing communications manager with the California Association of Realtors, a feature writer for its magazine, as well as numerous other published articles—including a few real estate books. She is an adjunct professor of real estate in Sacramento, has written five additional non-fiction books while holding a master’s degree in writing, and has been a guest on numerous television and radio shows all around the world and a local keynote speaker for numerous events and functions. © 2007, Tamara Dorris. All rights reserved. For information contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

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Written By Tamara Dorris 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

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

11/25/13 6:02 PM

EA

Success Showdowns

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confess, I love westerns. There is nothing like those “Showdown” scenes where the film is shot from down low and you see those boots moving slowly, step by step until they come to a stop just 100 feet from the other guy. Tumble weed blows by. The wind stirs the dust. The camera moves up and you see fingers twitching, getting ready to draw. You know that it is only a few moments until the good guy lets the bad guy have it and he’ll be on his way to saving the day and setting the town free again.

All that stands in his way is this one obstacle. But that obstacle must be put away.

What would you do in that situation? Would you save the day and proceed to victory, or would you run and hide? Running and hiding is tempting when you see the guy all dressed in black, symbolizing your impending doom!

Isn’t that what happens regularly though? Our journey to success always has these “Showdowns” that we have to go through if we are going to get there. There are always going to be “bad guys” we have to get through.

Let’s take a look at a few: Fear. Fear is the pre-imminent “bad guy.” He keeps millions of people from success. Here is a secret: There are times when I am stretching myself to achieve all that I can, when I am taking huge risks, that I wake up in the middle of the night and I am so scared I can’t sleep! Fear will tell you anything to keep you from even trying! But do you know what takes care of fear? Persistence. You see, everybody has fear. The most successful people I know have fear. But they work through it rather than give up! To be successful you have to have and win that showdown with fear.

“Am I dreaming too big?” “Did I take a dumb risk?”

“Should I quit and go back to something safe?” Rest assured, it will come. But this is when your vision must be strong and you must keep going. Stick with the dream.

Don’t give up! Overcome your doubt and the doubts of others! To be successful you must have that showdown with doubt and win!

Yes, there will be many showdowns. The above are but a few, though they are the major ones. Maybe you are experiencing them even now. Your time has come. The old western music is playing. Your foe dressed in black grins that devilish grin. He thinks you can’t do it. But have your showdown. Win. Then ride off into the sunset! .

It’s time to draw pardner! Take aim and win your showdowns.

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Crowd mentality. I have become increasingly aware of this in recent years. The crowd is loud. They are tenacious in letting you know that they expect you to do things their way or something is just not right. You know, it is the relative who calls you a dreamer. It is the naysayers. They want you to do what is normal. Well friend, nobody ever got successful doing what the crowd does. The crowd is average, that’s why they’re the crowd! To be successful you have to have that showdown with the calling of the crowd. Hear their voices screaming, “Don’t do that. Be like us,” and win the showdown.

Doubt. Success usually takes a while. It rarely comes overnight. And after some time, you will begin to doubt.

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Written By Chris Widener ExecutiveAgent Magazine

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The Truth About How to Have a Winning Sales Personality

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here is one simple, but often overlooked, personality characteristic that is vital for sales success. This one thing, however, is perhaps one of the most elusive qualities for salespeople to master.

Most salespeople don’t actively work to develop this capacity and many are completely unaware of just how vital this personality trait is. That’s because they have been brainwashed to believe a myth that has been making its way around the world of selling for about as many years as there have been professional salespeople.

The myth is that there is such a thing as a winning sales personality - and only someone with that personality can be successful at selling. Salespeople have often been led to believe that if they can just be outgoing, friendly, persuasive and even glib, that they will automatically enjoy success in selling.

So what is the one essential personality characteristic that is vital for sales success?

It’s flexibility: • It’s the capacity to adjust your personality to match the demands of the particular situation in which you find yourself.

• To empower yourself to blend your personality to be in total coordination with the pace, tone and speed of your prospect.

• It is not forcing your “dynamic personality” onto a prospect who is cool, distant or removed.

• It is not talking your head off constantly to a prospect that tends to be quiet and reserved.

• It is not being distant and cool with a prospect who is warm, engaging and interested in dealing with you in a very personal way.

What many salespeople fail to understand is that there is a vast difference between being flexible and being “fake.”

Fortunately, it’s just that - a myth.

Lots of organizations perpetuate this myth by hiring only people who fit this stereotype for sales positions. However, our extensive research with thousands of salespeople reveals that personality type really has very little to do with sales success.

In some cases, the “right” personality according to the myth is the absolute “wrong” personality in certain situations. In fact, it is possible that personality mismatches often lead to more lost sales than anything else. (We’ll explain this in more detail a little later).

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright©2003, Bill Brooks. All right reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Our research indicated that successful salespeople weren’t necessarily the extroverted and persuasive “sales type.” But they all did have one all important quality in common.

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Remember Me? I

f there is a single way to cement a relationship with a customer, it must surely be the promise that they will be remembered. There is nothing, not quality, not price, not convenience that will draw a customer like the promise of being remembered. I like to eat at the Cowboy Steakhouse in Kerrville, Texas. It’s my favorite place on the planet. Is the food good? Of course! And the service is always first-rate. Is it the best restaurant anywhere, even the best in Kerrville? Who knows! All I can tell you is that I like it. And if you show up knocking on my door and want to take me to dinner, you can bet I’ll ask for the Cowboy Steakhouse.

“Yes, ma’am, although the T. is silent,” I grinned at the thought that someone would remember me from four years earlier.

Why? Probably for the silliest of reasons - they remember me. I may not be famous in your town (heck, I’m not famous in my own). But I am famous at the Cowboy Steakhouse (everybody is!) and that’s where I like to eat. I can count on a hug from Lorrie, and I know that Nancy will remember that I want the chicken and I don’t want foil on the baker, and that a gallon of water will just get me started.

I don’t expect special treatment. In fact, it’s a little embarrassing to be given red carpet treatment for what seems to be no reason at all. Hey, I was paid to speak to Thrifty.

I already got mine and here they were treating me like visiting royalty. I’ve washed more cars than I’ve rented!

But the real treat was not in the jazzy car, it was in being remembered.

We flew into Cincinnati to visit my grandmother and called the folks at Thrifty for a car. We hadn’t planned on stopping, we were just ahead of schedule and flying east of our intended route to avoid bad weather. So we had no reservations. No problem. The folks at Thrifty came through.

What made the transaction special was Cathy. Several years ago I spoke to the Thrifty annual convention and they bought a bunch of the original Positively Outrageous Service books. I signed the books, had a great time speaking to the crowd and, like too many engagements, went about my merry way.

If you want to make a customer feel special, remember them.

Cathy was walking by the counter just as the customer service representative asked my name.

“Scott Gross,” I replied.

“I loved your book!”

“Thanks! That always makes me feel special. Being remembered is the best compliment of all.

When we said our good-byes and stepped out to find the economy car that we had rented, there waited a jazzy, berrycolored convertible, no extra charge.

People like to do business with people who remember them and attempt to respect their special needs and tastes.

If remembering is the best thing you can do, forgetting must be the worst.

T. Scott Gross is a speaker, consultant, videographer and lifelong restaurateur. Best known as the author of the bestselling business book, “Positively Outrageous Service”, his latest book is “Leading Your Positively Outrageous Service TEAM.” Copyright© 1999, T. Scott Gross. All right reserved. For additional information, please contact The Frog Pond Group at 800-704-FROG (3764) or email: susie@frogpondgroup.com; http://www.frogpondgroup. com.

Cathy stopped, smiled and said, “Would that be T. Scott Gross?”

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Written By T. Scott Gross ExecutiveAgent Magazine

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